As a Territory Manager, you are a critical part of the THV field team in Italy that works closely with heart centers, physicians, and hospital staff to drive sales revenue for Edward's TAVI growth. As a customer leader, you have a deep product knowledge, and understand market dynamics in your territory. You are responsible for driving therapy development in line with the business strategies in a way that enhances Edward's reputation in the market.
These are the competencies that will make you successful:
Edwards's product & portfolio knowledge: As a Territory Manager, you have a good understanding of aortic stenosis, and the patient condition. You find innovative ways to use this knowledge to drive your account's strategic objectives and patient-based messages, showing how products can fulfil unmet needs.
Market and Economic Knowledge: You have excellent business acumen and adapt your style to communicate with both clinical and non-clinical stakeholders, including physicians, hospital administration and economic decision makers. You understand competitor products and capabilities, technically and clinically and regularly provide advice to customers on economic trends. You are seen by the customer as the "go to" source for market insights.
Territory and Business Management: You effectively manage your territory through tracking tools (e.g. SFDC, dashboards, account profiles) by creating plans that engage accounts in partnerships and aligned with long-term strategic thinking to improve the TAVI program. You think and plan big by maintaining and executing account plans to maximize performance and to drive tangible results. You are highly proficient in connecting hospital data with Edwards' solutions and can communicate to the customer in a compelling way.
Sales Capabilities: The Territory Manager is an expert in guiding external stakeholders throughout the tender process and an expert in negotiation tactics. You organize and conduct regional workshops gathering account and clinical stakeholders to discuss opportunities to increase TAVI activity and motivate growth. This includes tailoring the THV value proposition and utilizing a value-based selling approach to customer situations and needs.
Customer Leadership: The Territory Manager will develop strong working relationships with customers, utilizing internal relationships to drive territory strategy and build support to achieve goals. You use a consultative approach with your customers to understand unmet needs, and are able to build strong and lasting relationships with key decision makers to enhance the Edwards brand. You will have excellent organizational, communication and leadership skills to manage a complex sales process that has clinical and financial customers.
Teamwork and Leadership: The Territory Manager can work independently but remains a key member of the territory team. You understand the THV organization and can foster an environment where sharing best practices is the standard. You are a good listener and experienced in working with Field Clinical Specialists, Physicians and Hospital Leadership. You are highly capable of working collaboratively with colleagues within your region, as well as across functions including Marketing, Commercial Operations, Finance, and Strategy.
We are looking for someone with these skills:
Bachelor's degree in Science or Business or related experience is required.
Experience in a commercial position in the pharmaceutical or medical device industry.
Excellent interpersonal skills and the ability to interact effectively with territory and senior management colleagues.
A strong consultative selling skill set and the ability to strategically engage customers and stakeholders in value-based discussions.
Experience developing and successfully executing compelling account strategies, including a proven track record in business planning analysis and strategic account planning.
Firsthand experience working directly with customers, opinion leaders, technical experts, and professional staff as well as broad exposure to the healthcare industry and its competitors is preferred.
Proven track record of engaging and developing lasting relationships with a broad base of key stakeholders in complex clinical environments, such as mid and senior-level healthcare professionals.
Excellent written and verbal communication skills and the ability to communicate with a variety of stakeholders. This position will require close collaboration with internal stakeholders as well as external physician partners, and economic decision makers.
Up to 80% travel.
What is it like to work at Edwards Lifesciences in Italy?
As a global leader in patient-focused medical innovations, we offer rewarding opportunities and exciting challenges in a truly international, dynamic and friendly work environment.
We are committed to fostering a diverse and inclusive work environment where all employees can grow, personally and professionally. To achieve this, we offer on-the-job development, training opportunities and the support and guidance provided by dedicated employee groups (the Edwards Network of Women, Edwards Foundation charity team, sustainability activities, and others).
Edwards Lifesciences in Italy also offers the following benefits:
Competitive compensation and benefits package.
Flexible working hours, remote working.
Life Insurance.
Accidental Death & Disability Insurance.
Telemedical Services.
Meal vouchers.
Service Awards.
Employee Stock Purchase Programme.
Employee Assistance Programme.
Comprehensive Wellness programme including preventive cardiovascular screening, educational events, fruit in the office, charity activities and much more.
Benefits are regulated by an internal policy which contains the full details regarding the entitlement and conditions for the benefits. Benefits policy and components may vary by location.
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