Scope Eyecare & Healthcare is seeking a Business Development Manager (BDM) Secondary Care to join their team. This role involves representing Scope as a sales professional within a defined geographical area, delivering marketing and business objectives while maintaining effective relationships with customers and stakeholders.
Responsibilities:
- Responsible for the delivery of pre-set objectives on sales, activity and other metrics as defined by Scope
- To conduct sales calls with customers in specialised departments in hospitals and other health care institutions
- To conduct sales presentations to customers in a range of formats
- To focus all activities and promotional spend on target customers as defined by Scope
- To develop and maintain good selling skills using Infinity the company adopted model, and to use these skills to maximise usage of Scope promoted products
- To use promotional materials in an appropriate fashion to support the selling messages for Scope as set out in marketing plans
- To represent Scope in a professional manner at all times in line with the company standards
- To address day-to-day issues such as establishing the cost-effectiveness of a meeting without the need for guidance
- To liaise effectively with Scope colleagues to maximise commercial effectiveness
- To liaise effectively with relevant third-party stakeholders to maximise commercial effectiveness. This will involve joint action planning on a regular basis
- To proactively seek to share best practice with colleagues both in the same area team, and nationally if appropriate, and to implement best practice on own territory
- To liaise with all Scope employees in the same helpful and constructive manner as appropriate
- To take the lead on the above activities if working in partnership with colleagues as needed
- Production of a territory action plan on an annual basis whilst receiving some guidance and direction from line manager and colleagues
- To manage promotional budget effectively, and to maximise the return on investment by ensuring value for money
- To respond to requests from both customers, and Scope employees promptly
- To effectively plan activities in advance, and to supply field visit forms to the line manager
- To monitor promotional budget spend accurately, and to update the line manager at an agreed frequency
- To monitor performance versus objectives at all times, and to update the line manager at an agreed frequency
- To take the lead on the above activities when working with colleagues
- To manage own time effectively and manage deadlines as appropriate without the need for management support
- To conduct monthly analysis of sales and activity for the territory, including the interrogation of the CRM system to plan effectively
- Maintain and develop strong product and therapy area knowledge, for all Scope promoted products and competitors at all times as well as having a detailed understanding of the marketing strategy for those promoted products
- To have a good understanding of the account strategy to be adopted in each account
- To have an input in the account planning process, and to then tailor all account plans in line with the account strategy adopted for each account
- Takes personal responsibility for the development of a number of Key Opinion Leaders (KOLs)
- Maintain an in-depth knowledge of the developing HSE. This would include knowledge of the names and positions of all the key individuals, a detailed knowledge of the HSE and Hospitals environment
- To monitor the activities of competitors on territory and feedback on these to the line manager and marketing department on a regular basis
- To monitor changes in HSE structure, personnel & policy and to feedback on these to the line manager and head office as appropriate
- To proactively seek feedback from customers, colleagues and management on personal performance, and to act on development areas highlighted by their response
- To construct a personal development plan with significant guidance from line manager and to take personal accountability for implementing this plan
- To continuously seek to improve personal skills, knowledge and competencies in order to improve performance
- To take part in all company training activities, and to continuously strive to excel
- To take part in “shadow visits” to show new recruits how a role is performed
- To take part in Development Days which are designed to support you, enhance your skills and assist in your professional growth, aiming to improve performance and outcomes
- To proactively identify personal development needs or areas for improvement in performance and to approach the line manager for support
- Maintains the CRM System in a timely and accurate fashion and provide detailed information on account and customer activities and insights
- Understands and uses all Company systems and business processes effectively
- To maintain all company equipment in a good state at all times
- To complete all company administration in a timely and accurate fashion
Requirements:
- The jobholder will ideally have a 3rd level qualification
- The jobholder will be an experienced healthcare representative with at least 5 years relevant experience
- This individual will have delivered a consistently high performance in this period both in terms of objectives and competencies
- The jobholder will require a full driving licence
- The jobholder should ideally be an experienced and strong user of the Microsoft Office software packages
- A science degree would be preferred