Country Manager, Diagnostics- Spain and Portugal

Organization
Nanostring Technologies
Job Location
530 Fairview Ave N
Seattle, WA 98109
Benefits

Nanostring offers competitive benefits including but not limited to:

Medical, dental, 401k, stock options, ESPP

Job Description

NanoString Technologies now seeks to recruit a highly qualified individual to fill the position in the diagnostic testing division of Country Manager – Spain and Portugal. The  Country Manager – Spain and Portugal, Diagnostics will be a member of the European commercial diagnostics leadership team, reporting to the EMEA Senior Manager Diagnostics, and will be responsible establishing and growing NanoString's  Diagnostic business in his/her area of responsibility.  The successful candidate who assumes the role will work closely with the EMEA Senior Manager Diagnostics, to define NanoString's Spain and Portugal go-to-market strategy for diagnostics, and its execution on this new business in the region. The successful candidate for the role will lead the commercial sales strategy of the diagnostic version of the nCounter platform and in vitro diagnostic assays, beginning with the recently approved breast cancer assay (for use by healthcare professionals in the EU and Israel) , PROSIGNA. This new member of the commercial team will have revenue responsibility for the territory and functional responsibility for sales and reimbursement.

The successful candidate for the role will establish business models for market pricing in the region, and then drive growth by articulating a thoughtful, evidence-based rationale for educating and influencing oncologists and pathologists to use NanoString's diagnostic tests to improve outcomes while also reducing costs through the accurate diagnosis and appropriate treatment of disease. The successful candidate who assumes the role will consequently need to be comfortable in dialogue with the most senior thought leaders and decision-makers in the field of oncology also needs to analyze the market and detect the best and faster opportunities to develop the business. In addition this position will work closely with the marketing team in order to detect, organize and execute marketing activities (Congresses, tradeshows, seminars, etc…)

*Must reside in Spain

Essential Responsibilities:

  • Focus on successfully driving adoption and utilization of the PROSIGNA (our breast cancer assay, and newly launched Diagnostic products and services Spain and Portugal. Maximizing sales, developing the market and increasing the test demand, securing the reimbursement in the public market and inclusion in treatment guidelines.
  • Develop a go-to-market strategy to launch PROSIGNA and other Diagnostic products in the region.
  • Make PROSIGNA known through marketing activities to the breast cancer community and attend the most relevant congresses and seminars.
  • Development and execution of territory reimbursement strategy is critical.
  • Develop the channel strategy for the region, define market access prioritization as well as best entry channel.
  • Manage efficiently and define goals for potential distributors.
  • Based on budget and approval from supervisor, plan headcount and recruit according to the regional plan.
  • Develop all commercial activities for NanoString Technologies in line:
  • with the strategy of NanoString Technologies Headquarters 
  • with quality policies of the company
  • with Global Clinical Development
  • with local specific regulations and both local and global regulatory matters 
  • Administrative & diagnostics running of the territory.
  • Financial management of the territory.
  • Strategic development plan of the territory.
  • Initiating and building professional, ethical relationships with Health Authorities in order to facilitate NanoString Technologies diagnostics platform's access to market, pricing and reimbursement
  • Represent NanoString Technologies in specific industry organizations and meetings
  • Responsibility for own performance, setting clear goals and expectations, tracking progress against those goals, ensuring feedback, and addressing issues promptly
  • Operational management of NanoString Technologies’ portfolio
  • Projects under development:
  • Collaboration with headquarters: diagnostics, R&D and regulatory departments
  • Support headquarters " Project teams" in view of local development
  • Local service provider(s) identification
  • Support of local activities

Products:

  • Collaboration with headquarters: diagnostics, regulatory and operational departments
  • Local launch and global management of products
  • Lead, manage and supervise the business to achieve objectives
  • Drive NanoString Technologies products sales to exceed targets
  • Oversee design, development, planning and execution of the territory marketing, sales and distribution plans
  • Business development:
  • Collaboration with the International Business Development team
  • Collaboration with the Life Science and Translational Team
  • Local assessment of potential opportunities
  • Market analysis 
  • Appropriateness with existing business models and local portfolio 

 

*Must reside in Spain

 

Requirements
  • 8+ years of commercial leadership experience, including revenue responsibility and a proven track record of successfully launching oncology drugs and/or diagnostics, ideally in lean and fast-paced organizations. Candidates with less tenure in industry but who are otherwise well-qualified will be considered.
  • Importantly, the ideal candidate will have experience in market development, especially in growing oncology businesses in Spain and Portugal.
  • He/she will have experience in a leadership role, providing product positioning and in the creation of roadmaps for the introduction and expansion of product offerings. Candidates who have played a key role in launching a commercially successful drug, molecular diagnostic or have experience in the sales and marketing of a companion diagnostic to the oncology community are of particular interest.
  • Further, the successful candidate will have the communication skills to work effectively with external constituents, such as clinicians, KOLs, leaders of academic medicine and health ministries, payers and regulators, as well as with internal stakeholders, including the company's advisors, executive team, peers and direct reports.
  • Degree in commercial diagnostics or pharmaceutical experience is strongly preferred
  • The location of the position will be Spain. Regular travels across the region are required as well as some travels to support the entire Europe, and to Seattle Headquarters in the USA.

Additional Qualifications:

  • Experience in establishing reimbursement for new therapeutics or technologies
  • Knowledge of health economics and diagnostic market in Spain and Portugal.
  • Specific experience in products or services for the diagnosis or treatment of breast cancer
  • Native or resident of the region, demonstrating affinity and knowledge of the region, its culture and people
  • Strong influencing and convincing skills and experience with regards to oncologists and pathologists
  • Substantiated track record of negotiating and closing deals with hospitals and Health Authorities
  • Flexibility and cultural sensitivity to work in a rapidly growing yet still small company
  • Able to operate autonomously yet within a structured corporate environment
  • Previous experience of working with international headquarters is a plus
  • Hands-on in style, willing to 'pitch in' to get things done
  • Driven, self-motivated, independent, dependable and passionate individual with strong leadership ability and excellent project and time management skills
  • Outstanding business acumen and entrepreneurial sense and proven excellence with regards to organizational, analytical and problem solving skills
  • Excellent interpersonal, communication and presentation skills
  • Supportive of team working: for multidisciplinary projects with customers and authorities as well as internal with company colleagues
  • MBA or other relevant advanced degree is valued but not required.
About Our Organization

NanoString Technologies is a publicly held provider of life science tools for translational research and molecular diagnostics. The company's technology enables a wide variety of basic research, translational medicine and in vitro diagnostics applications.

NanoString's products are based on a novel digital molecular barcoding technology invented at the Institute for Systems Biology (ISB) in Seattle under direction of Dr. Leroy Hood. The company was founded in 2003 with an exclusive license to develop and market the technology. In 2008, NanoString launched its first commercial instrument system and began international sales operations with its first multiplexed assays for gene expression analysis. In 2010, the company launched new applications for the system to support microRNA analysis and copy number variation detection, and in 2013 launched Prosigna, its first in vitro diagnostic product for prognosis of early stage breast cancer.

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