Open Medical
Business Development Manager
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Business Development Manager - UK
At Open Medical, our mission is to deliver smarter, faster care. We are the digital health experts behind Pathpoint, the award-winning platform synchronising clinical workflows and transforming patient outcomes globally.
We are seeking a commercially driven Business Development Manager to lead growth across our existing client base. Unlike traditional outbound sales roles that focus on cold lead generation from scratch, this role is dedicated to maximizing value within established NHS relationships. You will focus on driving the end-to-end contract renewal process, identifying upsell and cross-sell opportunities across trusts, and expanding Pathpoint's footprint into new clinical departments, acting as the bridge between Open Medical’s clients and product team.
Our Environment
Our team is full-time in-office, as we believe this is how we collaborate, problem-solve, and develop ourselves best. Based at our HQ in Ealing Broadway, West London, we are a small, fast-moving team of around 35 and growing! This means you will have real ownership, visible impact, and a central role in client satisfaction, protecting our recurring revenue while unlocking new opportunities for expansion, across the United Kingdom.
The successful candidate for this role will be expected to be on UK client sites on average 2 - 3 times per week, and in our HQ the rest of the time, feeding back client insights and keeping up to date with our latest product developments.
Role & Responsibilities
Account Expansion & Upselling / Cross-Selling
- Identify and qualify organic expansion opportunities within active UK accounts and clinical networks.
- Consult with clinical and operational teams to develop tailored value propositions and business cases for expanding Pathpoint usage.
- Organise and deliver high-impact presentations, including service data performance, and product demonstrations, to a variety of client stakeholders.
- Cross-sell additional Pathpoint modules, clinical pathways, and regional network features into established accounts.
Contract Renewal & Retention Management
- Own the full commercial lifecycle for assigned enterprise accounts, protecting Annual Recurring Revenue (ARR) and preventing churn, across a variety of procurement frameworks.
- Map out multi-year accounts, maintain precise tracking of contract end dates, and initiate proactive engagement strategies.
- Lead end-to-end commercial contract renewal negotiations and prepare commercial proposals for NHS trusts and private clients.
- Lead the management and retention of a portfolio of existing clients, ensuring service commitments and client expectations are consistently met.
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Client Ambassadorship
- Spend an average of 2–3 days per week on site with clinical stakeholders to ensure they extract maximum value from deployed solutions.
- Build strong, lasting relationships with clinical leaders, digital transformation leads, and executive decision-makers.
- Monitor portfolio performance, identify trends, and provide insights that support retention and growth objectives, ensuring "at-risk" accounts are identified early and mitigation plans are proactively implemented.
Commercial & Operational Excellence
- Maintain an airtight HubSpot CRM pipeline, ensuring accurate data, logged client interactions, and reliable revenue forecasting.
- Execute structured commercial strategies in coordination with the broader revenue and digital solutions teams.
- Act as the bridge between the frontline and our Product teams to keep our innovation smarter and faster, translating clinical user feedback into clear, objective feature requests, and collaborating regularly with Product Managers to align our roadmap with UK market demands.
Who You Are & What You Bring
Skills & Competencies
- Growth Mindset: A proactive commercial professional who thrives on growing existing accounts, as part of a land and expand strategy.
- Consultative Seller: Proven ability to build business cases, articulate ROI, aligning client pain points with our range of solutions.
- Stakeholder Management: Exceptional interpersonal skills with the ability to navigate complex NHS environments and act as a collaborator and advisor.
- Relationship Builder: Exceptional relationship-building skills; you aren't just a point of contact, you are a trusted strategic advisor to your clients.
- Self-Starter: Adaptable and capable of prioritising workloads independently in a fast-paced environment.
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Qualifications & Experience
- Experience: 5+ years of proven success in B2B SaaS business development, account management, or commercial growth within the healthcare or health-tech sector.
- Domain Knowledge: Deep understanding of the NHS and wider UK landscape, clinical workflows, and digital health transformation processes.
- Procurement Expertise: Solid understanding of NHS procurement frameworks, governance, and commercial renewal cycles.
- Commercial Acumen: Strong commercial negotiation skills, with experience managing commercial contracts, renewals, and upsell pipelines through HubSpot (or equivalent CRM).
- Logistics: Valid driving licence or access to a car, with full flexibility to travel to client sites across the region/UK 2–3 days per week on average.
What We Offer
- Salary: £50,000 – £57,000 dependent on experience.
- Commission: Uncapped OTE / Competitive sales commission scheme tied to expansion and renewal targets.
- Holiday: 33 days per annum (including public/bank holidays), increasing with tenure.
- Health & Wellbeing: Private Health Insurance provided by Vitality (includes gym discounts and wellness perks).
- Travel: Car allowance or mileage travel expense coverage.
- Financial & Perks: Salary sacrifice pension scheme, Cycle to Work scheme, and access to a CPD (Continued Professional Development) budget.
- Support: Enhanced parental leave, alongside paid sickness and compassionate leave.
Recruitment Process
- Application: CV submission and initial screening questions.
- Introductory Call: A brief 5-minute logistics check with the People Team.
- Values & Fit: A short video call covering motivation and cultural alignment.
- Hiring Manager Deep Dive: A 20-minute video interview discussing past commercial performance and consultative approaches.
- Final Round: An in-person interview at our London office featuring a presentation task.
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