Business Development Manager

HOW YOU WILL MAKE A DIFFERENCE

Do you want to spend your working time making a difference in the world around you?

Are you motivated by impactful work?

Do you have a passion for customer relationships, being an expert in your market, do you have strong integrity and commercial acumen?

If so, then a career with STERIS in our Instrument Processing division could be a great fit for you.

ABOUT US

At STERIS we are a leading global provider of products and services that support patient care with an emphasis on infection prevention.

Our mission is to help our customers create a healthier and safer world.

• Working at STERIS, you
• GROW ,
• LEARN and

MAKE A DIFFERENCE .

We are currently recruiting for a Business Development Manager vacancy.

This is an excellent opportunity to join us at a commercial level in a division that drives the business forwards through providing a best in class instrument reprocessing service to our customers.

WHAT YOU WILL DO

We are seeking a Business Development Manager to lead revenue growth and profitability across the South region.

This pivotal role will be responsible for identifying, developing, and securing both new and repeat business opportunities through successful bid and tender management.

While the primary focus will be on our Instrument Processing business, the role offers exciting potential to expand into a broader portfolio of healthcare services and products in the future.

As a key contributor to our growth strategy, you will proactively develop existing and target markets, build strong customer relationships, and drive contract acquisition across the South of the country.

Working at the forefront of market development, you will identify emerging opportunities, shape winning commercial propositions, and help strengthen our position as a trusted partner within the healthcare sector.

In addition to supporting growth in the South of the country, you may also collaborate with colleagues across international territories, contributing to wider business objectives and sharing best practice.

This highly visible role offers the opportunity to work across multiple functions, combining strategic business development with customer engagement, tender management, contract negotiation, market intelligence, brand development, marketing, and financial analysis.

DUTIES - CONTED

• Identifying, targeting and developing new business opportunities and designing and implementing marketing and business development strategies to encourage the outsourcing by future Customers across the region.
• Assisting target Customers with their outsourcing strategy and plans leading to tendered opportunities or negotiated contracts.
• Supporting the Commercial Director EMEA and other senior operational management within the region and elsewhere within the Group with the development and implementation of strategies and supporting business plans.
• Crafting and developing strategies to promote the growth of the business through existing revenue streams and services but also through the identification and development of new opportunities.

Working with suppliers, Customers, partners and other stakeholders to develop new business opportunities and to implement the Company’s leadership strategy

• Supporting the Commercial Director EMEA and other senior operational management within the region and elsewhere within the Group, with the development of business partner relationships including commercial terms, tenders and development products in relation to a) PFI partners, b) key suppliers, c) outsourcing agreements, d) formal and informal partnerships.

DUTIES CONTED

• Stay up to date with all relevant National Guidance, Standards and Regulation relating to Decontamination and Sterilisation in the UK.
• Hold membership of key bodies and institutes, and attend, as directed by Commercial Director EMEA, relevant conferences, educational events and study days e. g.
• Institute of Decontamination Science (IDSc), Central Sterilising Club
• Reviewing appropriate systems and procedures for identifying advertised tenders for healthcare services and responding to all relevant opportunities.
• Researching, drafting and submitting proposals to tenders including all analysis necessary to support the proposals.
• Supporting the pre- and post-tender submission processes with presentation materials, formal and informal Q&A responses and draft and support implementation plans.
• Maintaining a robust system for managing bid submissions, models, documentation, correspondence, award criteria and all other data and materials relating to new business development, competitive analysis and Customer relationship management.
• Post Preferred Bidder status being achieved on any tender process, support subsequent internal and Customer facing workstreams ensuing in Contract agreement and signature.

This will include but not limited to, with support and approval from Commercial Director EMEA, drafting and reaching agreement/approval on Strategic Investment Plan, Contract, Terms and Conditions, Service Specification, Solution scope, additional / integral Value Added Services etc.

• Following successful implementation of new business, review financial and operational data and Customer satisfaction to that anticipated outcomes are achieved and to maximise return and future prospects.

DUTIES CONTED

• Developing and nurturing networks and relationships with Customers, prospective Customers, colleagues, advisors and all related professionals in order to maximise opportunities and improve likelihood of securing new and repeat business on the best possible terms.
• In conjunction with the Operations, Quality and Finance teams, regularly review financial and operational KPIs and Customer satisfaction and behaviours for key accounts and provide assistance, support by taking responsibility for robust Customer relationship management.
• Working closely and cooperatively with colleagues to ensure on-going delivery of service excellence and use this to deliver required outcomes in terms of repeat business, new revenue streams and maximising returns.
• Establishing and maintaining a thorough understanding of the competitive environments including a) a full understanding of competitor activities, b) on going competitor developments, c) changes in competitor strategies.
• Contributing towards the business unit’s strategic plan with supporting knowledge and analysis of the competitive market within the region, and a broad understanding of the competition in other international regions.
• Analysing and maintaining a good knowledge of the market size and trends for the UK & Ireland region and a broad understanding of and appreciation for the wider international market.

Maintaining and developing the forward order book and bid pipeline including analysis of opportunity status, likelihood and timing.

• Designing, developing and implementing marketing and PR campaigns to promote the STERIS IP brand, technical and market leadership and to influence behaviours and encourage future outsourcing opportunities.

DUTIES CONTED

• Networking and lobbying to promote understanding of the service and value proposition.
• Aligning marketing and PR activities with Customers’ requirements and outcomes so as to deliver mutually beneficial outcomes.
• Highly analytical, numerical and financially astute, able to support tender processes as well as Customer negotiations.
• Develop Commercial Price P&Ls for indicative Customer quotes, tenders and any changes to existing services agreements.
• Developing econometric models to support the development of strategies and decision making across the Instrument Processing business unit.
• Developing working models and analysis of actual operational data for the operational use of managers across the business unit to assist the management team maximise returns and improve service.
• Supporting the Finance department and other teams with the development of product and Customer profitability and using this analysis to refine and improve commercial models.
• Developing and refining pricing strategies and policies using data derived from modelling, actual business performance and other sources.
• REQUIRED EXPERIENCE
• Strong track record of business development in an outsourcing environment, relationship management, account development and securing contracts within a demanding / complex outsourced services environment.

Ideally with a background in the Healthcare Industry.

• Excellent leadership and influencing skills; able to inspire and motivate a small team as well as build strong relationships with customers and colleagues across the wider group.

First class presentation skills will be taken as read.

• First class interpersonal skills; able to act as an Ambassador for STERIS externally.
• Thorough practical understanding of EU and other NHS tendering and procurement processes, including preparation and submission of tender responses and bid process management.
• Understanding of the UK healthcare system and experience of working with the NHS in a commercial capacity.
• Demonstrable experience of building and sustaining commercial Customer relationships in a demanding, service-oriented environment.
• Ability to identify and develop new service and commercial opportunities, to define appropriate offerings and to project-manage their introduction and on-going implementation
• Years of experience will be considered in lieu of a degree

STERIS is a leading global provider of products and services that support patient care with an emphasis on infection prevention.

WE HELP OUR CUSTOMERS CREATE A HEALTHIER AND SAFER WORLD by providing innovative healthcare and life sciences products and services around the globe.

For more information, visit www. steris. com.

STERIS strives to be an Equal Opportunity Employer.

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