Ortho Clinical Diagnostics

UK Business Development Manager

GB
1 month ago(15/12/2017 5:53 PM)
ID
2017-4840
United Kingdom

The Company

Ortho Clinical Diagnostics (Ortho) is a global leader of in vitro diagnostics.  Ortho serves two primary industries in the medical field: clinical laboratories, by producing platforms and assays that test for a variety of diseases, conditions, and substances; and immunohematology, by providing the means to ensure blood transfusion recipients receive appropriate and compatible blood.

 

With a history of more than 75 years, Ortho is a pioneer in life-impacting advances in diagnostics. Worldwide across hospitals, hospital networks, blood banks and labs, Ortho’s high-quality products and services enable health care professionals to make better-informed treatment decisions. Headquartered in Raritan, NJ, Ortho Clinical Diagnostics has approximately 4,300 employees serving customers in more than 120 countries.

 

Ortho is recruiting and retaining the best and brightest around the world. People, who are performance driven, want to make a difference and who help Ortho grow their leadership position in a changing marketplace. The power to reimagine starts with empowered people, who are empowered to grow and given the chance to succeed in ways they hadn’t thought possible before.

 

Ortho’s purpose is simple: to improve and save lives with diagnostics. They do that by reimagining what’s possible. It’s what defines them. It’s the Ortho difference.

 

Ortho is an independent company, sponsored by The Carlyle Group, one of the world’s largest and most successful investment firms. The company's executive leadership team has extensive diagnostic experience and a strong heritage of driving market change and innovation. Ortho is a strong brand with solid positions in attractive, growing segments and regions.

The Career Potential

Ortho Clinical Diagnostics is committed to improving and saving lives with diagnostics. To do this we hire people who share this dream and are ready for new adventures. As a valued team member, you will carve your own career path and be part of building this company stronger and better than ever before. There is no limit to the experiences, opportunities and new directions you will have access to here at Ortho Clinical Diagnostics. More importantly, you will be driving the surge of a whole new direction in important medicine. That’s something we can all take pride in as we take this journey together.

 

Ortho is known in the industry as a leader in customer service and support.  Deeply understanding and exceeding the needs of our clinical lab, hospital and blood bank customers is what we do.  It’s who we are.  If you join Ortho, no matter what your role, you will be expected to keep that Customer Excellence focus in your work.

The Opportunity

 

 As the company continues to grow, we are seeking a UK Business Development Manager.

The Responsibilities

 

  • Lead Ortho Clinical Diagnostics Clinical Laboratories strategic goals and sales effort to grow market share on the territory primarily through the acquisition of new NHS laboratory diagnostics business, normally via participation in pan-pathology managed service tenders.
  • Establish and maintain strong relationships with current key and senior level customers at and above lab level as well as KOLs to understand future customers’ needs and create a retention plan to secure existing business.
  • Identify key senior level decision makers and KOL within each Trust or Network and create a clearly defined business development strategy to secure new business at each account.
  • Responsibility to lead Clinical Laboratory sales strategy at each site, present and promote Ortho solutions to key prospects. Create and coordinate strategic and tactical action plans to maximise business opportunities and achieve agreed sales goals in line with company objectives.
  • Identify and create product champions and partners who can support Ortho and over time develop a network of advocates to utilize as references
  • Maintains a deep understanding of the marketplace trends and gain knowledge of competitors actions, anticipate market changes and proactively shares insights with the Country Director and Sales team to aid annual Business planning and future strategy.
  • Coordinate and manage customer site visits and demonstrations of Ortho solutions within the UK and abroad
  • Manage pre-tender meetings and on site activity to effectively influence and promote Ortho as the preferred partner of choice, identify added value needs which fit with Ortho offering and coordinate commercial activities to engage appropriate resources on site as required.
  • Facilitate basic lab-work flow analysis and assessment. Understand and be able to talk the language so as to be able to work with valumetrix experts and to be able to relay and present results and recommendations to the customer.
  • Engage with GPO and procurement Hubs to understand future opportunity and ensure Ortho is well placed in any future tender activities
  • Coordinates and participates in promotional events, trade shows / conventions to strengthen Ortho’s customer loyalty and further engage prospects.
  • Responsible for timely and accurate completion of the Salesforce CRM tool. Use Salesforce to create prospect pipeline and track activity. Review prospect pipeline regularly to the Business Unit Director and Sales Manager at Business Review Meetings.
  • Actively participates in cross-functional/regional strategic initiatives and teams as appropriate (i.e. new product launch).
  • Ensure sales activities in compliance with local and company regulation policies and procedures. 

The Individual

EDUCATION and/or EXPERIENCE

  • University Degree and/or MBA/Master’s degree desirable.
  • Minimum of 5-Years sales experience with proven history of success in the Clinical Laboratories Diagnostics industry in the fields of Clinical Chemistry and Immunoassay. Experience in Automation and lab lean design / workflow, would be considered advantageous.
  • >3 years’ experience in a Key Account or Business Development role within a culture of personal accountability. Sales Management experience would be advantageous.
  • Proficient at analysing sales / commercial data and identify key trends or drivers of change.
  • Solid understanding of trends in the diagnostic market and factors that influence the market place.

 

COMPETENCIES

  • Consultative selling –develop and sell total solutions by helping define customers’ unmet needs. Use strategic questioning and active listening to define customers’ strategic priorities and needs. Helps others understand how to appeal, sell, and negotiate with a broad range of stakeholder groups in customer organizations.
  • Financial acumen - understands general financial concepts and the financial drivers for hospitals and labs. Articulates the critical financial implications of customer / prospects purchasing decisions to a variety of stakeholders. Encourages and coaches others to create tailored financial solutions for customers.
  • Territory management – Coordinate team activities around new sales opportunities. Reviews and provides constructive input on business plans to maximize value
  • Skilled at creating and sustaining new business relationships, engaging with multiple stakeholders across the customer’s organisation and influencing Senior Management.
  • Willing to challenge conventional thinking and bring new ideas to the table
  • Product, market and competitive intelligence - serves as resource for questions about products, services and solutions. Proactively forecasts market, industry, technology and competitive trends. Identifies and maintains a deep understanding of competitors offering.
  • Influential leadership – Influences and leads others without direct authority. Leads high-profile cross-functional teams to achieve breakthrough results. Builds and motivates teams to effectively advocate positions with conviction and persistence. Leads and coaches others on how to proactively adjust influencing styles to different personalities and style.
  • Persuasive communication – Focuses on the most critical messages and expresses views with conviction. Fully engages others by asking incisive and thoughtful questions. Coaches others and serves as a resource to help tailor the communication approach based on the audience.
  • Change management and innovation – Effectively manages change by focusing on people, communicating priorities, adopting innovative best practices and making quality decision Serves as a role model by demonstrating innovation and flexibility. Rewards and recognizes creative approaches to solving business problems.
  • #LI-IZ1

Equal Opportunity

At Ortho Clinical Diagnostics, we are proud of the empowering, inclusive and innovative culture we are growing. Our team is passionate about our work, and brings deep knowledge, industry experience and diverse thinking that drive results, making Ortho a place to grow your career. 

 

Ortho Clinical Diagnostics is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or any other characteristic protected by law.

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