The role is covered in the following locations: Birmingham, Bath, Brighton, Bristol, Cambridge, Cardiff, Derby, Edinburgh, Glasgow, Guildford, Liverpool, Leicester, Leeds, Manchester, Newcastle-upon-Tyne, Nottingham, Oxford, Portsmouth, Reading, Sheffield, Swindon, Southampton, Tonbridge, London, York

Role Overview

Job Summary
Direct responsibility for achieving sales and installed base management goals for Werfen products
within assigned geographic territory or within the Haemostasis Business Unit. Responsible for
managing the P&L for Haemostasis Business Unit. Direct management responsibility for the
Marketing Manager, Area Account Managers, Application Specialist Manager and Sales Coordinator
within the Haemostasis Business Unit. He/she will be responsible for developing and implementing
sales strategy and plans as well as ensuring customer satisfaction via clinical and technical support
staff. He or she will provide market intelligence and sales forecasts for haemostasis in the UK.
Direct management responsibility of Business Unit expense budget and all assigned Werfen
equipment.

Key Accountabilities

- Recruits, hires and trains (or coordinates training for) for Area Account Managers, Marketing
Manager, Sales Coordinator and Application Specialists in the Business Unit.
- Provides coaching and mentoring to staff under his/her direction including visiting customers
where appropriate
- Provides guidance in the planning and organisation of the work of the direct employees as well
as monitors activities and productivity of Area Account Managers, Marketing Manager, Sales
Coordinator and Application Specialists
- Constantly makes sure his/her team is adequate to achieve company objectives and perform
assigned duties and responsibilities, both in terms of number and capabilities
- Uses market data and company know-how (i.e. CRM) to help segment the market and define
appropriate sales targets and strategies
- Implements sales plans, deploys field staff in order to optimize the maintenance of current
business and the growth among potential new customers
- Manages and controls the cost of sales within the BU, reviewing margins, P&L and expenses
identifying ways to improve bottom line
- Prepares forecasts and other monthly reports as required by Country Manager and/or
headquarters
- Negotiates with key accounts in the area and promotes company products and services
- Responsible for management and sales to key integrated delivery networks / Private labs
- Responsible for management of relationships with primary contractors in relation to managed
equipment service models
- Support the management of the companys quality process including the complaint system
- 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
-Performs other duties as the position requires and as directed by the Country General Manager
- Awareness of the Integrated Management System (covering Quality and Information Security)2 MANAGER | job description; July 27, 2021
Networking/Key relationships
- UK General Manager
- UK Financial Controller and HR Manager
- Collaborates with other BUMs to ensure a consistent approach is maintained in all
Werfen/customer relationships
- Liaises with other BUMs when responding to multidiscipline tenders
- Collaborates with Technical Services Manager to ensure complete customer
satisfaction
- Collaborates with back office departments to ensure complete customer satisfaction

Person Specification

Minimum Knowledge & Experience required for the position:
Degree or equivalent in Science or Business or related field. A minimum of 5 years business or
related experience with previous management responsibility. Proficient computer skills, including
Word, Excel, PowerPoint, SAP and other corporate tools.
- Customer dynamics (their processes, value chain\'85)
- IVD market
- Competitor dynamics
- Company products, solutions and services in terms of impact on the customers 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
Skills & Capabilities:
- Excellent communication and leadership skills
- Empowers colleagues in the team
- Long term focus and planning
- Strategic mindset
- Team working
- Delivers results
- Customer focus
- Stakeholder Management (internal and external)
- Relationship management
- Negotiation capabilities
- Flexibility and adaptability to a fast-changing environment
-Takes accountability for Business Unit
- Solid business and financial acumen
Travel requirements:
- As required within the UK to fulfil the role. Approximately 30-40% of time3 MANAGER | job description; July 27, 2021
People Manager Core Competencies:
Building Talent
Planning and supporting the development of individuals knowledge, skills, and abilities so
that they can fulfill current or future job responsibilities more effectively.
Customer Focus
Ensuring that the internal or external customers 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 organizations
needs; promoting and operationalizing customer service as a value.
Decision Making
Identifying and understanding problems and opportunities by gathering, analyzing, 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.
Driving for Results
Setting high goals for personal and group accomplishment; using measurement methods to
monitor progress toward goals; tenaciously working to meet or exceed goals while deriving
satisfaction from that achievement and continuous improvement.
Driving Innovation
Creating an environment (culture) that inspires people to generate novel solutions with
measurable value for existing and potential customers (internal or external); encouraging
experimentation with new ways to solve work problems and seize opportunities that result
in unique and differentiated solutions.
Emotional Intelligence Essentials
Establishing and sustaining trusting relationships by accurately perceiving and interpreting
own and others emotions and behavior; leveraging insights to effectively manage own
responses so that ones behavior matches ones values and delivers intended results.
People Manager Accountabilities:
Effectively carries out the expectations of Werfen People Managers as defined in Werfens
Role of the Manager program. Among others this includes maintaining regular, at minimum
once a month, and transparent communication with the team through effective use of
formal one-on-one meetings with direct reports and team meets. Managing performance
issues and conflict proactively; uses judgement in consulting with department leadership
and Human Resources. Responsibility for the teamcompliance in terms of training, and
fulfilment of their tasks and objectives as well as onboarding of new employees and
development of the existing

Package

Competitive base salary
Bonus
Company Car
Mobile, Laptop
Pension Scheme
PHI

20 Jan 2023

James Mawby

Science Recruiter

jamesm@zenopa.com +44 1494 818 017

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