Planet Pharma
Business Development Manager
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Business Development Manager – Capital
Location: UK - Midlands
Department: Sales
Market: NHS & Healthcare
Role Type: Permanent
About the Role
We are seeking an experienced Business Development Manager – Capital to join a UK sales team, taking responsibility for the growth and development of a portfolio of high-value capital equipment across the healthcare market.
The role will focus primarily on Acute NHS Trusts, alongside non-acute and private healthcare customers. You will be responsible for identifying and converting new business opportunities, managing the full capital sales cycle and supporting customers through implementation, training and ongoing adoption.
This is an exciting opportunity for a commercially driven sales professional who understands the NHS environment and is confident engaging with stakeholders across clinical, procurement, finance and facilities teams.
Key Responsibilities
- Develop and execute territory and account business plans to achieve regional sales targets.
- Identify, develop and convert new capital equipment sales opportunities across the portfolio.
- Build and maintain a strong sales pipeline and proactively identify new leads.
- Deliver compelling product demonstrations, trials and evaluations in partnership with clinical and technical teams.
- Develop commercial proposals and support customers in building internal business cases for capital investment.
- Engage confidently with NHS procurement, finance, facilities and clinical stakeholders to communicate value beyond price.
- Lead the implementation of newly sold equipment, including logistics, technical training and end-user engagement.
- Build long-term customer relationships and identify opportunities for cross-selling capital-related consumables.
- Provide ongoing customer training and proactively identify additional training requirements.
- Work closely with technical teams to identify equipment support, upgrade and repair requirements.
- Support customers with the development of SOPs and promote best practice across the market.
- Maintain accurate and up-to-date customer and opportunity information within Salesforce CRM.
- Work collaboratively with Sales, Clinical, Technical, Marketing, Finance and Customer Service teams.
- Attend customer events, conferences, Trust study days and quarterly business reviews.
- Gather customer and competitor intelligence to support future commercial and product strategies.
- Develop customer case studies and identify opportunities to showcase successful product applications.
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About You
We are looking for a confident and commercially focused sales professional with a proven track record of selling high-value capital equipment into the NHS or healthcare sector.
You will ideally have:
- Demonstrable year-on-year sales success, preferably within capital equipment.
- Experience selling into NHS Trusts or healthcare providers.
- A strong understanding of the NHS and how capital purchasing decisions are made at local, regional and national levels.
- Experience engaging with multiple NHS stakeholders, including clinical, procurement, finance and facilities teams.
- A proven ability to manage long and complex sales cycles and successfully close high-value deals.
- Ideally, experience within infection prevention and control (IPC), decontamination or healthcare equipment.
- Knowledge of HPV, UV, air purification or patient isolation products would be highly advantageous.
- Strong presentation and product demonstration skills.
- Excellent negotiation and commercial skills.
- A confident and natural networking style.
- Excellent communication and stakeholder management abilities.
- Strong commercial awareness and a results-driven approach.
- Resilience and the ability to solve problems effectively under pressure.
- Good IT skills, including experience using Microsoft Office and CRM systems.
- A science or technology degree is preferred, although equivalent relevant experience will also be considered.
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What You'll Be Responsible For
You will have ownership of the capital sales activity within your assigned territory and will be accountable for delivering agreed sales targets.
Success in the role will come from combining commercial sales expertise with strong technical understanding and customer relationships, ensuring capital equipment is successfully sold, implemented, adopted and embedded within customer sites.
You'll work as part of a highly collaborative team, partnering with Sales, Clinical, Technical and Marketing colleagues to deliver the best possible outcomes for customers.
The Opportunity
This is a key commercial role with the opportunity to take ownership of a significant healthcare territory, build relationships with senior NHS stakeholders and play a central role in the growth of a specialist capital equipment portfolio.
If you have a successful track record in NHS capital sales and enjoy combining technical selling, relationship management and business development, we'd be keen to hear from you.
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