Regional Business Manager (South)

IVF Hartmann Holding AG

United Kingdom

On-site

GBP 60,000 - 90,000

Full time

5 days ago

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Job summary

Hartmann UK is seeking a Regional Business Manager (South of England) to lead a field-based sales team, driving growth of the Wound Care portfolio and building strong partnerships with NHS providers and healthcare professionals.

You will develop and execute regional business plans, monitor KPIs, coach staff, and ensure regulatory and ethical compliance while using Salesforce for performance analytics. Travel up to 60% may be required.

Qualifications

Bachelor's degree in science or business is preferred.
3+ years in regional sales/leadership in medical devices or healthcare.
Strong leadership, coaching and communication skills.

Responsibilities

Lead and motivate a regional sales team to achieve annual targets.
Develop and implement strategic regional business plans.
Ensure compliance with UK industry guidelines and company policy.
Collaborate with Healthcare Partnership Managers to grow market share.

Skills

People management

Strategic planning

Sales leadership

CRM

Education

Bachelor's degree in science or business

Tools

Salesforce

CRM software

Job description

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At HARTMANN, we’re all in to help , care , protect and grow . We support healthcare professionals, that they can focus on what really matters: to positively impact people´s life. We realize solutions that make a difference. And with your commitment you can grow on your job every day. At HARTMANN we believe in the difference you can make.

Join our team as

Regional Business Manager (South of England)

Applicants must be able to demonstrate their right to work in the UK

Position Overview

The Wound Care Division of HARTMANN is among the fastest growing Wound Care businesses within the UK. This success is a result of our high performing team and our high quality, clinically effective products, delivered with innovation and value to our partners in healthcare.

We continually aim to work in partnership with Healthcare Professionals and services by providing Solution led products, to meet the clinical needs of patient centred care. Our solutions support our partners to run an efficient and cost-effective, patient focused service.

In summary you will deliver the organisations growth targets by setting out and implementing strategically aligned regional business plans to leverage HARTMANN products through market share growth, advocate development and utilising market access solution to deliver partnership projects. Key performance indicators orientate around effectively managing performance, motivation and development of a successful team of Territory Sales Managers workingcollaboratively with Healthcare Partnership Managers and Clinical Partnership Managers.

Duties & Responsibilities

Management of the Region

Create an inspirational vision to which the team can aspire to deliver results within the HARTMANN Business Plan and corporate goals and objectives
Recruit, retain and develop a team of talented people
Lead the development of strategic and tactical plans across the region, aligning resources and activities to achieve annual sales targets and long-term business goals.
Ensure that all product/company promotion complies with HARTMANN Compliance, UK and industry compliance guidelines – SDMA, ABHI & MedTech
Develop and maintain an expert level of product, clinical and therapeutic area knowledge to support effective coaching, customer engagement and commercial decision-making across the region.
Partner effectively with Healthcare Partnership Managers to identify, develop, and implement strategic account plans, integrated customer solutions, and service-based opportunities that support regional and national business objectives.
Responsible for effectively managing the Wound Care regional business function to ensure best practices are followed, costs are controlled, the region maximises revenue generation and contribution to the division’s operating profit
Develop effective communication, reporting and feedback systems to line manager and in line with Marketing requirements
Work effectively with peers and cross functionally in the wider Wound Care team to drive the overall success of the UK WC business
To ensure the right calibre of staff are recruited in accordance with company policy
To lead, motivate, communicate, develop, appraise and performance manage staff to ensure they are fully motivated to achieve best performance in order to meet the Company’s needs
Conduct regular business reviews with team members, evaluating territory business plans, sales performance, KPI achievement and customer engagement. Utilise Salesforce and other business intelligence tools to analyse performance data, monitor progress against objectives, identify opportunities and address performance gaps. Develop and implement action plans that drive continuous improvement, maximise commercial effectiveness and ensure delivery of regional sales.
To ensure there are regular field visits (minimum average 6 field visits per calendar month) to the Wound Care Regional Sales Team in order to coach, develop and ensure that they are planning effectively, working to agreed priorities, and achieving pre-determined standards of performance in accordance with company objectives, policy, sales targets and the business plans
To have creative input into the creation of motivating performance orientated incentives, ultimately aimed at enforcing business goals, KPIs and sales targets
Lead the development of a high-performing regional team through effective coaching in consultative selling, territory planning and key account management. Champion the implementation of the 7 Steps Selling Model and Salesforce CRM with target account coverage, ensuring best practice adoption, data quality and continuous improvement in sales execution and customer outcomes.
To ensure the division operates in accordance with Company policies and procedures
Develop talented individuals for future positions and recognise high performance
Plan and deliver regular team business meetings
Help to develop quality sales incentive schemes

Customer Development & Market Access (circa 30%)

Commercial responsibility for developing existing and new HARTMANN brands through value generating evaluations by engaging in local NHS protocols for specific target customers
Working with the National Healthcare Partnership Manager to utilise current NHS objectives to build a regional market access plan to capitalise access opportunities to establish better relationships and leverage HARTMANN brands in the range of agreed target accounts and with target customers
To develop and deliver local business and market access plan for selected customers
To work closely with theClinical Partnership Manager in the development of advocates and clinical networks across the area
To work closely with Territory Sales Manager to ensure resource is effectively deployed to capitalise short term market share growth and to ensure local evaluations are accelerated through support
To identify revenue generating opportunities using HARTMANN’s prioritised value propositions
Develop and manage key strategic account management relationships with key decision makers in provider units
Identify opportunities for HARTMANN sales and marketing teams to work with customers on therapy area management initiatives
Oversee the selection, implementation and operational use of current business tools to provide market intelligence to gain commercial advantage for HARTMANN
To work in close conjunction with all HARTMANN departments to develop the local business plan. To maintain an up to date opportunity management plan for each formulary and to ensure formulary tracker is up to date
Ensure data privacy is in line with GDPR regulations including appropriate collection, storage and transmission of any customer data

Administration

To ensure team compliance with SalesForce.com and KPI activity requirement
To develop processes and procedures for good territory management
Create and deliver monthly and quarterly regional updates and reporting standards
Monthly team and personal expenses
Manage financial budgets including authorisation of promotional and team expenses
Monitoring Team Territory plans
Team Field reports following field visits
Compliance with industry promotional standards
Comply and promote good Health and Safety practice within the team
Ensure compliance with all company policy and procedures
Responsible for team compliance, paperwork and administration duties and the team’s customer interaction, ensuring a positive company image and responsible ethics and principles in line with SDMA guidelines
Work closely with Marketing team to help develop and implement promotional campaigns
Work closely with the wider Sales Management and commercial teams to ensure consistency

Other Duties

To carry out any other duties commensurate to the post as required by your Line Manager or Senior Manager
The role requires additional project and ‘Lead’ responsibilities as part of the wider first line business management team
Variations to the role profile may be required from time to time and when this arises there will be a discussion with the post holder
To manage the supply chain process with all accounts

Person Specification

Qualification:

Bachelor's degree in science or business (preferred)

Experience:

Sales management (of personnel) experience within Medical Devices as a current Regional Sales, Business development or Commercial lead. (3+ Years)

Experience of working as a Field Trainer/Coach
Experience of Market access engagement within career
Experience of effective advocate development and management
Evidence of personal and career development and progression

Evidenced Skills & Attributes:

High personal accountability and integrity
Courage to drive through change in a professional manner
Natural Curiosity & a hands on approach
Passion to “make a difference” to health
Excellent customer focus and service skills
Ability to develop and inspire sales teams through effective performance management
Demonstrate a ‘can do’ attitude
High level of commercial awareness
Excellent analytical and decision-making skills
Exceptional problem solver
High level organisational skills
Ability to create and implement detailed tactical and strategic plans
Able to work away from home- up to 60% of the time when required
Holds a full valid driving licence
Demonstrable IT skills in Microsoft 360 applications such as Word, Excel and PowerPoint
Demonstrable IT skills in CRM and aligning to sales outputs

ABPI Qualification