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

Exciting opportunity to join a world-class manufacturer of specialist IVD equipment and clinical diagnostic tests as the Technical Business Manager for the UK operation. Join a growing company with a pipeline of innovative electrophoresis and haemostasis product portfolios. Lead, manage and grow the UK market and become a loyal and dependable member of the management team.

This role is field based and would suit somebody with experience in the in-vitro diagnostics industry. This position is suitable for professionals in the north or midlands of England with experience of remote working and management.

Position Summary
Direct responsibility for achieving sales and installed base management goals for electrophoresis and haemostasis products across the UK. Responsible for promoting, managing and growing the UK business with P&L accountability.

Responsible for developing and implementing sales strategy and plans as well as ensuring customer satisfaction via clinical and technical support staff. Provide market intelligence and sales reports/forecasts.

This is a unique self-starter position with full control and accountability of all UK accounts, potential business leads and customer relations. With multi-departmental support, you will be tasked with managing and growing the UK business orchestrating a highly professional sales and support function to both current and potential customers.

Essential Skills / Attributes / Duties

Be a self-starter with an entrepreneurial outlook persistently trying to make constant progress and improvements.

Be able to hold a technical conversation with a customer and be able to sell features, discuss data, debate concepts, troubleshoot issues, negotiate pricing, outline plans; win trust and confidence from all types of customers.

Survey the UK market and draw up a strategic action plan with short, medium and long-term objectives and plans.

Build a sales pipeline with a schedule of activities for securing Helena's key accounts and developing new business.

Be organised ensuring files, contracts, customer profiles, contact details etc are constantly up to date - ensuring visibility of weekly activities to managers and support staff.

File a monthly report to the Managing Director to include a rolling P&L, forecast, sales pipeline, plus any important changes, activities and plans.

Key Accountabilities:
Customer Focus: Ensuring that the internal or external customer's perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities, crafting and implementing service practices that meet customers' and own organization's needs; promoting and operationalizing customer service as a value.

Decision Making: Identifying and understanding problems and opportunities by gathering, analysing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.

Uses market data and company know-how (i.e. CRM) to help segment the market and define appropriate sales targets and strategies.

Manages and controls the cost of sales, reviewing margins, P&L and expenses - identifying ways to improve bottom line.

Prepares forecasts and other monthly reports as required by the MD.
Negotiates with key accounts in the area and promotes company products and services.
Responsible for management of relationships with primary contractors in relation to managed equipment service models in collaboration with other managers.

Responsible for ensuring successful completion of tender documentation and submission.
Plans and coordinates trade shows and sales meetings for the area and provides coverage from the group at national shows.

Devise and execute product and scientific support events e.g. technical workshops and high level scientific meetings.

New product development and launch - liaise with UK and International sales teams to ensure products meet market requirements.

Identify and gain access to key opinion leaders (KOL) to support current marketing strategies and product development.

Liaise with Helena managers and key manufacturers to ensure products meet customer expectation and needs.

To support potential and existing customers with products and consumables, ensuring that they are correctly trained on the use of the products, regularly updated with information on changes / modifications or new product releases.

To provide support to end users experiencing technical difficulties and aid them in the formulation of new applications for existing product lines.

Create, maintain and update training aides to cover the core demonstration features of Helena products.

Responsibility for the completion of tenders i.e. specifically to take the responsibility of completing the technical specification and financial sections of the tenders.

Liaison with key market influencers including Centres of Excellence and the various UK External Quality Control Bodies. Liaison with the UK Medical Devices Agency regarding evaluation of competitor products.

Coordinate, rationalize and disseminate UK complaints. Create, coordinate and continually update a competitor information database. This database will contain information on equipment, reagents and methodologies.

Facilitate the access to Standard Operating Procedures and update / extend to new products where deemed necessary.
Monitor instrument performance in EQA schemes.

Review scientific journals for relevant papers / articles and industry magazines for pertinent topics and scour the UK NEQAS exercises for information regarding trends and for possible problems with the products and competitor analysers / reagents. All information should be appropriately distributed.

Be responsible for the successful resolution of problematic sites, sites which by the nature or duration of the reported problems are deemed to be very critical.

Performs other duties as the position requires and as directed by the MD.

Education and Experience
BSc in Science or Business or related field. A minimum of 5 years IVD business or related experience. Proficient computer skills, including Word, Excel, PowerPoint, SAP and other corporate tools.

Customer dynamics (their processes, value chain)
IVD market
Competitor dynamics
Company products, solutions and services in terms of impact on the customer's value
chain (Clinical, Economical, and Organisational).
Familiarity with Health Economics
Selling techniques
Applicable norms to tendering processes
Excellent grasp of profitability concepts and P&L influencers
Excellent communication and leadership skills
Empowers colleagues in the team long term focus and planning
Strategic mind set
Team working
Delivers results
Customer focus
Stakeholder Management (internal and external)
Relationship management
Negotiation capabilities
Flexibility and adaptability to a fast changing environment
Seizes accountability
Solid business and financial Acumen



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* Salary Guide
Contact Nick
Midlands/North
Job Ref: 67003

Nick Walker

Scientific Recruiter

nickw@zenopa.com 01494 818 059

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Tags

clinical diagnostics    ivd    hospitals    sales