Italian Market Development Manager-Digital Pathology & AI

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.

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

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

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

#J-18808-Ljbffr