Business Development Manager - Optics UK

Scope Group

1d•Remote

About The Position

This role involves representing Scope as a sales and business development professional within a defined geographical area. The Optics Business Development Manager is a field-based role, requiring a full UK driving license, covering a specified territory in the UK. This role is based in the West Midlands territory. The role involves acting as a point of contact on a local level for the customers of Scope in their varying roles. This role will be responsible for increasing market awareness of Scope's products and driving new opportunities and sales in Opticians. The role holder will detail our full Ophthalmic portfolio and focus on the Key Accounts in this sector. This role involves the delivery of marketing and business objectives, maximising the return on resources employed, and operating within the defined practices, ethics, standards and processes of Scope. BDMs work with some direction and supervision by management but are able to plan and implement their own activities with limited assistance. They are competent in the variety of activities within the role and may have limited involvement in project work. They will have a complete understanding of the Scope Product Portfolio to consistently and confidently work with customers.

Requirements

Full UK driving license
Life science, technical or business degree
Pharmaceutical or medical devices sales representative with at least 3 years’ experience
Experience in the Optical market
Understanding of sales data – skills to interpret sales trends, handle collection, collation and use of data to assist in account and territory analysis/planning.
Understands and interprets substantial clinical information (disease and product) in a way that you will be comfortable interacting with professional customers on a peer to peer like level.
Competent in using Business Software e.g., CRM system, Expenses, Excel, PowerPoint.
Ability to work autonomously, and be capable of independently generating, prioritising and handling own work.
Able to work in a fast, dynamic, multicultural and matrix structure.
Drive, energy, maturity, and ability to work under pressure and deliver results.

Responsibilities

Effectively positions the Scope Dry Eye Product portfolio for the customers from both a clinical and commercial perspective.
To conduct sales calls with customers in Key Optical Accounts.
To focus all activities and promotional spend on target customers.
To use promotional materials in an appropriate fashion to support the selling messages for Scope as set out in marketing plans.
Uses strong commercial acumen to identify and develop opportunities within Key Accounts.
Applies a range of influencing, persuading and negotiation techniques to secure and maintain the Account.
Have a detailed understanding of the marketing strategy for those promoted products.
Drives account strategy to be adopted in each account.
Takes personal responsibility for the development of Key Opinion Leaders (KOLs) in Optics.
Production of a Territory Plan on an annual basis whilst receiving guidance and direction from line manager.
To manage promotional budget effectively, and to maximise the return on investment by ensuring value for money.
To monitor performance versus objectives and update the line manager at an agreed frequency.
To conduct monthly analysis of sales and activity, including the integration of the OCE system to plan effectively.
To monitor the activities of competitors and feedback to the line manager and marketing department on a regular basis.
To liaise effectively with relevant third-party stakeholders to maximise commercial effectiveness. This will involve joint action planning on a regular basis.
To liaise with all Scope employees in a helpful and constructive manner as appropriate.
To construct a personal development plan with significant guidance from line manager and to take personal accountability for implementing this plan.
To take part in all company training activities, and to continuously strive to excel.
Maintains the OCE System in a timely and accurate fashion provide detailed information on account and customer activities and insights.
To maintain all company equipment in a good state always.
To complete all company administration in a timely and accurate fashion.
Understands and uses all Company systems and business processes effectively.
Have an input to Key Account identification, and to then tailor all account plans in line with the account strategy adopted for each account.
Uses company systems and processes to be as effective as possible in the role and support the broader effectiveness of Scope.
Maintain and develop strong product and therapy area knowledge for all Scope promoted products and competitors at all times.
Partners with customers to develop joint business plans highlighting revenue generating potential for their business.
To represent Scope in a professional manner in line with the company standards.
To develop and maintain good selling skills using the company adopted model, and to use these skills to maximise usage of Scope promoted products.
To conduct sales presentations to customers in a range of formats.
Utilises marketing collateral effectively and provides feedback to the marketing team.
Responsible for the delivery of pre-set objectives on sales, activity and other metrics to grow the Scope brand and sales within the Optical market.
To develop and maintain good selling skills using Infinity the company adopted model, and to use these skills to maximise usage of Scope promoted products.
To proactively identify personal development needs or areas for improvement in performance and to approach the line manager for support.
To continuously seek to improve personal skills, knowledge and competencies to improve performance.
To proactively seek feedback from customers, colleagues and management on personal performance, and to act on development areas highlighted by their response.
To proactively seek to share best practice with colleagues to implement best practice.
To liaise effectively with Scope colleagues to maximise commercial effectiveness e.g. UK Optics Team
Maintain an in-depth knowledge of the developments in the Optical arena.
To manage own time effectively and manage deadlines as appropriate without the need for management support.
To respond to requests from both customers, and Scope employees promptly.
To effectively prioritise and plan activities in advance, and to supply field visit forms to the line manager.