Field based role, reporting directly to the Regional Business Manager with regular travel throughout the Territory and occasional overnight stays. Occasional travel outside the Territory and mandatory attendance at National and Regional Business Meetings each year. These provide training and preparation for product and/or campaign launches. Overnight stays are involved during these events.

There is also the requirement of:

· Significant amounts of daily driving

· Frequent telephone and computer activity

· Flexible working approach required to meet the needs of the business.

· To promote, sell and ensure proper distribution of products from the companies product portfolio in both the Acute and Community.

· To reach sales targets for the Sales Territory using effective communication methods in a manner that ensures ethical commercial approach, as well as adherence to Corporate vision and guidelines.

· Customers will include TVNs, Procurement, Nursing Homes, Stoma Nurses, Incontinence Nurses, Practice Nurses, Pharmacists, District Nurses and a range of Key Opinion Leaders.

· Perform tasks within a matrix team in which they need to share information, ideas, and solutions for the overall benefit of the Regional and Company.

Main Duties and Responsibilities:

The Territory Manager is required to promote, sell, and ensure formulary compliance for products in the company range in both the acute and community for the defined Sales Territory to ensure Sales targets are achieved.

The Territory Manager is expected to reach sales targets for the Sales Territory using effective communication methods in a manner that ensures ethical commercial approach, as well as adherence to Corporate vision and guidelines. It is important to work closely with the Clinical Nurse Advisors and Business Development Managers within the team to enhance your sales success. Customers will include TVNs, Continence, Stoma nurses as well as Procurement, Medicines Management, Nursing Homes, Lymphoedema Specialists, District and Practice Nurses, Pharmacists and Nursing homes. You will also identify and assist in developing Key opinion leaders from within your area.

· Participation with the Regional Business Manager, Clinical Nurse Advisor and Business Development Manager in the development and implementation of local business plans with the aim of achieving high compliance with new Formulary Awards and driving market share growth in order to achieve sales targets.

· Close working with the Business Development Manager & Clinical Nurse Advisor within the Region to ensure all hospital and community Formularies are secured and fully compliant.

· Achievement of annual sales and market share targets for the company focus brand, to be delivered within the agreed budgets with the Regional Business Manager.

· Achievement of agreed activity KPIs and objectives.

· To have a comprehensive understanding and knowledge of the Company products, policies, and objectives.

Key Accountabilities:

· To provide customers with company sales, education, and service information regarding the products through effective presentation and listening skills.

· To form a permanent link between the Company and its customers through identification of success factors and possible problem areas.

· To develop the image and profile of the Company to our customers through knowledge of the Sales, Marketing & Clinical strategy and use of Corporate selling tools.

· To manage and develop the individual Sales territory through analysis of available sales and marketing data.

· To organise and manage customer meetings, study days and exhibitions within the territory.

· To participate in Regional and National Sales Meetings and share experiences to improve overall efficiency, sharing best practice.

· To develop personal skills by ensuring that product and Clinical knowledge is up to date and by identifying areas where further training might be needed.

· Demonstrate effective use of company Salesforce CRM system in accordance with agreed KPIs and objectives.

· Plan work schedules, weekly and monthly timetables to maximize business.

· Nurture excellent working relationships with our customers through selling innovative customer solutions. Procurement, Medicines Management, Tissue Viability, Dermatology, Continence & Stoma are all call points.

· Build strong relationships across various customer groups and identification of Industry Key Opinion Leaders and formulary influencers, key decision makers.

· Provide win – win solutions for both the customer and the company.

· Be aware of the latest trends in marketing and sales and can use them for the benefit of the company.

· Work within and adheres to company and industry compliance policy and standards of business conduct and ethics

Key Competencies:

Behavioural Skills – Be an effective communicator both verbally and non-verbally and possess/develop good problem-solving skills to assist customer and company development. Demonstrate good emotional intelligence and be adaptable to different business situation. Show a good work ethic in relation to general demeaner and attitude to the job role. Appearance should be well presented at all times.

In Call Experience – Establishes objectives and actions. Spends his/her time on the most important issues at hand. Puts trivial matters aside in order to focus on what’s most important. Able to quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks or distractions; remains focused. Always aware of performance objectives and the most actionable opportunities to achieve them. Adapts priorities to changing circumstances. Become proficient in the APPROACH selling technique.

Commercial Ability – Initiates and develops relationships with influential decision-makers at all levels. Capable of cultivating multiple points of contact within both internal Company and external customer environments. Communicates well and able to command others’ attention. Uses strategic thinking and supporting data effectively when attempting to make an argument or convince others. Can be counted on to achieve goals; is consistently a top performer. Results oriented; steadfastly pushes self and motivates others for results. Never satisfied with performance that falls below expectations and tries to mitigate failure points; demonstrates the ability to adapt behaviour to overcome obstacles needed to achieve expected results. Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties. Clarifies the current situation, identifies points of agreement/disagreement, keeps discussion issue oriented. develops others; and own ideas, builds support for preferred alternatives, facilitates agreement. Grasp the importance of using the sales data provided and demonstrate its use daily. Using this data, be able to present territory updates at the Quarterly reviews.

Clinical Ability – Must be able to understand the clinical theatre that the company operates within, in order to engage in credible conversations with senior NHS staff. Reviewing all the company data including Clinical papers and posters will be a requirement. MASD knowledge will need to be high as it is the focus area for the company at this time. A good level of skin condition aetiology should be gained as well as a good understanding of the NHS wound care structures both Nationally and within the territory.

Product Knowledge – A knowledge of Skin conditions and the types of company products used to treat them would be an advantage. It is expected that you will be a quick learner, using you background knowledge, to pick up the products application in the healthcare setting quickly. Comprehension of the treatment area for the customer and targeting the appropriate product to meet that need is critical.

Team Working – Developing and using collaborative relationships including leveraging intercompany relationships with Business Development Managers and Clinical Nurse Advisors. He/she should seek opportunities, clarifies the current situation, develops others; and own ideas, places higher priority on team or organisation goals than on own goals, facilitates agreement, uses effective interpersonal skills, shares information

IT Skills – He/she should possess competent skills to use the Microsoft Office suite including MS TEAMS with the ability to learn new programs quickly

Salesforce CRM – Knowledge of CRM system is critical to the company knowledge base for information gathering and recording of activity. He/She should be comfortable in learning/using such CRM based systems.

Qualifications and Skills:

Essential:

Degree level or equivalent, ideally in business (or be able to demonstrate appropriate and applicable career-based experience)

Successful field medical sales background gained ideally within Wound Care

Experience of both primary and secondary care environments

Proven sales skills

Ability to analyse and interpret sales and market data

Good negotiation and influencing skills

Excellent interpersonal and communication skills

Ability to use other internal resources as appropriate – e.g.

Clinical Nurse Advisors or Business Development Managers

IT literacy

Planning & organisation

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The Clinical Nurse Advisor will provide best in class clinical training in order for our NHS partners to best treat their patients. The CNAs are tasked with supporting the Sales function with account growth through education, training and account development. This will include delivering clinical teaching, conducting audits, running evaluations and working closely with customers to identify areas of improvement and presenting the solutions back to the customers to better improve the position of the products and the company.

Roles and Responsibilities

• Develop and supporting education activities within the company by:
• Presenting and clinical detailing of products.
• Providing clinical training across acute and community sectors to support new formulary inclusions and account development.
• Assisting customers with the development of educational materials for their local areas.
• Providing education presentations to support local study days and conferences.
• Identifying and maximising opportunities and working in collaboration with the Business Development Manager and Territory Manager to achieve commercial success.
• Assisting with the development of new products and work with the marketing team to uncover opportunities in the market and improve upon current products available.
• Responsible for developing / writing clinical support papers and posters, writing up case studies.
• Conducting audits and supporting product evaluations with customers.

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The Regional Business Manager (RBMs) (Northern England and The South) will lead the region and directly manage the Clinical Nurse Advisors, Account Managers and Business Development Managers. The RBMs will plan, manage, and oversee regional sales/clinical activities for the skin care and wound care product range with the overall aim of achieving set commercial KPIs.

Role & Responsibilities:

· Leading and managing the day-to-day activities of the Business Development Manager, Account Managers and Clinical Nurse Advisors.

· Maintaining and developing the UK Sales and Clinical team by coaching, training, and supporting with personal development and HR activities.

· Contributing to the preparation of the annual sales plan and expense budget.

· Achieving monthly sales targets and performance in line with the agreed KPIs for the UK.

· Leading the regional team in maximising the market access opportunities across the brand portfolio and achieving high levels of market share.

· Supporting the Account Managers and Business Development Managers prepare Quarterly Business Plans (QBRs) and monthly account reports.

· Reviewing QBRs, Business Case Submissions and Salesforce activities with the UK Business Manager.

· Developing, training, and appraising all individuals in the regional team; ensuring high levels of competency and skillsets remain current.

· Managing and approving all annual leave and expenses.

· Supporting the UK Business Manager with strategy and planning and to communicate the Account Management strategy across the UK.

· Managing Salesforce from a Clinical and Sales perspective and generate all activity and opportunity reports in line with the UK Strategy.

· Supporting the UK Business Manager in preparing tender awards with existing customers and potential new customers.

· Uncovering new opportunities, support product development and explore new markets.

Core competencies:

· Strategic sales skills: Comprehensive understanding, and implementation, of strategic sales methodology and use of account targeting for formulary listings and range sell opportunities.

· Communication and presentation skills: Speak and write to a high standard, storytelling of products for various channels and present convincingly to both internal and external stakeholders. Experience with presenting at conferences and large events.

· Customer-focused: Build customer personas by understanding customer needs, behaviours and create amazing customer experiences.

· Technical expertise: Develop unique selling points of products for differentiation to create value for customers.

· CRM & marketing automation: Experience using Salesforce (CRMs) and Pardot.

· Research and analytical: Gain customer insights and market intel via focus groups, sales analysis and networking.

· Collaborative & Interpersonal skills: Works cross-functionally as an inclusive team player and be comfortable working as an individual contributor.

· Strong leader: Positive, patient, and decisive individual, who has great work ethics and always shows an example to their team.

Skills & experiences:

· Working knowledge of healthcare sector, NHS environment and medical education market segments within an assigned sales target.

· Deep understanding of therapy and product knowledge as well as the local health economics. An understanding of wound healing options is essential.

· Experience discussing health economics.

· Detailed knowledge of market and competitor information.

· Be aware of the latest trends in marketing and sales and can use them for the benefit of the company.

· Proficient in Microsoft Office applications including Word, Excel and PowerPoint.

· Category B License driver with a clean driving license.

The role is full time Monday-Friday, 40 hrs per week. This is a field-based role, and you will be required to attend the office in Wembley, London as and when needed.

The post Regional Business Manager appeared first on Aptum.

To assist the Director of Sales and Business Development to develop sales of the relevant portfolio of the companies products and services within the UK Market. To operate effectively at customer business manager level to understand and influence the ordering process. To negotiate with professional purchasing departments and contribute to the completion and delivery of tendered business. Developing and delivering detailed implementation, training and education plans, identifying key contacts, training requirements and frequency. Support relevant customers/clinicians to carry out clinical evaluations, writing up clinical evaluation data and/or required audits.

Key Responsibilities:

To promote the company activities within the UK marketplace.
To achieve on target sales of company products across all relevant NHS and private sector channels.
To promote the company products effectively to the target customers in order to raise products and company awareness.
To build and maintain a detailed record of the customer base including their existing supplier base, future opportunities, key contacts, and influencers. Provide customers with quotations and product information as required and ensure that all details are stored on company CRM system for use and reference by others.
Assist in the development and implementation of sales strategies to increase sales.
Deliver product knowledge training and education events incl clinical evaluations to customers as an influencing tool, develop and implement formal training to assist in gaining and maintaining business.
Maintain knowledge of competitor product, the key features and benefits and define sales arguments to position company products against these.
Identify product development and market gaps, collaboratively working with appropriate departments to enhance existing offering and identify new product developments.
Maintain an awareness of competitor activity and report activities which may impact on our sales or channels to market.
Work closely with marketing to develop and implement local marketing tools and strategies to assist in growing sales and market share and developing brand awareness and the positioning of the company.
Work closely with commercial management to ensure the identification, management and completion of all associated tenders linked to the purchase of company Products.
To assist with all new product launches, exhibitions, promotions, conferences, and all activities associated to them in the UK and additional appropriate markets.
Develop and maintain business relationships with all necessary procurement hubs e.g. NHSSC
It will be necessary from time to time to undertake these functions at unsociable hours to meet the shift patterns of the customer.

Qualities and Skills:

Previous experience of selling into Healthcare Market. Clinical background desirable.
Previous knowledge of account management principles and practice.
Excellent communication skills, self-motivation and a pro-active and resilient attitude are required.
Strong Business and Commercial Acumen.
Experience of developing and delivering training programmes to clinicians/customers.
Excellent data handling and analytical skills including spread sheets (Pivot tables, queries). A high degree of computer literacy (i.e. M/S Office) is essential.
A clean, current Driving License.

Special Conditions:

Requirement to work flexible hours when needed. The job may involve travel within the UK and overseas.

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