Position: Italian Market Development Manager – Digital Pathology & AI

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.

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 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, and 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, and advancing opportunities throughout the sales process.
   • Participate in market mapping, territory planning, account prioritization and maintain an active commercial pipeline, ensuring 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, Digital Pathology leaders, Clinical Directors, Innovation Managers, Procurement teams; attendance at scientific congresses and industry events; and 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, and definition of next actions.
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, and 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, and 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, and 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, and overall market progress.
   • Support informed commercial decision-making.

Expected Deliverables

• Italian Market Development Plan
• Italian 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 Metrics (KPIs)

• 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, with equal emphasis on building market foundations

Candidate Profile

• 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
• Italian (mandatory) and English (mandatory); Spanish a strong advantage
• Experience in Digital Pathology, Artificial Intelligence, Diagnostics, or Software as a Medical Device (SaMD) 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.

Contract Type

Indefinite

Required Education

Bachelor’s Degree

Experience

More than 5 years

Languages

• Italian (mandatory)
• English (mandatory)
• Spanish (advantage)