Solutions Sales Manager

The Solutions Sales Manager is responsible for driving strategic revenue growth across a diverse portfolio of healthcare services and solutions within the UK market.

Working across NHS Trusts, private healthcare providers, clinical organisations and other healthcare stakeholders, the role will develop and deliver tailored, value-led solutions that address complex customer requirements and deliver measurable improvements in operational efficiency, compliance, service quality and cost-effectiveness.

The role will take a consultative, solution-based approach to sales, identifying customer needs and translating them into commercially viable, technically robust propositions across areas including service support, dental servicing, medical equipment lifecycle management, Managed Equipment Services (MES), equipment resale and disposal, endoscope maintenance and technical training.

As a senior member of the commercial function, the Solutions Sales Manager will also provide leadership, mentoring and strategic support to the wider Sales and Key Account Management teams, helping to develop capability, improve performance and maximise customer and revenue opportunities.

Key Responsibilities and Accountabilities

• Sales & Business Development
• Develop and execute strategic sales plans to achieve and exceed revenue, gross margin and growth targets across the relevant service portfolio.
• Identify, qualify and develop new business opportunities across NHS, private healthcare and clinical organisations.
• Develop tailored, value-based sales propositions that address customer challenges and demonstrate clear commercial and operational benefits.
• Drive the growth of integrated service solutions across service support, equipment lifecycle management, dental servicing, endoscope maintenance, MES, equipment resale and disposal, and technical training.
• Identify and maximise opportunities for upselling, cross-selling and account expansion within existing and prospective customers.
• Build a strong and sustainable sales pipeline, maintaining accurate forecasting and effective CRM discipline.
• Build and maintain trusted relationships with key stakeholders, including procurement teams, clinical engineering departments, service managers, operational leaders and senior healthcare executives.
• Act as a senior commercial point of contact for key customers, ensuring high levels of engagement, satisfaction and retention.
• Develop a strong understanding of customer strategies, operational challenges and future requirements to identify opportunities for long-term partnership.
• Lead the development and submission of high-quality proposals, bids and tender responses.
• Interpret customer specifications and procurement requirements and translate them into compelling, commercially viable solutions.
• Coordinate with technical, operational, engineering and training teams to ensure proposals are both technically robust and commercially sustainable.
• Monitor tender performance, identify lessons learned and continuously improve bid quality and conversion rates.
• Monitor developments across the UK healthcare market, including NHS procurement models, funding pressures, regulatory requirements and competitor activity.
• Identify emerging customer needs and market opportunities, particularly in sustainability, digital transformation, equipment lifecycle management and integrated healthcare services.
• Use market intelligence and customer insight to inform sales strategy, proposition development and business planning.
• Work closely with the Senior Leadership Team to establish, review and deliver revenue, profitability and growth objectives aligned with company strategy.
• Provide regular reporting to senior leadership on sales performance, pipeline health, market developments, strategic opportunities and commercial risks.
• Internal Collaboration & Service Delivery
• Work collaboratively with service delivery, engineering, technical, training and operational teams to ensure the successful implementation of contracted services.
• Act as the key commercial liaison between customers and internal departments, ensuring clear communication and alignment of expectations.
• Support effective handover from sales to operational delivery, ensuring customer requirements and contractual commitments are clearly understood.
• Contribute to the continuous improvement of products, services and customer propositions based on market and customer feedback.

Skills, Knowledge & Experience

• Proven track record of successful sales and business development within the healthcare, medical technology, biomedical engineering or healthcare services sector.
• Experience operating in a senior commercial or solutions sales role with responsibility for achieving revenue and profitability targets.
• Demonstrable experience of consultative and solution-based selling, ideally involving complex, multi-stakeholder sales.
• Strong understanding of the UK healthcare market, including NHS procurement and commercial models.
• Strong commercial awareness with proven negotiation and influencing skills.
• Experience developing and presenting complex proposals, bids and tender responses.
• Excellent relationship-building and stakeholder management skills, with the ability to engage effectively from operational teams through to senior executives.
• Strong understanding of CRM systems, pipeline management and sales forecasting.
• Degree or equivalent qualification in Business, Sales, Healthcare, Engineering or a related discipline.
• Knowledge or experience of Biomedical Engineering and medical equipment lifecycle management.
• Experience and understanding of Managed Equipment Services (MES).
• Knowledge of ISO 9001:2015, ISO 13485:2016 and ISO 14001:2015 quality management systems.
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