Our client is an award-winning leader in infection prevention, clinical waste management, and surgical solutions to healthcare facilities across the globe. Due to their significant growth, they are looking for a Commercial Manager to be responsible for the delivery of national and international contracts, tenders and requests for proposals, including pricing.
Key responsibilities:
- Ensure contracts and pricing agreements are administered and renewed appropriately and good pricing governance is applied.
- Facilitate and own the price governance process for their specific sales channels, ensuring adherence to price governance principles, including appropriate approvals.
- Use internal and external data sources to provide the Leadership Team with business insights and track business development activity that can be fed into forecasts and S&OP. Look for opportunities for business development and / or risk mitigation based on data insights, for example flagging where ex-factory data and in market data (reseller) are mis aligned indicating sales losses or stock piling
- Ensure the most appropriate selling channel access and routes to market are in place for the product portfolio, including new product innovations.
- Lead a culture of value leadership to protect price and ASP where necessary.
- Leverage the breadth of the product portfolio to develop and deliver cross segment selling opportunities.
- Work cross functionally across the team to harness the capabilities of the entire organisation and align on decisions that impact all segments of the business.
- Build an in-depth understanding of, and long-term relationships with, customers in order to match appropriate value offerings and develop mutually beneficial solutions.
- Support the upskilling and training of internal teams to position commercial frameworks and protect and win new business by leveraging our commercial and value-based offerings.
- Be the expert in the market, understanding market trends and in particular, focus on changes in funding and service delivery, which may affect the implementation of company’s commercial strategies.
To be considered for this role, you must closely match the following criteria:
- Must have strong attention to detail and be able to analyse complex data to construct commercial value propositions for the customer and deliver sales and market share growth for the company
- Strategic thinker and ability to turn strategy into action.
- Medical sales experience with knowledge and experience of NHS buying processes such as tenders etc. and experience in dealing with buyers and procurement staff.
- Experience of developing and delivering impactful presentations to varied audiences.
- A business or relevant degree, or other business related educational qualification is desirable.
- Experience of negotiating for high value complex contracts.
- An understanding of profit and loss and factors that have an impact on performance.
- Strong communication and influencing skills.
- Comfortable having uncomfortable conversations for the right result.
- Demonstrable experience of positively driving successful outcomes from competitive commercial procurement exercises.
- Project Management skills.
- Selling skills.
- Strong business acumen and ability to anticipate customer demands and changing market environments.
- Teamwork orientated and strong collaborator.
- Ability to manage a complex environment including multiple projects.
