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Sales Director - UK Commercial
We are looking for a commercially driven Sales Director to lead and grow the UK commercial function within a specialist PCR and molecular diagnostics organisation.
This position will focus on driving revenue growth, increasing market penetration and expanding the adoption of PCR-based diagnostic solutions across NHS hospitals, pathology networks, private laboratories, reference laboratories and other clinical diagnostic environments.
A major focus of the role will be developing the company's installed base while increasing recurring assay, reagent and consumable revenue, making previous experience within PCR, molecular diagnostics, infectious disease testing or clinical laboratory sales particularly valuable.
The successful candidate will combine strong commercial leadership with the technical credibility required to engage laboratory directors, consultant microbiologists, biomedical scientists, procurement teams and other senior clinical stakeholders.
Key Responsibilities
- Lead the commercial strategy and revenue growth across the UK market.
- Take ownership of annual sales targets, pipeline development, forecasting and commercial performance.
- Drive the adoption of PCR and molecular diagnostic solutions across NHS hospitals, private laboratories, pathology networks and reference laboratories.
- Develop new business while expanding revenue across existing strategic accounts.
- Increase instrument placements and build sustainable recurring assay, reagent and consumable revenue.
- Identify opportunities to expand testing menus and utilisation across the existing installed base.
- Develop and execute strategic commercial plans focused on market penetration, account acquisition and long-term customer development.
- Build and maintain relationships with key stakeholders including:
- Laboratory Directors
- Consultant Microbiologists
- Biomedical Scientists
- Molecular Laboratory Managers
- Pathologists
- Clinics and Hospitals
- Lead complex commercial negotiations, tenders and multi-year agreements.
- Lead, coach and develop the UK commercial sales team.
- Establish clear commercial KPIs, territory objectives and account-development strategies.
- Conduct regular pipeline, forecasting and opportunity reviews.
- Support sales professionals through complex and high-value commercial opportunities.
- Build relationships with key opinion leaders and influential laboratory stakeholders across molecular diagnostics.
- Maintain accurate CRM activity, sales forecasting and commercial reporting.
- Represent the organisation at relevant molecular diagnostics, microbiology and laboratory conferences.
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Experience & Requirements
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- 8+ years of successful commercial experience within molecular diagnostics, IVD, clinical diagnostics or a closely related market.
- Previous sales leadership experience with responsibility for managing and developing a commercial team.
- Demonstrable track record of meeting or exceeding significant revenue targets.
- Strong experience selling PCR, molecular diagnostic instrumentation, assays, reagents or consumables is highly desirable.
- Experience managing both capital equipment sales and recurring reagent or consumable revenue.
- Previous experience selling into NHS hospitals, pathology networks, clinical laboratories or private laboratory groups.
- Strong understanding of complex laboratory sales cycles and procurement processes.
- Experience managing strategic accounts and negotiating high-value commercial agreements.
- Knowledge of NHS tenders, reagent rental agreements, cost-per-test models or managed service contracts would be advantageous.
- Strong CRM, forecasting and pipeline-management experience.
- Ability to understand and clearly communicate complex scientific and technical information.
- Strong new-business-development mentality with experience opening new accounts and increasing market share.
- Excellent relationship-building, presentation, negotiation and commercial-management skills.
- Ability to collaborate effectively with scientific, technical, operational and marketing teams.
- Comfortable operating both strategically and hands-on within key customer accounts.
- Willingness to travel regularly across the UK.
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