Fabio Zavan
Regional Sales Lead @Johnson & Johnson MedTech
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WORK HISTORY
Regional Sales Lead @Johnson & Johnson MedTech
Achieved consistent year-over-year revenue growth through strategic sales initiatives. Led a high-performing sales team, developing key talents and improving expertise. Expanded Ethicon\'s portfolio, driving market penetration in all surgical specialties
EDUCATION
Università degli Studi di Trieste / University of Trieste
Medical Biotechnology
SKILLS
ABOUT FABIO ZAVAN
Sales execution, marketing strategy, tender & market access management in a multiplatform environment: these are the pillars of my professional experience in MedTech.For over 15 years, I have been leading complex commercial organizations across multiple regions, with direct responsibility on sales performance, team development and go-to-market transformation.My current role as Regional Sales Leader in the surgical space includes full accountability for commercial growth across 3 strategic regions in Italy.In recent years, I have managed high-stake regional tenders, led cross-functional negotiations with key non-clinical stakeholders to protect value-based pricing and support access to high-tech solutions and designed and implemented innovative - hybrid GTM models.I combine a strong strategic mindset with hands-on leadership, and I’m always actively working to expand my impact through broader strategic business projects.Key Achievements - Defined and executed integrated sales & marketing strategies across multiple platforms, including annual business plans, marketing roadmaps, and new product launches as Product Manager, Marketing Manager, and Platform Lead- Developed and deployed targeted market development initiatives to increase adoption in strategic segments, with strong focus on value-based positioning and clinical differentiation- Led tender negotiations and market access engagement with procurement and hospital decision makers, ensuring price protection and premium positioning in highly competitive environments- Built trusted partnerships with KOLs and healthcare professionals to reinforce product value, maintain brand loyalty, and anticipate shifts in clinical practice- Drove Go-To-Market transformation in a cost-constrained region by implementing a hybrid agency/direct model, improving field coverage and clarifying platform-based accountability- Coached and developed multidisciplinary teams, building strategic thinking, business autonomy, and execution skills through structured performance plans and talent development programs (including onboarding, mentoring, and leadership growth).Key areas of expertise: Sales Leadership & Team Development Strategic Marketing & Commercial Planning Tender Management & Market Access Cross-functional Collaboration Go-to-Market Innovation New Product Launches (NPI) Stakeholder Engagement – Clinical & Non Clinical Surgical MedTech
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