Commercial Manager

Company Description

Odstock Medical Ltd (OML) is the UK's leading provider of Functional Electrical Stimulation (FES) devices, FES treatment and FES training. Established in 2006, OML is a subsidiary of Salisbury NHS Foundation Trust located in Salisbury, dedicated to advancing FES research, development, and clinical service. FES is a technique that uses electrical current to stimulate nerves and move paralysed muscles, commonly used to correct drop foot, resulting in safer walking, increased confidence, reduced pain and fatigue.

Role Purpose

The Commercial Manager is responsible for leading the commercial activities across the organisation, driving profitable returns through effective management of revenue generating activity, pricing strategies, risk mitigation, cost control and stakeholder engagement. Working across all departments, the Commercial Manager ensures commercial terms align with company objectives and regulatory requirements. This role requires a strong understanding of procurement principles, market access, and reimbursement processes within the medical device industry.

Duties and Responsibilities

Commercial Strategy & Execution

·       Develop and implement commercial strategies aligned with the company objectives, Vision and Mission.

·       Analyse competitor activity and NHS procurement to shape commercial direction.

Commercial Development:

·       UK customer development.

·       Leadership of Field-based Specialist Physiotherapist team.

·       Customer activity planning & management.

·       Lead initiatives to enhance market access, reimbursement, and pricing optimization.

·       International customer management and development.

Contract Management:

·       Lead on analysis, negotiation, submission and execution of customer tenders and contracts.

·       Ensure compliance with contractual obligations, legal standards, KPIs and internal policies.

·       Management of supporting infrastructure required to maintain ongoing commercial relationship with NHS and international customers.

Pricing:

·       Lead and implement Product and Clinical price reviews.

Risk & Financial Management:

·       Develop and track commercial & cash flow performance to budget in collaboration with Finance.

·       Develop and maintain commercial activity margin analysis.

·       Identify and mitigate commercial and contractual risks.

Stakeholder Management:

·       Work closely with Field Physiotherapists, Marketing, Regulatory, Legal, Operations and NPD teams to align commercial activities.

·       Build and maintain relationships with customers.

Reporting & Analysis:

·       Prepare commercial reports for senior management, highlighting performance, risks, and opportunities.

Team Leadership

·       Lead and develop commercial team.

·       Promote increased cross-functional commercial awareness and training.

·       Advocate a high-performance culture and professional development.

Qualifications, Skills & Experience

Essential:

• Proven leadership experience in a broad commercial management role.
• Excellent negotiation, analytical, and communication skills.
• Experience working in a cross-functional environment with both internal and external stakeholders.
• Strong financial and analytical skills, including pricing analysis, P&L management, and forecasting.

Desirable:

• Commercial or contract management experience in the UK healthcare or medical device industry.
• Knowledge of digital health, device connectivity and value-based procurement models.
• Experience in public sector procurement or regulated industries.
• Experience of international commercial management.
• Qualification in business, finance, life sciences, or related field.