Business Development Manager (Hospitals) - Munster

Our client is a leading supplier of Healthcare & Eyecare products across Ireland, UK and globally. They are currently seeking a Business Development Manager to join their Irish Sales team. This role would work primarily in the Secondary Care setting with their Eyecare & Healthcare brands (probiotics & vitamins) in the Munster region. From time to time you may have occasional calls to other Health care professionals.

The Business Development Manager will build relationships with our clients targeted HCP’s, within specialist hospital departments e.g. Ophthalmologists, gastroenterology, urology, neurology, maternity & paediatric.

This role will involve working with the HCP’s in your territory to gain endorsement and recommendations of our clients products.

An understanding of Eyecare products, nutrition and probiotics is a distinct advantage for this role.

Role/Responsibilities:

Delivery of Business & Marketing Objectives

• Responsible for the delivery of pre-set objectives on sales, activity and other metrics defined by our client.

• 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 our client.
• To develop and maintain good selling skills using the company adopted model, and to use these skills to maximise usage of our clients promoted products.
• To use promotional materials in an appropriate fashion to support the selling messages for our client as set out in marketing plans.
• To represent our client 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.

• Work effectively with the Sales Manager, the Sales Team & Marketing Team to maximise business potential.
• 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 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 our clients 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 of our clients 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.

• 3rd level qualification in healthcare/science (preferably)

• A proven track record in sales ideally with experience in a Hospital setting.
• Understanding of Eyecare, nutrition and probiotics a distinct advantage.
• Understanding of sales data – skills to interpret sales trends, handle collection, collation and use of data to assist in account and territory analysis/planning
• Competent PC Skills (Microsoft Excel, Word, PowerPoint) and using Business Software e.g. CRM system, expense claims, HR System.
• Ability to work autonomously, and be capable of independently generating, prioritising and handling own work.
• Has a passion for selling and a strong desire to succeed (Proven sales success track record).
• Is self-motivated with the drive to achieve territory targets.
• Is committed to professional self-development and positively adopts a continuous learning approach and applies learning’s proactively.