Strategic Tender Lead in Milan, Italy

Job Description Summary

Achieve the assigned Business objectives (Turnover, Gross Profit) relating to the BU Italian market and the potential structure, in line with the strategic plan agreed with the Country Business Leader and/or National Sales Manager.

Actively contribute to the definition of strategies, business objectives and to identify new market development opportunities in relation to business segments.

Support Sales Team for commercial and institutional relations with the regional purchase platform and administrative stakeholder.

Be the interface with sales, marketing, medical and tender office in developing a value-based approach to tenders.

Coordinate all activities relating to the management of legal claims with the support of internal and external legal, create a traceability repository.

Maintain control of legal expenses.

Support developing and disseminating messages/studies related to value-based tendering in coordination with the Medical, Marketing and MAGA teams.

Support Sales team in complex negotiation related to price increase and tender framework.

Support the adaptation of all economic studies and clinical material available to procurement context.

Actively collaborate in working groups in the European context by providing a vision of the country.

Oversight of all phases of the tender process for the Business Unit, specifically: support to the pre-tender activities of the sales team, organization, enhancement and efficiency of the technical specs, support to the post-award phase and monitoring of the contract execution. A crucial role of liaison between Sales Teams and specific functions outside the Unit (i.e Tenders Office) as well as customers (i.e RUP, procurement Dept, regional purchasing agency).

May perform field activities in direct contact with customers.

Job Description

• Carry out an accurate analysis of performances and scenarios / trends at a national level in order to identify new opportunities / business / market development projects as well as new and more modern commercial approaches.

• Be responsible for organizing meetings with the aim of providing guidelines and priorities, checking the progress of major projects, sharing best practices, sharing new business opportunities, creating moments of sharing and development.

• Supervise the main administrative Key Opinion Leaders by planning their visits together with the Regional Sales Managers as well as directly supervising some Executive customers.

• Ensure that all information relating to tenders, as well as all the main activities planned and implemented are promptly entered into a data collection system and shared with the company management if needed.

• Collaborate with the Marketing, Medical and Sales Area in pursuing the sales objectives of products and services applying a value-based approach.

• Be the direct point of reference for the management of any executive administrative customers who carry out activities at national level.

• Participate in European meetings and task forces to discuss business strategies and related actions in support of the business.

• Take care of the development and training of resources by defining development plans for each collaborator, verifying the results and carrying out direct coaching activities. She/he plans, implements and effectively controls the training programs of the new collaborators inserted in the commercial structure.

Analysis of tender technical specifications. Definition of tasks and deadlines with the Sales Team. Coordination of the activities necessary for the compilation of the technical tender specs with the Tenders Dept, , Marketing and Regulatory Dept.

Verification and in-depth analysis of the technical contents of documents in order to harmonize the language of the tender responses, complete them and improve their efficiency and effectiveness. Oversight of product selection, offers and related documents, analysis, review and sharing with the relevant functions of all final validated documents (clarification questions, product selection, technical and economic aspects), formal and substantial control of deadlines.

Updating of archives with a specific focus on the tenders awarded; activities coordination with Legal for any appeals/notices/warning; training and spread to salesforce of new regulations and normative, court decisions.

Operative support to price increase activity; analysis of competitor’s tender documents; maintenance and updating of specific databases developed within the TME; support, where necessary, during public tender sessions and direct contact with the RUPs of the procuring account (local or regional).

Education and Experience:

• Knowledge of medical devices market

• Experience in tenders (both technical and procedural aspects) in the Medical Device field

• Knowledge of rules of tender submission

• Excellent knowledge of Windows and the main Microsoft Office applications (Word and Excel) and tender management systems

• Italian mother tongue

• Good knowledge of English language

Knowledge and Skills:

• Team approach

• analysis and synthesis skills

• Good organizational and planning skills

• Influence others without authority

• Process effectiveness

• Spirit of initiative and proactivity

• Goal Orientation

• Cross-functional collaboration

Business Performance:

• Drive for results

• Planning skills

• Managing and measuring work

• Managing through systems

Customer interface

• Customer focus

• Presentation skills

• Problem solving

• Interpersonal savvy

• Negotiating

Primary Work Location

ITA Milano – Via Enrico Cialdini

Additional Locations

Work Shift

Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.