Business Development Manager

4 weeks ago

Deeside, Flintshire, United Kingdom ConvaTec Full time

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC).

At Convatec, we’re transforming our business for the better. Better products. Better ways of working. And better ways of delivering for our customers and each other. We’re aiming for nothing short of excellence. Join us on our journey to #ForeverCaring as an Business Development Manager you’ll do the same.

About the Role:

Reporting directly to the Associate Director of Sales and working within the Continence Care Business Unit as part of a multi-disciplinary field sales team. The main accountability of this role will be the promotion and profitable sales of the Convatec Continence Portfolio and its supporting services under Amcare™ (Dispensing Appliance Contractor). The B&CDM role will engage and sell to all customers along the Sales funnel. In addition, the role will account manage some national contracts, wholesalers and DACs supporting the Ass Director of Sales.

Territory: East Midlands

Key Responsibilities:

• Create compelling and clear solutions focused value propositions through engagement with key NHS customers across both the primary & secondary care sectors

• Creates, develops, and effectively communicates the market access strategy at both a local and regional level and with some National Accounts as guided

• HCP and procurement will be communicated through face to face appointments, virtual appointments, meetings and exhibition events

• Grow ConvaTec market share through establishing new & building upon existing relationships with key decision makers in the secondary care sector and promoting ConvaTec products & services

• Understand how ConvaTec product range differentiates us from our competitors and proactively communicate this with key decision makers

• Have an in-depth understanding of NHS long term plan and how that influences the continence market (intermittent catheters) in your locality

• Regional lead on market analysis, including health economics to influence NHS thinking and drive commitment to working in partnership

• Have a strong understanding of the intermittent catheter patient pathway & key customer pain points to identify how Convatec and Amcare™ products and services can add value

• Create and continuously develop in depth account plans and present the execution of these to Sales management on a regular basis

• Time will be spent across the whole health economy, with aim of securing brand use in the hospitals within patient intermittent catheter patient pathway but ensuring the business is pulled through in the community by working with primary care practices and community teams

• Is accountable for and takes full ownership of assigned territory - treats as their own business

• Always thinking outside of the box for new ways to work in partnership with key accounts and customers to offer a solution focus proposition that benefits both parties whilst always considering how the partnership will enable us to reach our aim to grow Convatec market share and achieve AOP

• To fully understand and comply with all aspects of company policy and associated professional standards

• To use effectively all the sales tools, reporting systems and CRM to meet company standards expected

• To maintain a high level of clinical and technical knowledge of promoted products and services as well as NHS environment

• Support marketing by feeding back customer comments on products and services as well as new product developments and service enhancements

This is an ever-changing role and your focus may change to suit the needs of both the company and the market, therefore we require an adaptable, tenacious and forward thinking Business Development Manager who is not afraid to question the norm and thrives on sharing best practice to achieve shared goals.

About You:

• Minimum of 3 years sales and key account experience preferably in continence space or related Healthcare or MedTech field

• Experience of using electronic sales platforms such as showpad.

• Understanding of the dynamics of the UKI healthcare market and the key issues facing medical device manufacturers with preferable insight in urology market or similar

• Demonstration and understanding of sales models, market access and building cases for formulary submissions or tenders

• Delivery of operational account plans with clear ROI targets for target accounts

• Sound numerical analytical skills to build insight and sales strategies

• Evidence of develop access initiatives with customers

• Demonstrating ability to get products on formularies

• Demonstrating an understanding of Pharmacoeconomics

• Excellent at developing and delivering business presentations

• Highly motivated, energetic individual with a positive disposition

• Evidence of HCP KOL management and development

• Evidence of strong KPI tracking on key leading and lagging sales KPIs

• Balance various points of view, influence others, and find common ground that drives meaningful results

• Excellent communication skills (both oral and written), with the ability to communicate across multiple functions and levels, including UK senior leadership.

• Ability to multi-task and prioritize workload and delegate to others.

• Familiarity with website content management systems, eMarketing and sales CRM systems.

Travel Requirements:

• Yes – on occasion as business needs require minimal overnight stays will be required.

• Travel required as per territory (West Midlands).

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