BionIT Labs is seeking a EU Director, Sales & Marketing to play an integral role in commercializing our first medical technology product — one we believe will disrupt the prosthetic market. We are looking for an exceptional sales professional with a customer-centric attitude and proven track record of successfully planning and executing prosthetic sell-in and sell-through strategies.
The EU Director, Sales & Marketing must be a strategic thinker with the ability to execute tactically. This role will be responsible for planning, organizing and implementing prospecting activities related to the sale and distribution of the company's prosthetic technology and brand. The Director, Sales & Marketing will develop and nurture key partner and industry relationships including advisory board members, prosthetists and practice managers; create presentations, print and digital collateral and provide demonstrations to the customer on application, use and value of BionIT Labs’ technology; develop and guide an industry-leading sales team; maintain updated knowledge of the prosthetic industry and competitive products; and help execute on a winning go-to-market plan.
The ideal candidate is a self-starter and team player with strong analytical and problem-solving skills who acts with integrity and professionalism. Candidates must be comfortable working in a small, but rapidly-growing company pursuing an aggressive commercialization timeline.
The EU Director, Sales & Marketing will report to BionIT Labs’ CEO. This is a full-time role mostly remote, with headquarters in Italy, Apulia region.
1. Develop and nurture key partner and industry relationships and already possessing a significant number of prosthetic clinician and practice manager relationships in the EU Countries.
2. Lead strategic sales opportunities to drive customer engagement and adoption of BionIT Labs’ technology.
3. Create sales collateral and tactics, and manage experiential opportunities (e.g., trade shows and conferences) that effectively communicates value proposition and builds strong interest from key customer.
4. Provide training, presentations and demonstrations to BionIT Labs’ customers on application and use of our technology using effective communication and sales technique.
5. Manage post-market activities, including gathering customer feedback and assessing complaints for necessary reporting.
6. Collaborate with the Director of Operations to streamline technical assistance requests, offering initial remote or on-site support as needed.
7. Partner with HQ Marketing, Engineering, Quality Assurance & Regulatory and other stakeholders to execute a highly successful go-to-market program.
8. Perform lead generation activities and develop and maintain leads within BionIT Labs’ CRM.
9. Manage the Trial and Sales process on BionIT Labs’ CRM.
10. Full and updated knowledge of reimbursement guidelines in order to support customer’s billing efforts.
11. Maintain updated knowledge of the prosthetic industry and competitive products.
12. Understand and comply with all applicable quality and regulatory guidelines.
13. Plan and manage marketing campaigns, identifying the advertising techniques that most appeal to the target customer on social media, on Google Ads and in print media, and help creatives to design graphics and texts for communication materials.
14. Implement Marketing plans engaging ambassadors of influencers.
15. Setting targets for the Sales&MKTG team, monitor results, measuring growth, ROI, engagement and other relevant KPIs, to refine existing marketing and sales strategies. The data collected will then be inserted into specific reports, to be presented to management.
16. Dedicated budget preparation after having identified the department's objectives and strategies.
1. At least 7 years of sales experience.
2. At least 4 years of experience in prosthetics.
3. Extensive and proven experience with establishing strategic and tactical sales activities that address the needs of the healthcare practitioner and consumer/patient.
4. Ability to develop effective and persuasive communications to clinicians and practice managers .
5. Strategic thinker with the ability to execute tactically, possess strong communication skills and act as a collaborative team member.
6. Hand-on experience in ordinary everyday activities of the sales department, with proactive problem resolution.
7. Business judgment demonstrated by: 1) ability to negotiate and close deals effectively, 2) ability to manage the post sales relationships through own teams and/or external partners, 3) appropriate management of proprietary sensitive information.
8. Demonstrated success selling high end technology products into prosthetic practices.
9. Proficiency with spreadsheets and presentation tools (powerpoint or similar).
10. Experience launching a new prosthetic product is preferred.
11. Strong knowledge of upper limb prosthetic industry main players and products is preferred.
The compensation package includes a competitive base salary plus variable components, reflective of the candidate's level of seniority, along with an attractive stock option plan.