Territory Manager THV

Overview

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. You have deep product knowledge and understand market dynamics in your territory. You are responsible for driving therapy development in line with business strategies to enhance Edward’s reputation in the market.

The scope of the role will be North of Italy, with a focus on Piemonte, Valle D’Aosta and Liguria.

Responsibilities

• Edwards’s product & portfolio knowledge: Maintain a good understanding of aortic stenosis and the patient condition. Use this knowledge to drive account objectives and patient-based messages, showing how products can fulfil unmet needs.
• Market and Economic Knowledge: Demonstrate strong business acumen and adapt your style to engage with clinical and non-clinical stakeholders, including physicians, hospital administration and economic decision makers. Understand competitor products and capabilities and provide insights on economic trends. Be viewed as the go‑to source for market insights.
• Territory and Business Management: Manage your territory using tracking tools (e.g., SFDC, dashboards, account profiles). Create plans that engage accounts in partnerships aligned with long-term strategy to improve the TAVI program. Maintain and execute account plans to maximize performance and communicate how hospital data connects with Edwards’ solutions.
• Sales Capabilities: Guide external stakeholders through the tender process, negotiate effectively, and organize regional workshops with account and clinical stakeholders to discuss opportunities to increase TAVI activity. Tailor the THV value proposition and apply value-based selling.
• Customer Leadership: Develop strong relationships with customers, use a consultative approach to understand unmet needs, and engage key decision makers to enhance the Edwards brand. Demonstrate excellent organizational, communication and leadership skills to manage a complex sales process with clinical and financial customers.
• Disease & therapy knowledge: Be an expert in aortic stenosis and patient condition, and serve as a trusted resource for implanters and customers on Edwards devices’ application.
• Teamwork and Leadership: Work independently while being a key part of the territory team. Foster sharing of best practices and collaborate with Field Clinical Specialists, Physicians, Hospital Leadership, and cross-functional teams including Marketing, Commercial Operations, Finance, and Strategy.
• Communication and Collaboration: Engage with internal stakeholders and external physician partners and economic decision makers to support the territory strategy.

Qualifications

• Bachelor’s degree in Science or Business or related experience is required
• Experience in a commercial position within the pharmaceutical or medical device industry
• Excellent interpersonal skills and the ability to interact effectively with territory and senior management colleagues
• Strong consultative selling skills and the ability to engage customers and stakeholders in value-based discussions
• Experience developing and executing compelling account strategies, including business planning analysis and strategic account planning
• Direct experience working with customers, opinion leaders, technical experts, and professional staff, with broad exposure to the healthcare industry and competitors
• Excellent written and verbal communication skills and the ability to collaborate with internal stakeholders as well as external physician partners and economic decision makers
• Clinical data expertise: proactively apply understanding of the latest clinical research to link clinical data and accounts’ education about therapy and TAVI technology
• OR/Cath Lab management: willingness to acquire skill for basic support in the cathlab
• Proven track record of engaging and developing lasting relationships with a broad base of stakeholders in complex clinical environments
• Up to 80% travel

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, personal trainer, fruit in the office, charity activities and more

Benefits are regulated by an internal policy which contains the full details regarding entitlement and conditions for the benefits. Benefits policy and components may vary by location.