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Clinical Sales Consultant

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Date: Jul 3, 2022

Location: Rome, IT

Company: Terumo BCT, Inc.



Under supervision of the Sales Manager, is responsible to meet the sales targets, through responsibility for the following parts of the sales process, working well coordinated with the respective Account Manager:

  • Identification of sales opportunities through active prospection in the targeted markets
  • Qualification of  the sales opportunities
  • Design the solution
  • Pre-sell the solution
  • Analysis of the buying influences and fine tuning of the Single Sales Opportunity
  • Proposing the solution
  • Getting account agreement


Accountable to develop new business through acquisition of new accounts for our technology platform and through increased patient referrals by prescribers of therapeutic apheresis. Therefore facilitates and develops relationships and strong network with the medical/scientific community by communicating scientific, economic and medical on-label information and promotional messages to all relevant staff and institutions.

Requires coordination and strong collaboration with other sales roles and functions in the organization.



The role the incumbent plays in the essential duties & responsibilities listed below may vary based on the customer profile. The attached RACI model is an integral part of this job description & is intended to clarify the roles & responsibilities throughout the sales process and will serve as a reference to define responsibilities.

Targeted specialties, market segments and disease indications may evolve in line with the strategic business plan.

  • Sales Achievement: Generate necessary sales to meet or exceed sales goals and achieve appropriate sales prices.  Meet appropriate contribution margins. Track and analyze progress.
  • Sharing strategical imperatives, directions, information and to discuss initiatives and implementation with local Sales Managers Italy and Country Manager.
  • Initiatives Action Plan (IAP) definition for Italy
  • Sales process: apply Miller Heiman strategic and conceptual selling approach and techniques
  • Sales process: (Identify sales opportunities) Identify the accounts that could be good targets and then identify drivers for sales opportunity in these accounts. Identify Buying Influences and check status (growth or trouble mode). Create Single Sales Opportunity (SSO)
  • Sales process: (Qualify sales opportunities) Verify the availability of budget for the SSO. Identify and eliminate possible red flags. Confirm a financially viable opportunity with a business profitability analysis. Identify all 4 Buying Influences and Coach. Refine Single Sales Opportunity.
  • Together with the respective Account Manager in the Sales process: (Design the solution) Create solutions around the product, model the value proposition, validate with internal stakeholders. Construct the product differentiators and  tie them to each of the personal wins of each buying influencer.
  • Together with the respective Account Manager in the Sales process: (Pre-sell the solution) Validate the decision making criteria and pricing model with Economic Buying Influencer and the Coach in the account, present the solutions to each of the buying influencers and validate as necessary.
  • Responsible for training and coaching of direct colleagues on the content and act as a coach/mentor for less experienced/new colleagues.
  • Accountable and responsible for prospecting and opening-up new markets for our therapeutic solutions
  • Accountable and responsible to acquire new providers of therapeutic apheresis, persuade targeted doctors to prescribe our therapeutic solutions respecting the established policies and procedures for on-label promotion, engage local payers and budget owners for the health economic value of our therapeutic solutions
  • Develop strong networks with all relevant staff in the targeted medical centers, including but not limited to KOLs, head of departments, prescribers, nurse managers, local budget owners, pharmacy, doctors in training
  • Effectively use multiple types of interaction, such as face to face , phone, mail, webinar, educational/staff meetings, congress and keep track records in the company wide used CRM system
  • Develop superior product and disease state knowledge in order to effectively educate and engage healthcare professionals in dialogue about clinical evidence, approved indications, and product efficacy/safety profiles to support on-label prescribing for appropriate patients
  • Effectively coordinate and collaborate with other sales roles and functions in the organization, such as marketing, scientific services & support, medical affairs, customer care, technical service. Build strong and active working relationship with Country Managers
  • Act as the “go to” person in the local organization for TS Marketing to provide strategical imperatives, directions, information and to discuss initiatives and implementations. Lead and/or support Marketing initiatives and campaigns implementations in Italy.
  • Training local sales teams.
  • Prioritize accounts to determine coverage, assess opportunity and develop new business.  Coordinate and manage resources to provide necessary customer service.  Prepare weekly and monthly plans, track and analyze progress and trends, and prepare annual account/territory sales plan
  • Administration / Internal Communications: Manage budget and expenses, adhere to company policies and communicate effectively with EMEA corporate and field personnel. Be responsible for TS Italian OPEX.
  • Personal and Professional Development: Continuously increase and sharpen therapy and disease state knowledge as well as continuously develop prospecting, selling, negotiating and presentation skills 





Degree in Business or Life Sciences



  • A minimum of 5 years sales experience in Life Sciences industry, preferably in medical devices and Pharma
  • Proven sales experience to prescribers of medical treatments
  • Experience in developing strong networks within medical centers/hospitals
  • Experience in creating & implementing sales strategies
  • Experience understanding business products & therapy applications
  • Demonstrated advanced selling skills & sales techniques


  • Terumo BCT's Core competencies: Customer Focus, Instills Trust, Ensures Accountability, Plans & Aligns, Collaborates
  • Excellent written & verbal English language skills
  • Excellent knowledge of local/ regional languages
  • Advanced sales techniques & selling skills
  • Strong overall communication skills and the ability to clearly explain complex clinical data
  • Ability to manage uncertainty and at ease with discovery and opening of brand new markets
  • Capacity to execute the country sales plan and deliver upon assigned targets
  • Problem- solving
  • Strong business & financial acumen
  • Excellent account management skills


  • Ability to proactively identify customer business problems/opportunities and recommended solutions
  • Results- driven
  • Flexible mentality
  • Entrepreneurial spirit
  • Independent & autonomous
  • Self- motivating
  • Perseverant
  • High level of ethics


Certificates, Licenses, Registrations

Obtain Sign- off on the required therapy selling curriculum programs



  • This position will be based in Italy.
  • Area of Influence: Italy as per duties and responsibilities above described
  • This position will report to the Sales Manager Italy.
  • Frequent travelling (up to 70%)    



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