Hartmann
Regional Business Manager (South)
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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 working collaboratively 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
People Management (circa 70%)
- 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
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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 the Clinical 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
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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
Team working
- 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
Essential
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
- Excellent communication & networking skills
- 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
Desirable:
- ABPI Qualification
- Sales Management experience at Regional Level (5 years+)
- Recent experience within the multichannel NHS market (community & Acute)
Closing date 30 September 2026
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