Commercial Sales Manager – Hospital

Job title:

Commercial Sales Manager – Hospital

Company

Allcare Pharmacy

Job description

Company: Uniphar

Business Unit: PharmaSource Ireland

Reporting line: PharmaSource Director

Role Background:

This role is about working with key stakeholders in the Irish healthcare market, both public and private to bring a portfolio of products to patients, primarily focused on our ULM range of products to healthcare professionals within the hospital environment. This role will involve managing and building out our sales team to drive our company strategy and delivery on our objectives. It will be split 80/20 between our PS BU and Business Development BU. Key to this role is an ability to liaise with key stakeholders to understand their needs. You will work across the full spectrum of Irish healthcare stakeholders to ensure market entry and uptake that will help local patients to receive treatment in an optimal manner.

Role Purpose:

The primary purpose of this role is to drive and grow sales for our hospital portfolio within the Irish hospital environment. You’ll be responsible for formulating and executing strategic plans to drive revenue growth, establish and nurture key relationships with stakeholders, and identify new business opportunities that align with Uniphar’s mission and values in the business development sector.

Uniphar Background

Uniphar group is a rapidly expanding global healthcare services business with a proud heritage in Ireland. Since IPO in 2019, the group has grown both organically and through a series of strategic acquisitions, which continues to strengthen Uniphar’s international reach. With a workforce of over 3000+ spread across Ireland, United Kingdom, Netherlands, Nordics and the USA, Uniphar is a trusted global partner to pharma and MedTech manufacturers, working to improve patient access to medicines around the world.

Uniphar provides outsourced and specialised services to its clients, leveraging the strong relationships with 200+ of the world’s best known pharmaco-medical manufacturers across multiple geographies, enabled by our cutting-edge digital technology and our highly expert teams. Uniphar is organised into three key divisions: Supply Chain & Retail, Medtech and Pharma.

Supply Chain & Retail Division

Supply Chain Services provides both pre-wholesale and wholesale distribution of pharmaceutical, healthcare and animal health products to pharmacies and hospital nationwide. The business supports a diverse customer base through the provision of strong service levels coupled with innovative commercial initiatives. In addition, the business provides services and supports that help independent community pharmacy to compete more effectively in an increasingly difficult environment and runs a network of Uniphar-owned pharmacies under the Life, Allcare, Hickeys and McCauley symbol brands.

Uniphar Medtech

Uniphar Medtech, operating as SISK Healthcare is a pan-European medical device distributor. With presence across 15 markets, SISK Healthcare, represents global leading medical device manufacturers across a multitude of specialities. SISK Healthcare offers training, education and supports customers through dedicated clinical specialists across Sales & Technical Service, Clinical IT, Clinical Applications, Training and Education and Customer Service.

A total solutions provider, each of the 9 brands within C&C Medtech compete under their individual brand identity and respective specialities. SISK Healthcare is the umbrella structure for all 9 brands and in addition incorporates centralised support functions across QCRA, HR, Marketing, Finance, Operational Excellence, IT, Logistics and Warehousing.

Uniphar Pharma

Uniphar’s strategy is to become the global leader in the provision of unlicensed & hard to find medicines to healthcare professionals & patients around the world. Partnering directly with pharmaceutical manufacturers, Uniphar designs and delivers medicine access programmes that ensure appropriate patients have rapid access to new treatments and therapies at the time they need them most. Uniphar’s regulatory, digital and global supply chain expertise ensures seamless access to vital medicines, providing an important bridge between manufacturers, healthcare professionals and patients to access medicines outside of traditional clinical and commercial channels. With office locations across Ireland, UK, the US the division is focused on delivering double digit organic growth over the next several years.

Culture at Uniphar

Ethics and integrity sit at the heart of Uniphar’s culture, with our customers and patients integral to what we do and how we do it. We pride ourselves in being truly entrepreneurial, innovative, collaborative, with a strong problem-solving ethos. Everything Uniphar does is enabled by our people and as we continue to grow domestically and internationally, we become more diverse. This diversity fuels our business and culture. Equality, Diversity, and Inclusion are at the heart of our future focused HR strategy to ensure we have the best quality workforce to rise to the ambitious objectives we have for our future growth.

Key Outcomes

• Cultivate and maintain strong relationships with clients and key manufacturers, understanding their requirements and needs and aligning our solutions to meet those requirements.
• Identify upsell and cross-sell opportunities within key accounts and wider hospital environment.
• Work closely with internal teams, including marketing and product development, to ensure a cohesive and integrated approach to client solutions.
• Work with Strategic Procurement Manager to ensure stock is managed efficiently to guarantee customer demand is met at all times.
• Work with internal teams to develop a strong sourcing strategy for the department to guarantee access to high quality products and continuity of supply for customers.
• Stay informed about industry trends, emerging technologies, and competitor activities to position ourselves effectively in the market.
• Identify and pursue new business opportunities through market research and lead generation
• Establish solid relationships with key decision-makers, including senior management among prospects.
• Prospect, develop and identify opportunities to increase the volume of sales while ensuring clients satisfaction.
• Responsibility for the sales process until project delivery
• Responsibility for the hospital BU to include sales, customer service and overall customer experience

Performance orientation

• Deliver high quality customer interactions and consistently demonstrating ability to drive and support customer in the optimization of clinical practice and services
• Manage the sales team activity and drive productivity.
• Full adherence to industry and company procedures.

Job requirements

• Demonstrable sales management experience with proven commercial success within the pharmaceutical industry (at least 5 years)
• Experienced in working with National bodies in setting up services, joint-working agreements
• Curious to fully understand the patient pathways with an innovative mindset to create joint-working solutions
• Ability to discuss scientific issues of the specified therapy area(s) with top national and international KOLs
• Strong knowledge of the Irish healthcare system, specifically on topics like national budgets & influencing bodies
• Excellent networking and influencing skills and high personal credibility
• Open to manage several communication channels e.g. Remote Calls
• Computer literate with competence in working with data/multiple systems/CRM
• Qualified in the relevant Pharmaceutical Industry’s Code of Practice

Key Interactions

Due to the expected key outcomes associated with this role by its nature it will be a role working across facilities in Ire and the UK with an element of flexibility to work from home. It is important to note that we do not expect this job to be a ‘9 to 5’ type position. In return for your flexibility, you will be joining an environment that understands how inter-twined work and life have become – and both the benefits and challenges that brings – and therefore offers a flexible, progressive way of supporting it.

Expected salary

Location

Ireland

Job date

Thu, 15 Feb 2024 08:32:02 GMT

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