Uniphar Group
National Sales Manager Surgical Innovations, GB
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National Sales Manager - Surgical Innovations GB
Reporting to:
Managing Director, M.E.D. Surgical
Scope of the Role:
The National Sales Manager (NSM) role is a business leadership position for the Division. The main purpose of the role is to lead the team to execute the short, medium and long-term growth objectives for the business.
The NSM is responsible for the development and execution of the business unit's strategy in addition to driving business expansion into new market segments.
A key senior leadership position, the NSM is responsible for individual and team engagement levels, an area of key focus within the Group. The NSM is responsible for ensuring that all goals and operational targets for the business unit are achieved to optimise performance, drive growth, and deliver on our objectives for customers and suppliers.
The NSM requires a proactive approach with strong business acumen and a strategic mindset.
This management role is a full-time position.
Principal Responsibilities
- Take ownership and accountability for the management of the business unit.
- Responsible for budgeting, forecasting, sales performance, team performance, and target setting.
- Develop and execute the business strategy and operational plans to achieve the short, medium and long-term objectives of the division.
- Manage supplier relationships and key supplier personnel to optimise performance and identify strategic growth opportunities, including supplier business reviews, training requirements and marketing initiatives.
- Drive business development and expansion into new market segments, targeting and securing new suppliers for representation within the GB marketplace.
- Manage financial investments in stock, assessing and monitoring return on investment.
- Build mutually beneficial relationships with key customer influencers and decision-makers across clinical and procurement functions.
- Act as the face of the business unit, maintaining strong visibility in the market with customers, suppliers and employees.
- Maintain a strong presence within key customer accounts, industry events and speciality meetings.
- Partner with Operations teams to ensure efficient and effective processes for suppliers and customers.
- Provide inspiring leadership to the business unit, creating an engaged and high-performing team through coaching, development and supportive management.
- Model company values and behaviours while fostering a high-performance culture across the sales team.
- Champion the company purpose by delivering exceptional outcomes for customers and suppliers.
- Develop a thorough understanding of product portfolios, value propositions, customer segments and market dynamics to identify new business opportunities.
- Monitor and enhance team effectiveness by measuring commercial performance through agreed KPI frameworks.
- Ensure accurate and timely sales forecasting and reporting to support financial planning and demand forecasting.
- Provide proactive, regular and comprehensive reporting to the Managing Director.
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Key Result Areas
- Achievement of sales targets (measured monthly, quarterly and annually).
- Team engagement levels (measured through annual surveys and quarterly assessments).
- Gross margin performance by portfolio (measured quarterly).
- Growth and development of Tier 2 and Tier 3 suppliers, including acquisition and onboarding of new suppliers (measured annually).
- National business development performance metrics (measured quarterly).
- Sales forecasting and demand planning accuracy (measured monthly).
- Customer engagement and market presence performance, measured by time allocated to frontline activities.
Location Requirements
- Significant travel throughout Great Britain, supporting the sales team and engaging with customers through direct sales activities.
- Occasional EMEA travel for supplier engagement, training and conferences.
- Attendance at meetings in Dublin and other locations as required.
Experience & Background
- Proven leadership experience managing high-performing teams through coaching, development and values-based leadership.
- Demonstrated success in sales leadership within the GB medical sector, particularly in areas such as Theatre, ICU, Technology and Medical Consumables.
- Established relationships with clinical and procurement stakeholders.
- Financial management experience would be advantageous.
- Strong knowledge of Sales and Marketing within the UK Medical Device market.
- Proven success in developing and implementing commercial and marketing strategies.
- Experience within medical distribution would be advantageous.
- Proven ability to grow sales across broad product portfolios.
- Significant supplier relationship management experience.
- Willingness to travel and work within an international business environment.
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Personal Attributes
- Strong presentation skills.
- Excellent written and verbal communication skills.
- Ability to communicate complex information clearly and effectively.
- Strong stakeholder management and influencing skills.
- Gravitas and credibility appropriate for a senior leadership role.
- Financially astute and comfortable interpreting and presenting data-driven reports.
- Technologically proficient, including use of Excel and other business tools.
- Strong commercial acumen with a proven track record of business development success.
Knowledge & Qualifications
- Minimum 5 years' experience within the medical device industry.
- Significant knowledge of Sales and Marketing within the UK Medical Device market.
- Degree-level education desirable.
- Graduate qualification or relevant clinical qualification.
- Strong financial literacy.
- Excellent leadership and organisational skills.
- Results-driven, decisive and commercially focused.
- Solution-oriented and competitive mindset.
- Proven ability to develop sales across large product portfolios.
- Extensive supplier relationship management experience.
- Willingness to work within a global team and travel as required.
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