Territory Manager - North West England
EMS Healthcare, United Kingdom
Job Description
Do you want a job where you can make a real difference to people’s lives?
EMS Healthcare are the UK’s largest mobile clinical research partner, and we have supported over 50 NHS Trusts, Health Boards and private providers in delivering mobile capacity across the healthcare landscape.
Working at EMS Healthcare is varied and rewarding, and every project we are part of has one thing in common, it’s about improving health outcomes for everyone.
From a partner in the delivery of the GRAIL NHS-Galleri trial - the world’s largest trial of a blood test that can detect more than 50 types of cancer - to providing clinical teams with additional capacity whenever and wherever they need it. We work alongside a wide spectrum of healthcare partners and our dedicated teams are committed to making a difference to people’s lives.
As part of our ambitious growth plans, EMS Healthcare are looking to appoint an experienced, high-energy Territory Manager. Reporting to the Divisional Director you’ll be responsible for driving and executing sales in NW England, N Wales and Ireland. Central to this new role is the identification of new business opportunities, evaluation of the market potential and ensuring utilisation of our assets.
The role involves a consultative sales approach to key personnel across a variety of departments in NHS Trusts within a defined territory. You will be selling our state-of-the-art medical spaces for a defined hire period based on the Trusts capacity requirements. The range of units we have for hire includes endoscopy procedure suites, renal dialysis units, ophthalmology outpatient clinics, infusion units and other clinical spaces that can be used for a number of modalities.
You will be part of a high calibre, achievement driven sales and delivery team, who share a strong belief in helping our customers to improve patient care and outcomes through the use of our mobile healthcare spaces.
You must have a proven track record of delivering exceptional results, both personally and as part of a team.
Requirements
Key Responsibilities:
- Manage the end to end sales development process from identifying leads right through to closing the opportunity and handing over to the project team
- Exceed amp; deliver against quarterly and yearly sales targets, by identifying, developing and closing pipeline opportunities
- Accurately forecast revenues for all opportunities
- Work with the Commercial Lead to identify Trusts that need additional clinical capacity based on RTT’s, Trust performance against the FDS and Trust KPI’s
- Develop and plan regional sales strategies in conjunction with the Divisional Director and the Commercial Lead utilising Salesforce to ensure maximum sales penetration
- Build knowledge of EMS’ products and services including key partnerships and competitors, developing a strong commercial awareness of our niche market to ensure we remain competitive
- Maximise utilisation of the current fleet and identify opportunities for underutilised assets
- Cold call within your geographical area to generate a robust pipeline of leads and opportunities with outbound sales activity being the main focus area of your role
- Work collaboratively with the sales and marketing teams to drive lead generation activity
- Research and identify key decision makers within the Trust, building relationships with a view to becoming a trusted advisor
- Prepare PowerPoint presentations and bespoke quotes based on customers’ needs and requirements
- Move opportunities through the sales pipeline
- Handle objections and working through differences to a positive conclusion.
- Use a variety of styles to persuade or negotiate appropriately
- Ensure that data is accurately entered and managed within Salesforce
- Ensure that the sales process, tasks, follow ups and activities are driven through Salesforce
- Feed into key account plans for all clients and support the delivery team with client discussions as required
- Submit weekly progress reports on all leads and opportunities
- Plan and lead client site survey and planning meetings
- Attend industry functions, such as association events and conferences
- Work with the technical team and internal colleagues to provide robust solutions
- Conduct all business-related activities in accordance with EMS’ policies and core values
Experience
- Minimum of 3 years’ experience in the sale of complex clinical solutions to the NHS
- Detailed knowledge and understanding of the NHS environment and structure
- Experience of implementing sales and business development techniques and strategies to develop and close opportunities
- Experience of preparing bespoke client quotes and supporting with tender documentation </