Italian Market Development Manager-Digital Pathology

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)
• Public procurement pathways
• Strategic partners

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
• Delivering commercial presentations
• Identifying customer needs
• 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:

• 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
• Academic institutions
• Industry partners
• Digital pathology ecosystem stakeholders

Evaluate and develop collaboration opportunities that strengthen Cells‑IA’s position within the Italian healthcare ecosystem.

Continuously monitor:

• Market size and segmentation
• Competitor activities
• Public procurement opportunities
• Funding programs
• Digital pathology adoption

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
• Meetings
• Opportunity pipeline
• Strategic accounts
• Next actions

Ensure visibility of market progress and support informed commercial decision‑making.

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