Business Development Manager

Position Summary

The Business Development Manager is a senior sales role which has full responsibility for sales activities within a specified geographic area (Hertfordshire, Leicestershire and up through to Yorkshire) which includes the attainment of key financial objectives. Reporting to the Senior Commercial & Contracts Manager (UK), this position partners with multiple support function leads in the Company to drive the total value proposition of STERIS IMS solutions. Focusing on Customer needs the Business Development Manager builds strategic sales initiatives to drive value for our existing and new Customers.

Job Purpose

•    Grow revenue and profit by developing and securing new and repeat business across the region.  The principal role is for the Hospital Sterilisation Services (IMS REPROCESSING) business but in future the role may also include other health related services and products.
•    Responsible for proactively developing current markets and contracts and identifying, developing and securing new business opportunities.
•    The main focus of the role will be across the United Kingdom and the Republic of Ireland region, but the post holder will also be required to provide support to colleagues internationally.
•    Support the Senior Commercial & Contracts Manager (UK) in all Business Development related activities

Duties

1.    Achieve annual goals established by the Senior Commercial & Contracts Manager (UK)
2.    Working with the Senior Commercial & Contracts Manager (UK)to drive the development of national sales strategies.
3.    Attends national trade shows, conferences, event functions as necessary.
4.    Assists with planning and presentation of regional, divisional and national business meetings.
5.    Support the Operational Regional Managers to develop sales pipelines via their IMS decontamination facilities
6.    Creation and delivery of written or presentational material, attending bid presentations as appropriate

7.    Significant in-market presence travelling regularly with team to:
a)    help close on larger, material opportunities
b)    develop strategic Customer relationships
c)    build employee engagement and retention.

Duties Continued

•    Identifying opportunities to further extend existing customer contracts with the development of new products or services.  Support operational colleagues to implement these requirements;
•    Assisting with negotiating and implementing pricing mechanisms and other changes to improve the financial performance of existing accounts;
•    Working closely and cooperatively with colleagues to ensure on-going delivery of service excellence and use this to deliver required outcomes in terms of repeat business, new revenue streams and maximising returns.

Marketing
•    Support the design, development and implementation of marketing and PR campaigns to promote the brand, technical and market leadership and to influence behaviours and encourage future outsourcing opportunities;
Analytical
•    Develop econometric models to support the development of strategies and decision making across the business unit;
•    Support the Finance department and other teams with the development of product and customer profitability and using this analysis to refine and improve commercials;
•    Develop and refine data models to evaluate the effectiveness of units, teams and individuals to drive operational and commercial efficiency without compromising quality

The Person

Characteristics and experience, which the ideal candidate should demonstrate, will include:
•    Strong track record of business development, commercial experience, operational management, relationship management, account development and retaining contracts within a demanding / complex environment.  Ideally with a background in the Healthcare Industry.
•    Highly analytical, numerical and financially astute, able to support tender processes as well as Customer negotiations.
•    Demonstrable experience of building and sustaining commercial client relationships;
•    Excellent leadership and influencing skills; able to inspire and motivate teams as well as build strong relationships with Customers and colleagues across the wider group.
•    First class presentation and interpersonal skills; able to act as an Ambassador for STERIS IMS externally;
•    Ability to contribute positively, influence and persuade at Board level;
•    Able to participate in projects and activities within the wider business;
•    Intellectually and professionally rigorous, balanced with a hands-on, down to earth approach;
•    High levels of energy and commitment to getting the job done and going the extra mile;
•    Values and outcomes orientated with high levels of integrity;
•    Robust and tenacious personality with the ability to inspire confidence, energy and credibility.