Business Development Manager

4ways Healthcare is a leading UK-based teleradiology service provider. The business is fast growing, increasing sales at c.20% per year. We support NHS trusts and other private companies ensure they provide timely radiologist-led reporting for patients who have had CT, MR or plain film imaging.

4ways’ services are underpinned by industry-leading high-volume information exchanges to securely transmit data. The successful candidate will have significant experience selling into the NHS at a trust/hospital account level, helping ensure growth can be achieved quickly. He/she will be comfortable with a technical solution-selling approach, self-motivated and an independent senior professional.

The role combines selling to new clients and maximising service utilisation from existing customers. It will involve close engagement with all 4ways’ support teams (IT, Quality, Finance), together with the Operations Teams to monitor, improve and ensure service delivery levels to all your clients.  

1.    Job Purpose

To deliver budget/forecast sales growth across the region by:

• Analysing, identifying and reviewing business development opportunities within the region which meet customer & business needs.
• Developing effective relationships with all decision makers and support teams within hospitals across the territory to facilitate business growth opportunities.
• Leading 4ways’ sales propositions, focussed primarily on Radiology/diagnostic departments within NHS or private hospitals.
• Focusing on a range of core tele-radiology reporting areas, including Routine Elective, MRI, CT, X-ray, Out of Hours reporting, Sub-speciality reporting, CT Colonography, Nuclear Medicine, Cardiac CT & Cardiac MR, DEXA and Clinical Audit.
• Delivering effective account management to existing customers, identifying new service/cross-sell opportunities.
• Problem solving issues or performance challenges to facilitate growth in individual client service utilisation.
• Liaising closely with Operations, Quality, Clinical, IT and Business Development departments to deliver continuous improvement in service.
• Helping identify and develop new services through understanding customer needs and support requirements.

2.    Accountabilities

• Managing 4ways’ overall sales process for the region across multiple NHS Trusts and private healthcare imaging departments/sites.
• Identify new sales opportunities and progress these to successful outcomes in a timely fashion, including overall project management and overseeing IT connectivity to 4ways.
• Establish effective business relationships with designated key accounts and ensure opportunities are identified and solutions implemented.
• Proactively manage account performance and implement change/corrective actions ensuring overall service quality is delivered.
• Develop and maintain strong relationships and networks across all NHS Trusts and private healthcare providers in the region.
• Proactively prospect for new NHS Trusts and private healthcare organisations within the territory, identifying new business opportunities within the territory.
• Construct pricing proposals, Service Level Agreements and Data Sharing Agreements.
• Follow up on all enquiries and progress towards securing business.
• Work with the Business Development and Marketing Teams to develop and implement sales & marketing strategy. 
• Work with the wider Business Development Team to maximise business opportunities and develop new and existing services, including supporting conferences and exhibitions.
• Liaise with wider 4ways team, in developing the strategic direction of the territory.
• Support tendering opportunities and locally identify when new opportunities may arise.
• Lead tender presentations, as appropriate.
• Ensure accurate account records are maintained.
• Provide weekly / monthly reporting as required.
• Personally exhibit role model behaviour ensuring an empowerment environment that nurtures innovative thinking, promotes an open culture, fosters teamwork and enables continuous development.

3. Location: UK South

The post holder will be based from home. He/she will also be expected to spend time in the office (at Hemel Hempstead) and expected to travel as the job requires.

4.  Compensation

• Basic salary, dependent on experience.
• Car allowance/mileage allowance.
• Salary Sacrifice pension scheme.
• 25 days holiday per year plus statutory days.

5. Qualification

• Degree equivalent management qualification (Desirable).

6. Experience

Essential:

• Demonstrate track record of Senior Business Development/ account management experience. 
• At least 3 years BDM experience – including some healthcare/NHS experience.
• Solution selling experience.

Desirable:

• Recent success in a similar healthcare role/ environment.
• Knowledge of hospital working and Diagnostic Imaging.
• Experience of working with private healthcare providers.
• Awareness and understanding of current DH/NHS policies, procurement models and new initiatives.

7. Knowledge/Skills

Essential:

• Excellent oral and written communication skills, able to ‘brief’ accurately and convincingly to a range of audiences.
• Problem solving skills and conflict resolution.
• Strong organisational abilities.
• Analytical skills.
• A strong commitment to working in partnership and facilitate change.
• An ability to work closely with people from a variety of backgrounds/professions.
• Ability to work under pressure, to tight deadlines in complex environments.
• A good understanding of the principles of risk identification and management and quality assurance controls.
• High levels of computer literacy including Microsoft Word, Excel and PowerPoint with the ability to create, understand and manipulate spreadsheets.

Desirable:

• Being able to see the wider picture with the ability to develop innovative ideas and implement practical strategies for change.
• Familiar with and has used CRM systems.

8. Personal Attributes

• A self-starter with a ‘can do’ attitude.
• Ability to prioritise own workload with a high degree of personal organisation.
• Able to create success within dynamic and changing environment, helping build corporate success - entrepreneurial.
• Ability to build trusted partnerships over time/ seek collaborative working.
• Ability to build a purposeful relationships, close business and command confidence.
• Persuasive communication style.
• A strong commitment to personal development and learning.
• Ability to present ideas using a range of media.
• A personal style that demonstrates a facilitative, analytical and proactive approach to work challenges and colleagues.
• Determination and perseverance with the ability to challenge constructively.