Empowering careers at ARJO
At Arjo, we know what moves us. We go above and beyond for people facing mobility challenges. We take every opportunity to work and grow as one team and take pride in sharing our knowledge and experience. Does that sound like something that moves you too?
This could be your opportunity to begin a challenging and rewarding career in a healthcare company that empowers movement for people with mobility challenges.
Position: Head of Commercial Solutions – Long Term Care
Location: Field based – covering South East UK
Job type: Full Time, Permanent
The impact you will have
The Head of Commercial Solutions will drive strategic direction and profitable sales opportunities of the Long Term Care market segment within the South East of the UK.
You will manage efficiency and effectiveness of the commercial and clinical teams to develop new opportunities across all Arjo product portfolios, ultimately delivering sustainable sales and market share growth. You will be innovative and experienced in genuine new business development, team working and effective delegation.
- Establish relationships within C/D suite, ICB & ICS leads. Build professional relationships with both current and prospective customers, through the promotion of the company’s existing and new products/solutions across all product portfolios via presentations, demonstrations and related general marketing activities etc.
- Provide Sales and Clinical Team leadership and direction for the designated market segment with the aim of achieving and exceeding sales targets and business growth.
- Identify key opportunities to provide customer solutions by engaging and working collaboratively with other relevant internal business partners such as Rentals, Service, SEM and Mobility Outcomes with the aim of differentiating Arjo from our competitors.
- Sharing competitor and market intelligence across the wider business.
- Utilise the resource within the geographical region such as Business Development Managers and Clinical Specialists to manage and develop sales opportunities, delegate effectively and take ownership and responsibility when required.
- Effectively manage ‘assigned’ National Accounts – working collaboratively with Commercial Leaders and technical and marketing specialists.
- Manage the purchasing process, including any allocated national purchase requests, working with other specialists within the company as required.
- Foster a collaborative team approach to deliver excellent customer service at every level.
- Build and maintain close business working relationships with the Sales Support Team in particular the Customer Solutions Executive in order to help support solution selling, new business opportunities and lead generation and maintaining current customer relationships.
- Create and implement annual business plans with the input of the marketing, sales and clinical teams with the aim of achieving targets and managing budgets for your respective
- Sell products, services and solutions to customers to achieve and exceed targets
- Work with the Head of Commercial Solutions to identify new business opportunities within the specific geographical region following the company strategy and more localized regional sales strategies
- Utilize key Arjo market differentiators to provide additional value to customers, such as identifying areas where clinical audits such as ‘Insights’ will strengthen the Arjo proposition alongside more traditional group sales activities.
- Work with Clinical Specialists to support trials, evaluations and Insights to drive sales growth region. Ensure the team prepares and effectively implements the territory plans in a timely manner.
- Implement the Arjo selling 8 process and utilise the planning and reporting tools effectively to ensure a consistent approach.
- Take ownership of all applicable tender submissions in the region and allocate appropriate resources to support the agreed business outcomes, working closely with the UK Tender Team and Rentals Team where appropriate.
- Provide mentoring, coaching and guidance to your team to simultaneously maximise service to the customers and help the personal development and career progression of the team. Focus on communication, knowledge, management and collaboration.
- Produce accurate weekly/monthly/quarterly forecasts and timely reports on progress against the UK’s business plan in accordance to required timescales.
- Adherence to Arjo Guiding Principles, Code of Conduct and policies and procedures including Health & Safety.
The skills you will need
It is essential to have a proven track record of commercial management success in a similar customer facing role, preferably within the Medical industry and delivering to C/D suite and ICB/ICS level.
It would be highly advantageous if you have worked with architects/construction companies on new build projects.
You will need to have demonstrable knowledge of the NHS, private hospitals, care home groups and individual care homes, as well as leisure, special schools etc. You will have experience working on tenders for large contracts through OJEU and NHSSC, as well as having the ability to influence, shape and scope tender specifications.
You will have managed sales teams, and have sound track record of sales achievements and result oriented methodologies within the sales force.
Due to this role being field based, you will need to hold a valid UK Driving Licence and be comfortable with overnight stays as and when they are required.
What we will offer in return
You will support our vision to be the most trusted partner in driving healthier outcomes for people facing mobility challenges. In return, we recognize and value our global employees. You will have our full support, training and opportunities for professional development, along with a car, a laptop and a mobile.
Why diversity matters to us
At Arjo, we believe in the power of diversity. We strongly encourage applicants from all parts of society, which means building a more diverse, equitable, inclusive and engaging environment – not only in the workplace, but also within the communities that we serve, work in and live in. We achieve this through a culture and mindset that values the uniqueness of all our people.
Closing date 17/04/2024
Please be aware that by applying for this role, you are giving Arjo permission to store your information.
About Arjo
At Arjo, we believe that empowering movement within healthcare environments is essential to quality care. Our products and solutions are designed to promote a safe and dignified experience through patient handling, medical beds, personal hygiene, disinfection, diagnostics, and the prevention of pressure injuries and venous thromboembolism. With over 6500 people worldwide and 65 years caring for patients and healthcare professionals, we are committed to driving healthier outcomes for people facing mobility challenges.
For more information about Arjo visit www.arjo.com
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