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- Tasks: Lead business development in adjacent healthcare markets across the UK, Ireland, and Nordics.
- Company: Owens & Minor is a global leader in healthcare logistics, dedicated to connecting medical products to care providers.
- Benefits: Enjoy a dynamic work culture with opportunities for growth, recognition, and competitive compensation.
- Why this job: Join a FORTUNE 500 company making a real impact in healthcare while developing your career in a supportive environment.
- Qualifications: Bachelor's degree and 10 years of B2B sales experience required; knowledge of adjacent care segments preferred.
- Other info: Expect frequent travel (up to 60%) within the assigned regions.
The predicted salary is between 48000 - 72000 £ per year.
Owens & Minor, Inc. (NYSE: OMI) is a leading global healthcare services company dedicated to Connecting the World of Medical Products to the Point of Care by providing vital supply chain services to healthcare providers and manufacturers of healthcare products. We are a global healthcare services company delivering exceptional value to our customers.
This role will focus on developing new business in the adjacent healthcare market in UK, Ireland and Nordics with regional as well as national distributor partners. The main responsibility is to manage the commercial strategy for the Adjacent Healthcare segment (including dental emergency services, veterinary, primary care, aged care, agricultural, pharmacy) as well as all sales activities necessary to provide full service, including education and product guidance to distributors and end-users in cooperation with marketing & the back-office team to achieve the sales and GP objectives.
The Business Development Manager is expected to:
- Lead the development, implementation and monitoring of the strategic plans
- Grow and manage the assigned distributor partnerships
- Work in collaboration with marketing to develop the strategic and tactical plans and programs to achieve the business objectives for the respective markets
- Be critical to the further expansion of the O&M Halyard portfolio by actively seeking additional opportunities to drive further penetration of existing portfolio as well as seeking additional distribution opportunities in the region
- Attain or exceed profit objectives, market penetration, and product category volumes, through leadership and development of the market
ESSENTIAL JOB FUNCTIONS:
- Achieve the Sales revenue and Gross Profit targets set for the Adjacent HealthCare business
- Develop a commercial strategy to grow new business within the Adjacent HealthCare segment in the assigned territory
- Develop a network of key distributors and work with structured distributor management plans focused on the best profitable opportunities
- Link new partnerships up with portfolio solutions and attractive value propositions, to address new market opportunities and introduce new revenue streams
- Drive the implementation of the specific business strategies and tactical plans (including marketing, sales promotions, training and other reseller related support) by distributor to achieve the targets set
- Set objectives for the specific distributors and assess their performance on a regular basis by leading quarterly business reviews to ensure ongoing alignment and performance to the plan
- Negotiate pricing with distributors and ensure contracts are in place & renewed on a timely basis
- Present and lobby for the Halyard product and service solutions with all relevant key decision makers within the distributor network as well as with targeted key accounts
- Train distributors on the adequate usage of the Halyard products and co-travel with distributors to accelerate new business conversions
- Drive service and education with customers to differentiate Halyard products and services from competition
- Identify market development opportunities for the respective categories
- Document and update business opportunities, customer contact details, action plans and progress of related activities in the CRM system on a regular basis
- Drive a high-performance culture by setting demanding and challenging personal and business objectives
- Observe and communicate competitor activity to the organisation and build a solid base of market intelligence regarding the adjacent care segment
- Collaborate with Supply Chain for accurate demand planning and S&OP
EDUCATION & EXPERIENCE REQUIRED:
- Bachelor's degree, degree in Business Management, Marketing, or Science
- At least 10 years of successful business experience in a B-to-B commercial sales role
- Prior/current Business Development / Distributor Management experience required
- Experience in the adjacent care segment required in dental, veterinary, primary care and/or aged care
KNOWLEDGE SKILLS & ABILITIES:
- Highly customer-oriented and results-driven with strong business acumen
- Excellent communication skills and team-player
- Strong project management & organisational skills; ability to set priorities and manage multiple projects simultaneously
- Strong analytical capability, problem solving skills, negotiation skills and decision-making ability
- Hands-on mentality and a desire to work in a mid-size medical company with an entrepreneurial culture
- Highly self-motivated
- Strong interpersonal skills with ability to interact with a diverse group of individuals
- Problem solver with a good sense for managing objections and managing the interests of different stakeholders in the decision-making process
- High level of autonomy & self-drive, attention to details, meeting the set deadlines and delivering correct and complete information
- Strong presentation and training skills
- Fluent in English
- Prepared to frequently travel within UK, Ireland and Nordics up to 60% of the time
- Excellent skills in Excel, Word, PowerPoint, and Outlook are required as well as CRM Salesforce.com
KEY COMPETENCIES:
- Must have a flexible approach to work and be capable of handling multiple priorities in a fast paced environment
- Strong attention to detail with a high degree of accuracy and excellent organizational and communication skills
- Ability to work with and empathise with colleagues and customers from varied backgrounds and cultures
- Must actively demonstrate Owens & Minor’s core values: Integrity, Development, Excellence, Accountability, Listening
Business Development Manager – Adjacent Health Care UK, Ireland and Nordics (England) employer: O&M Halyard EMEA
Contact Detail:
O&M Halyard EMEA Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Business Development Manager – Adjacent Health Care UK, Ireland and Nordics (England)
✨Tip Number 1
Familiarise yourself with the healthcare landscape in the UK, Ireland, and Nordics. Understanding the specific needs and challenges of the adjacent healthcare market will help you tailor your approach and demonstrate your expertise during interviews.
✨Tip Number 2
Network with professionals in the healthcare sector, especially those involved in business development and distributor management. Attend industry events or join relevant online forums to build connections that could provide insights or referrals for your application.
✨Tip Number 3
Research Owens & Minor's recent initiatives and partnerships within the adjacent healthcare segment. Being knowledgeable about their current strategies will allow you to engage in meaningful discussions and showcase your alignment with their goals.
✨Tip Number 4
Prepare to discuss your previous experience in managing distributor relationships and driving sales growth. Be ready to share specific examples of how you've successfully navigated challenges in similar roles, as this will highlight your suitability for the position.
We think you need these skills to ace Business Development Manager – Adjacent Health Care UK, Ireland and Nordics (England)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in business development and distributor management, particularly in the healthcare sector. Use keywords from the job description to demonstrate your fit for the role.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of Owens & Minor's mission and values. Explain how your skills and experiences align with the responsibilities of the Business Development Manager position, particularly in developing new business in adjacent healthcare markets.
Highlight Relevant Achievements: In both your CV and cover letter, include specific examples of past successes in sales or business development. Quantify your achievements where possible, such as revenue growth percentages or successful partnerships established.
Proofread and Edit: Before submitting your application, thoroughly proofread your documents for any spelling or grammatical errors. A polished application reflects your attention to detail and professionalism, which are crucial for this role.
How to prepare for a job interview at O&M Halyard EMEA
✨Understand the Company Culture
Before your interview, take some time to research Owens & Minor's mission, vision, and values. Understanding their focus on integrity and customer well-being will help you align your answers with their culture during the interview.
✨Showcase Your Experience
Be prepared to discuss your previous experience in business development and distributor management. Highlight specific examples where you've successfully grown partnerships or developed strategies that led to increased sales in the healthcare sector.
✨Prepare for Scenario Questions
Expect scenario-based questions that assess your problem-solving skills and ability to manage objections. Think of situations where you had to negotiate or train distributors, and be ready to explain your approach and the outcomes.
✨Demonstrate Your Analytical Skills
Since the role requires strong analytical capabilities, be ready to discuss how you've used data to inform your decisions in past roles. Prepare to talk about how you would approach market analysis and demand planning for the adjacent healthcare segment.
