Business Development Manager

Location: Coleraine

Contract Type: Permanent Full Time

Closing Date: 02 December 2022

Salary: Competitive

Business Development Manager

ABOUT THE ROLE

Reporting into the Armstrong Medical Limited (AML) Head of International Sales, the Business Development Manager will drive sales growth through partner profiling, establishing and maintaining excellent relationships with our partners, working with them to maintain an in-depth knowledge of their market, clinical practice and competition.

This role will include supporting the appointment of distribution partners in new markets and contributing extensively to the delivery of a Neonatal Product Plan.

This person will work with partners to identify key opinion leaders within the neonatal sector who will contribute with the commercial, marketing, clinical and product development functions of our business to strengthen the Neoflow brand in the global market and future-proof the product portfolio.

This role will also play a vital part in market testing of products and strategic product positioning, by assisting to design and road test product positioning and feeding back market and product intelligence to Head of Marketing. 

The Business Development Manager will also play an important commercial role in the NPI (New Product Introduction) process.

KEY ACTIVITIES

The Business Development Manager is expected to research and develop new markets in a professional and ethical way using best practice to achieve the annual goals of developing sales and growth in line with company expectations. The role will strengthen the revenue-generating team whilst allowing the existing team to focus on delivering more from current revenue streams.

As a result of this role, we will gain improved market intelligence and insights for the segment, aiding the agility we need to evolve the product portfolio and remain relevant and at forefront of the Neonatal respiratory market, as we seek to support caregivers with innovative products and aspire to become a brand leader in this niche field.

The Business Development Manager will work closely with the Territory Managers to achieve sales and support the development of Account Executives through training and mentoring as agreed.   They will also gather and report market intelligence and feedback from the market to Head of Marketing and the NPI Team to assist with product positioning and product strategy.  The Business Development Manager will fulfil other commercial activities as directed by the Head of International Sales to facilitate the ongoing development and growth of the business.

Business Development and Support of Account Managers

  • International travel to investigate new market opportunities
  • Achieve targets and business objectives to grow business as set by the Head of International
  • Maintain and develop business with existing customers
  • Identify and develop new accounts and adapt as market changes
  • Always provide a professional interface between the customer and the company using best practice
  • Contact and visit involved stakeholders, Clinical, Nursing and Procurement and other healthcare professionals on a regular basis to promote the AML range of product
  • Ensure company admin is kept accurate and up to date
  • Visit key distributors to promote new products and develop strong inter-company relationships
  • Maintain company confidentiality
  • To analyse data to ensure sound understanding of local market and interpreting these to create a business plan for growth
  • As requested by the Head of International, provide product & sales training, mentoring and support to Account Managers within the sales team

Wider Internal Team Working

  • Assist with the collection and interpretation of market feedback on products and products strategy
  • Collection, collation and interpretation of market insights, competitor activity and performance to facilitate product strategies and marketing campaigns by Marketing function
  • Liaise with the other Sales Team members to share and maximise business opportunities
  • Communicate with Sales Manager and marketing on issues relating to competitor/market activity
  • Provide the Head of Domestic & Commercial Sales / Domestic Sales Manager with general and administrative reports
  • Accurately maintain customer records
  • Attendance and participation at Sales meetings and National Exhibitions when necessary
  • Communicate and engage effectively with Training & Education Team, Clinical Advisor, Medical Equipment Support and Customer Service Team, all of whom you will support in their efforts in engaging with our customers as post-sale support and aftersales service
  • Engage and Recruit KOLs for Product Evaluations
  • Identify New Product Opportunities and Changes in Clinical Practice

Other

  • To adhere to the company’s Equal Opportunities policy and Dignity at work policy in all activities and to actively promote equality of opportunity wherever possible
  • To be responsible for your own health and safety and that of your colleagues, in accordance with the company’s’ Health and Safety policy
  • To adhere to the company’s Quality policy and Environmental policy
  • To undertake other duties as may be reasonably required

KEY SKILLS

Essential

  • Educated to life science degree level or similar relevant experience
  • Second Language
  • Substantial experience of high-level commercial activity in a respiratory / anaesthesia role
  • Proven success in sales and sales management role in respiratory care
  • Proven success in distributor management
  • Working knowledge of Excel, PowerPoint, Word and ability to learn new IT based analysis tools
  • Full clean driver’s license
  • Must live a commutable distance from Armstrong Medical with willingness to travel as agreed to facilitate essential aspects of the role
  • High levels of drive, enthusiasm and passion for sales

Desirable

  • Knowledge of International Critical Care, Perioperative, Neonatal and Respiratory market
  • Experience in Procurement
  • Experience in both Acute and CCG

KEY WORKING RELATIONSHIPS

Internal

  • Reporting to AML Head International Sales
  • Collaborating with AML Commercial teams
  • Collaborating with wider Group commercial teams

External

  • Distributors
  • Respiratory clinicians in both public and private roles
  • Other relevant Healthcare Professionals, all stakeholders involved in use of and purchase of our devices
  • Managers who have influence on business decisions for product use
  • Key opinion leaders, who have a positive impact to the business

ADDITIONAL INFORMATION

  • Travel Requirements as necessary with occasional overnight stays

COMPETENCIES

Entrepreneurial Instinct – Identifies new, sometimes radical, business and development opportunities and drives them forward with enthusiasm and energy.  Influences direction and outcomes and copes with an element of risk

Problem solving – Generates and promotes solutions.  Sees clearly which is the best way forward.  Able to make decisions and commitments within appropriate time frame.

Commercial Orientation – Ensures appropriate data is used to evaluate risks.  Looks at the wider implications and is likely to try to assess the long-term impact.  Influences others and intervenes to get appropriate results

Strategic Awareness – Maintains a strong awareness of long-term goals and plans, keeping the future eventualities and possibilities in mind.  Thinks in a global way and sees the bigger picture.  Is likely to make impact on future direction and outcomes

Resilience – Can work under pressure, remains calm, thinks clearly and manages emotion under pressure. Addresses issues without being aggressive or controlling and can easily bounce back from setbacks. Is open to feedback and doesn’t dwell on past events.

Networking – Feels relaxed about relating to people and soon forges and builds relationships.  Works well in an environment of mutual support and information sharing.  Is not afraid to direct people or ask for their help.

Analytical – Enjoys analysing qualitative data but also considers quantitative and seeks to identify and explore they key elements in information before making commitments.  Tends to like to use facts and figures when planning and reporting and is concerned about accuracy and detail

Planning and Organising – Thinks things through well in advance and maps out future activities, taking the key stages and requirements into account.  Likes to monitor to ensure that things are implemented and delivered effectively

Interpersonal / Influencing – Deals with other in a convincing way that leads to gaining agreement without relying on hierarchy and shows sensitivity to working relationships.  Doesn’t give up easily in the face of opinions that differ from their own.  Influences others to reach conclusions and gain agreements.

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