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Techniques, Practice

Covering the following locations: Birmingham, Derby, Edinburgh, Glasgow, Liverpool, Leicester, Leeds, Manchester, Newcastle-upon-Tyne, Nottingham, Sheffield, York

PRODUCTS: Clinical Diagnostics - Microbiology Lab Automation
CLIENTS: NHS and Private hospital laboratories
TERRITORY: Midlands, Northern England and Scotland

Integrated Diagnostics Solutions business is a world leader in specimen management, microbiology & molecular diagnostics systems and Point of Care aswell as the companies specialist product range in laboratory automation for microbiology laboratories along with new Molecular diagnostic platforms which are typically utilized in NHS Pathology Service Core / Hub labs. These automation systems enable laboratories to improve both their operational efficiency and clinical performance.
The Lab Automation Consultant is responsible for sales of lab automation solutions into microbiology laboratories. This includes high value capital, maintenance and software elements through a variety of procurement channels, including OJEU tender and finance models including, capital, lease, reagent rental and managed services.
You will be responsible for driving sustained, profitable growth by executing the annual sales plan for Microbiology Lab Automation and developing an opportunity funnel with a 3-year horizon.
You will engage and influence senior NHS stakeholders in target organisations including Pathology Service Directors, Microbiology Leads, Transformation Directors, Finance Directors and Trust board members
You will take a leading role within a matrix sales & support team which includes territory sales managers, application specialists, project managers, product managers. You will consult with the customer to develop an optimal solution that is matched to their needs. You will forge strong internal relationships both within the UK team and with the European Laboratory automation team. You will adhere to and follow the sales process for Laboratory Automation, utilizing relevant company tools and resources to progress opportunities through to successful implementation.
Other elements of the role include:
Drafting and executing a sales plan and annual budget
Identifying and developing new business in close cooperation with Lab Automation Consultant, Marketing, Regional Sales management & Account Managers
Expand the automation portfolio at existing lab automation accounts through additional equipment or new developments
Perform Day in Your Lab (DIYL) and/or analyse data collected using the Opportunity Qualification Tool (OQT) to configure the lab automation platform and identify potential to improve efficiency and quality
Consult the customer on the optimal solution based on their needs emphasizing the importance of the change management when implementing the lab automation solution
Develop the Business Cases in close cooperation with the potential client
Draft quotation proposals and negotiate agreement
Participation at exhibitions, seminars and visits to reference laboratories
Coordinate projects using s lab automation selling process tool
Respond to tenders
Use CRM system and the companies defined sales process and tools.
From time to time you will participate at exhibitions, seminars and visits to reference laboratories.
Attend internal company meetings within the UK and EU as required.

The Ideal Candidate
Experience in high value capital equipment sales into UK NHS organisations
3 years field sales experience
Experience within Pathology, Diagnostics, Microbiology or Molecular fields is an advantage
Preferably with a Degree in a scientific discipline
Utilises a consultative and strategic value-add selling approach
Strong communication skills and experience with senior level negotiations
Excellent interpersonal skills with the ability to influence others at all levels
Excellent business development skills and proven experience working in a matrix structure to drive solutions
Good understanding of the NHS & Pathology services in the UK and Ireland
You will be a results-orientated and able to work both independently and within a team environment
High personal accountability & integrity
Self-motivated - demonstrates personal drive and ambition, fostering innovation, focusing on delivery to our customers

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* Salary Guide
North UK
Job Ref: 65390

Nick Walker

Scientific Recruiter +44 1494 818 059

James Higgins

Scientific Resourcer +44 1494 818 009

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