Commercial Manager

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Commercial Lead for Institutional channel. Managing a team of Product Advisors and Account Managers to retain current business and develop growth opportunities in NHS trusts, both within primary and secondary care. Engagement with senior stakeholders within the NHS trusts.

Reports to: Sales Director - UK & Ireland

Key Responsibilities:

- Set Direction & Line Manage Product Advisors to ensure territory delivers business plan
- Work with NHS SC HDS Team to build strong mutually beneficial working relationships that support business growth plans.
- Engage with NHS Trusts in both primary and secondary care including STPs to gain profitable new contracts
- Build Brand Awareness & Acceptance
- Work within UK Commercial Team to develop Commercial Thinking & Activities.
- Create Compelling Business Cases That Persuade Customers To Switch To Attends.
- Prepare Tender Documents
- Manage protocol trials including financial investment, required to gain new contracts, leading assigned Product Advisers to implement evaluation process.
- Lead implementation program strategy vs. new hospital "roll outs" as leader of multi- functional team.
- Manage planned initiatives to target timings, utilising both internal/external skills & expertise.
- Manage customers utilising the multi-functional business team to ensure agreed standards of customer service are maintained, to ensure effective internal communication and appropriate customer management.
- Identify target customers and agree sales strategies with Sales Director, to deliver growth in line with overall UK business plan
- Lead and develop Product Advisors to deliver the best distribution/pricing package to meet independent/group customer needs
- Manage wholesalers to achieve target volume, NOS targets, promotion & distribution goals, through Product Advisors
- Manage and maintain ISO tenders and contract documents for the ISO audit and ensure procedures are followed
- Forecasting volume gain and losses
- Coach and develop team members and IDPs
- Product complaints management and launch of new products in conjunction with UK Product lead
- Specific Projects as Required
- Part of the UK Leadership team

Demonstrated experience working with procurement and clinical lead key stakeholders across primary and secondary care, settings to include HDS, Hospitals and Care homes.

Healthcare background ideal but not essential. Qualified nurse or similar desired but not essential.

- Proven sales track record
- Proven customer mapping & account penetration: determine who buying influences & use company sales principles to influence them.
- Strong understanding of the NHS market place
- Proven capability to manage B2B relationships
- Solid experience of working in a tender driven market
- Proven Leadership skills in leading a multi-functional team
- Capability to work at Director level in NHS Organisations
- Financial Awareness and Budget Management -understanding, cost vs. price, return on investment (ROI)
- Ability to work within a multifunctional team - Marketing/Finance/Sales/Product
- Build relationships, both internally within the organisation and externally with customers, suppliers and consumers.

Competencies for Success:

- Priority setting: deliver on time projects and initiatives.
- Problem solving: recommending and implementing change
- Independent Thinker: Recognising key issues and dealing with them using sound judgement and accountability
- Self-starter
- Focused on end game
- Tactical agility and ability
- Communication skills: both verbally and written
- Resilient and calm under pressure.
- Flexible approach to the working day in line with the needs of the business
- Organised with a sense of humour.
- Travel will be necessary across the UK and Ireland with the occasional overnight stays needed

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* Salary Guide
Competitive Package
West Yorkshire
Job Ref: 61498

Tara O'Brien

Sales Director +44 1494 818 029

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