Regional Sales Manager

Primary Location Naples region, open to considering candidates from Rome or other southern regions

BU – Transcatheter Heart Valve (THV)

Aortic stenosis impacts millions of people globally, yet it still remains under-diagnosed and under-treated. Edwards’ groundbreaking work in transcatheter aortic heart valve replacement (TAVR) pioneered a life-changing solution for patients. Our Transcatheter Heart Valve (THV) business unit continues to partner with Heart-Teams to transform patient care with devices supported by solid clinical evidence. Edwards THV driving force is to help patients live longer and healthier lives.

We have an exciting new opening in Italy to join our THV Leadership Team. If you have a passion for cutting edge technology in transcatheter heart valves and a patient-oriented culture, if you are excited about managing an experienced field team, working closely with a management team of 5 people and interacting with many countries and Headquarters stakeholders, you should look closely at this opportunity.

Purpose of the role:

Responsibilities encompass coaching and management of the team (Territory Managers and Field Clinical Specialists), supporting their sales, Marketing and Education activities and driving therapy growth across a defined region.

How you’ll make an impact:

• Manages, coaches and motivates a team of territory managers and field clinical specialists to ensure achievement of sales targets within assigned territories 

• Demonstrates strong people leadership in demanding contexts, driving motivation, performance, and professional development through a culture of learning, listening and empowerment. 

• If and where applicable, support the field team in managing external agents organization
• Helps to promotes and sell product portfolio and solutions to current and new customers while building strong network of relationships with critical decision makers in assigned accounts and in the regional market
• Supports sales activities of territory managers in complex selling situations while developing and leading the execution of both short- and long-term territory/account planning

• Plans and supports therapy development activities to boost increase in therapy penetration in accordance with guidelines
• Interacts with relevant internal stakeholders (finance, legal, Bids & Tenders, pricing & strategy department, marketing, training & development, HR) on a regular basis
• Supports local Marketing activities, with the goal of reinforcing Edwards leadership and supporting correct therapy adoption
• Other incidental duties

What you’ll need:

• Bachelor's Degree in related field (preferably economics or engineering)
• Minimum of 8 years of progressive sales experience, with a strong track record in driving growth and achieving targets.

• Previous sales and people management experience of at least 5 years, ideally with proven leadership in managing high-performing teams.

• Demonstrated successful track record of managing a team of sales employees (experience with agents would be a plus)
• Extensive medical devices industry experience required
• Knowledge of the interventional cardiology therapy and market is an asset
• Fluency in both Italian and professional English.

What else we look for:

• Sound understanding of cardiovascular anatomy, pathology and physiology relevant to EW medical products as it relates to the business coupled with ability to rapidly go through the therapy basics learning curve 

• Understanding of the entire BU product portfolio and how it addresses patient and customer needs and how it compares to competitor offerings
• In-depth understanding of BU strategy and business model including the competitive landscape and market environments of own territory/accounts
• Ability to apply industry knowledge, sales experience and economic models to direct achievement of sales and financial goals
• Broad and strategic perspective with strict attention to detail

• Ability to interact professionally with all organizational levels and proactively escalate issues to appropriate levels of management in the organization
• Ability to work and excel within a fast paced, dynamic, and constantly changing work environment
• Drive to build a network of relationships with critical decision makers in assigned accounts and in the market becoming a credible and dependable  resource to customers organization, based on ability to develop innovative, mutually beneficial partnerships and solutions
• Adhere to all company rules and procedures

Aligning our overall business objectives with performance, we offer competitive salaries, performance-based incentives, and a wide variety of benefits programs to address the diverse individual needs of our employees and their families.

For Italy, the base pay range for this position is 80 000 € to 109 000 € (highly experienced), in line with the applicable National Collective Agreement (CCNL Industria Chimico Farmaceutico).

The pay for the successful candidate will depend on some objective criteria (e.g., qualifications, education, prior experience). Applications will be accepted while this position is posted on our Careers website.

For the purpose of determining the remuneration and job classification applicable to the position, the employment relationship shall be governed by the provisions of the National Collective Bargaining Agreement (CCNL)

Edwards Italy is certified with ISO30415 D&I and UNI PDR 125:2022.

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. (Certified for ISO30415 D&I)

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, on-site fitness center, lessons with personal trainer, 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.