Role filled in April 2013 - Medical Devices Regional Business Manager Jobs

Covering the following locations: Brighton, Guildford, Portsmouth, Reading, Swindon, Southampton

Regional Business Manager

Territory: South Central

Products: Whole 3M product range

Clients: Theatre Managers, Senior Sisters, Surgeons, Procurement, Finance Managers and Supplies Managers.

This is a new position which has arisen due to growth of the business. This is a sales role- selling to senior levels in the NHS

Key Expectations
•Develop and build key relationships with key stakeholders/decision makers and other key opinion leaders / decision makers for their NHS Acute region (Trust, Hub/buying groups & Channel) in order to execute the business plan
•Builds and drives 3M Health Economic arguments and links offer to wider NHS efficiency programmes through leveraging use of data such as HES, QIPP & CQIN statistics
•Targets and influences to gain highest position on contract for our chosen product categories, with responsibility to lead the 3M acute message
•Places tangible value on 3M support behind price and positions to customer needs (Clinical Time, Training, E-learning)
•Offers leadership and partnership with cross divisional sales teams to bridge into Clinical/ Specialist contacts and needs as required
•Drives compliance plans to ensure contract wins give maximum return
•Takes an entrepreneurial approach to aid opportunities to sell cross division non-healthcare products in to acute sector

Key Competencies
•Ability to handle complex and multi-variable negotiations and to influence a negotiation to take focus away from ‘unit price’ as the key variable.
•Excellent networking, communication and influencing skills – able to adapt/transcend different customer styles/specialities (clinician/procurement/senior executive)
•Ability to navigate/transcend internal structure in order to get the outcome required while improving/growing relationships
•Proven track record of leading with energy, passion and urgency, and developing teaching and engaging colleagues
•Track record of successful sales and negotiation outcomes
•Data literate and numerate – comfortable talking/calculating price, gross margin and mix calculations
•Ability to lead a cross functional team of non-reports – i.e. marketing to manage margins, regional team to drive regional business plan outcomes and support division sales supervisors and account managers in driving pull through and specialist support
•NHS programme aware (CQIN, QIPP, IHW)


Preference for knowledge & experience of selling to the NHS Acute market with a good understanding of the recent evolving fragmentation

Key Capabilities
•Premier communicator
•Premier influencer
•Strong planning & deployment ability
•Proven negotiator
•Highly capable in understanding and working with numerical data

Personal Attributes
•Propensity to engage with others across internal and external organisations
•Flexible and adaptable
•Energy and commitment to achieve
•Confident in ability
•Solution oriented
•Preference to focus in what can be done

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* Gehalts Leitfaden
South Central
Job Ref: 46388

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field sales    customer relationship    advise    support    new business