Business Development Manager - London, South East England

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com
At Convatec, we’re transforming our business for the better. Better products. Better ways of working. And better ways of delivering for our customers and each other. We’re aiming for nothing short of excellence. Join us on our journey to #ForeverCaring as a Business Development Manager you’ll do the same.

The Role:

Reporting directly to the National Associate Director of Sales and working within the Continence Care Business Unit as part of a multi-disciplinary field sales team.  The main accountability of this role will be the promotion and profitable sales of the ConvaTec Continence Portfolio and its supporting services under Amcare™ (Dispensing Appliance Contractor). The BDM role will engage and sell to all customers along the Sales funnel from those engaged with Formulary submissions through to GPs and urology nurses in the community.

Territory: From Surrey to Kent

Key Duties and Responsibilities:

• Create compelling and clear solution focused value propositions through engagement with key NHS customers across both the primary & secondary care sectors

• Creates, develops, and effectively communicates the market access strategy at both a local and regional level

• Collaboration with regional Convatec Continence nurse to support educational requirements in priority accounts and break down any barriers to prescribing

• HCP and procurement will be communicated through face to face appointments, virtual appointments, meetings and exhibition events

• Grow Convatec market share through establishing new & building upon existing relationships with key decision makers in the secondary care sector and promoting Convatec products & services

• Understand how Convatec product range differentiates us from our competitors and proactively communicate this with key decision makers with the intent of formulary inclusion

• Have an in-depth understanding of NHS policies and strategies  and how they influence the continence market (intermittent catheters) in your locality

• Regional lead on market analysis, including health economics to influence NHS thinking and drive commitment to working in partnership

• Have a strong understanding of the intermittent catheter patient pathway & key customer pain points to identify how Convatec and Amcare™ products and services can add value

• Create and continuously develop in depth account plans and present the execution of these to Sales management on a regular basis

• Time will be spent across the whole health economy, with aim of securing brand use in the hospitals within patient intermittent catheter patient pathway but ensuring the business is pulled through in the community by working with primary care practices and community teams

• Is accountable for and takes full ownership of assigned territory - treats as their own business

• Always thinking outside of the box for new ways to work in partnership with key accounts and customers to offer a solution focus proposition that benefits both parties whilst always considering how the partnership will enable us to reach our aim to grow ConvaTec market share and achieve AOP

• To fully understand and comply with all aspects of company policy and associated professional standards

• To use effectively all the sales tools, reporting systems and CRM to meet company standards expected

• To maintain a high level of clinical and technical knowledge of promoted products and services as well as NHS environment

• Support marketing by feeding back customer comments on products and services as well as new product developments and service enhancements

This is an ever-changing role and your focus may change to suit the needs of both the company and the market, therefore we require an adaptable, tenacious and forward thinking Business Development Manager who is not afraid to question the norm and thrives on sharing best practice to achieve shared goals.

About You:

• Minimum of 3 years sales and key account experience preferably in continence space or related Healthcare or MedTech field

• Experience of using electronic sales platforms such as showpad

• Understanding of the dynamics of the UKI healthcare market and the key issues facing medical device manufacturers with preferable insight in urology market or similar

• Demonstration and understanding of sales models, market access and building cases for formulary submissions or tenders

• Delivery of operational account plans with clear ROI targets for target accounts

• Sound numerical analytical skills to build insight and sales strategies

• Demonstrating ability to get products on formularies

• Demonstrating an understanding of Pharmacoeconomics

• Excellent at developing and delivering business presentations

• Evidence of HCP KOL management and development

• Evidence of strong KPI tracking on key leading and lagging sales KPIs

• Persuasive communicator with gravitas that understands how to effectively balance various points of view, influence others, and find common ground that drives meaningful results

• Ability to build credibility quickly, tailor behaviors and sustain them within the organisation

• Excellent communication skills (both oral and written), with the ability to communicate across multiple functions and levels, including UK senior leadership

• Familiarity with website content management systems, eMarketing and sales CRM systems.

Working Requirements:

In the field 5 days per week, 90% customer facing. Travel - on occasion as business needs require minimal overnight stays will be required.

Our transformation will change your career. For good. You’ll be pushed to think bigger and aim for excellence. Your ideas will be heard, and you’ll be supported to bring them to life. There’ll be challenges. But, stretch yourself and embrace the opportunities, and you could make your biggest impact yet. This is stepping outside of your comfort zone. This is work that’ll move you.
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Equal opportunities

Convatec provides equal employment opportunities for all current employees and applicants for employment. This policy means that no one will be discriminated against because of race, religion, creed, color, national origin, nationality, citizenship, ancestry, sex, age, marital status, physical or mental disability, affectional or sexual orientation, gender identity, military or veteran status, genetic predisposing characteristics or any other basis prohibited by law.

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