Position: Italian Market Development Manager - Digital Pathology & AI

Description du poste:

What do we do?

We are a Spanish pharmaceutical company engaged in the research and development, manufacturing and marketing of small molecules and biological medical products.
We likewise use our sales channels to market a number of licensed pharmaceutical products, imaging contrast agents and other products for hospital use, as well as OTC pharmaceuticals.
All of this is carried out through our specialized sales team formed by more than 260 people who promote the products with specialized medical professionals and in hospitals and pharmacies.

What will you do?
Purpose and Mission of the Role
The Italian Market Development Manager is responsible for leading the commercial development and market expansion of Cells-IA (a Spanish digital diagnostics software company specializing in AI-powered digital pathology solutions and a subsidiary of the pharmaceutical company Rovi) in Italy.
The primary mission of this role is to establish Cells-IA as a recognized partner within the Italian pathology ecosystem by generating market awareness, building strategic relationships, creating qualified commercial opportunities, and securing reference customers that support the company's long-term growth.
The position combines business development, strategic market analysis, commercial execution, and customer relationship management. It requires a proactive, field-oriented approach focused on building relationships with Italian public and private healthcare organizations, pathology laboratories, clinicians, Key Opinion Leaders (KOLs), and strategic partners.
Success will be measured by the ability to systematically develop the Italian market, create a sustainable commercial pipeline, and establish the foundations for future business growth. Success is not measured solely by revenue generation, but also by building the market foundations that enable sustainable long-term growth.

Key Responsibilities
1. Market Development
Develop and execute the Italian market development strategy for Cells-IA.
Maintain a deep and up-to-date understanding of the Italian pathology landscape, including:
* Public healthcare organizations (ASLs and regional healthcare systems)
* Private pathology laboratories
* Pathology networks
* Digital pathology maturity
* AI adoption status
* Public procurement pathways
* Strategic partners
* Market trends
Develop and continuously update a comprehensive Italian market map, identifying priority regions, hospitals, pathology departments, key decision-makers, and commercial opportunities.

2. Business Development and Commercial Activities
Generate and develop new business opportunities through proactive engagement with healthcare organizations, including:
* New account prospecting
* Building relationships with hospitals and pathology departments
* Conducting product demonstrations
* Delivering commercial presentations
* Identifying customer needs
* Supporting business case development
* Advancing opportunities throughout the sales process
* Market mapping
* Territory planning
* Account prioritization
Maintain an active commercial pipeline and ensure continuous progression of opportunities toward pilot projects and commercial agreements.

3. Customer Relationship Management and Field Activities
Represent Cells-IA throughout Italy through regular face-to-face engagement with customers and stakeholders, including:
* Hospital visits
* Meetings with pathologists
* Meetings with Digital Pathology leaders
* Meetings with Clinical Directors
* Meetings with Innovation Managers
* Meetings with Procurement teams
* Attendance at scientific congresses and industry events
* Networking with Key Opinion Leaders (KOLs)

Develop strategic plans for priority hospitals, including:
* Stakeholder mapping
* Decision-maker identification
* Clinical champion identification
* Public procurement pathway assessment
* Definition of next actions

The role requires frequent travel throughout Italy.

4. Reference Center Development
Identify, develop, and establish at least one Italian reference center that serves as a clinical and commercial showcase for Cells-IA.
Lead the relationship from initial engagement through pilot definition, validation, and implementation.
Develop a clear strategy to position the reference center as a platform for future commercial expansion.

5. Strategic Partnerships
Develop relationships with organizations that can accelerate market penetration, including:
* Italian public healthcare organizations
* Innovation programs
* Academic institutions
* Private healthcare providers
* Industry partners
* Digital pathology ecosystem stakeholders
Evaluate and develop collaboration opportunities that strengthen Cells-IA's position within the Italian healthcare ecosystem.

6. Market Intelligence
Continuously monitor:
* Market size and segmentation
* Competitor activities
* Public procurement opportunities
* Funding programs
* Public healthcare system priorities
* Digital pathology adoption
* AI developments
* Key market trends
Validate market information through customer interactions, public procurement intelligence platforms, and direct market feedback.
Provide regular strategic recommendations to headquarters.

7. Commercial Reporting
Maintain accurate and up-to-date reporting of:
* Commercial activities
* Customer visits
* Meetings
* Opportunity pipeline
* Strategic accounts
* KOL engagement
* Market development activities
* Next actions
Ensure visibility of market progress and support informed commercial decision-making.

Expected Deliverables
The role is expected to continuously maintain and update:
* Italian Market Development Plan
* Market Map
* Target Hospital List
* KOL Mapping
* Strategic Account Plans
* Opportunity Pipeline
* Reference Center Development Plan
* Monthly Business Development Report

Key Performance Indicators (KPIs)
Performance will be evaluated based on:
* Development and execution of the Italian market strategy
* Number and quality of hospital visits and customer meetings
* Growth of qualified commercial opportunities
* Development of strategic relationships
* Identification of new opportunities in both public and private sectors
* Progress toward establishing an Italian reference center
* Market intelligence generated
* Quality and progression of the commercial pipeline
* Support provided to commercial growth and market expansion
Revenue generation is important; however, equal emphasis will be placed on building the market foundations that enable sustainable long-term growth.

Candidate Profile
The ideal candidate should demonstrate:
* Strong business development experience within the healthcare, medical technology, or life sciences sectors
* Experience working with the Italian public and/or private healthcare sector
* Excellent networking and relationship-building skills
* Ability to develop new markets from an early stage
* Strategic thinking combined with strong execution capabilities
* Excellent communication and presentation skills
* High levels of autonomy, initiative, and accountability
* Willingness to travel extensively throughout Italy

Languages:
* Italian (mandatory)
* English (mandatory)
* Spanish is considered a strong advantage
*
Experience in Digital Pathology, Artificial Intelligence, Diagnostics, or Software as a Medical Device (SaMD) will be highly valued.

Success Profile
This is not a traditional sales role.
It is a market development position whose success depends on creating opportunities where they do not yet exist, building trusted relationships with clinical and commercial stakeholders, securing strategic collaborations, and establishing Cells-IA as a recognized and credible partner within the Italian healthcare ecosystem.
The successful candidate will spend a significant portion of their time engaging directly with customers, hospitals, and partners throughout Italy.
Field activity, relationship building, and proactive business development are core responsibilities of the role and essential to achieving Cells-IA's strategic objective

Your contract type will be:Indefinite
The required education for the job is:Bachelors Degree
The experience for this job is:More than 5 years