Business Development Manager - Secondary Care Thames Valley

Business Development Manager, Secondary Care - Thames Valley


This role involves representing Scope as a sales and business development professional within a defined geographical area.  The role involves acting as a point of contact on a local level for the customers of Scope in their varying roles within healthcare economies and maximising service-orientated contact with these individuals to increase their usage of Scope products. 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.  BDM 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.  Through growing experience within different healthcare economies, a BDM is expected to have a consolidated understanding of the Scope portfolio (HYLO Range, Prokera, TearLab, Blephex and Omega Eye) to consistently and confidently work with customers.

Key Responsibilities:


Delivery of Business & Marketing Objectives

BDM's are responsible for the delivery of pre-set objectives on sales, activity and other metrics as defined by Scope

Product Promotion & Sales

  • To conduct sales calls with customers in specialised departments in hospitals and other health care institutions.
  • To conduct sales presentations to customers in a range of formats.
  • To focus all activities and promotional spend on target customers as defined by Scope.
  • 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 use promotional materials in an appropriate fashion to support the selling messages for Scope as set out in marketing plans.
  • To represent Scope in a professional manner at all times in line with the company standards.
  • To address day-to-day issues such as establishing the cost-effectiveness of a meeting without the need for guidance

 

 Team working

  • To liaise effectively with Scope colleagues to maximise commercial effectiveness.
  • To liaise effectively with relevant third party stakeholders to maximise commercial effectiveness. This will involve joint action planning on a regular basis.
  • To proactively seek to share best practice with colleagues both in the same area team, and nationally if appropriate, and to implement best practice on own territory.
  • To liaise with all Scope employees in the same helpful and constructive manner as appropriate.
  • To take the lead on the above activities if working in partnership with colleagues as needed.

 

Business Planning & Time Management

  • Production of a territory action plan on an annual basis whilst receiving some guidance and direction from line manager and colleagues.
  • To manage promotional budget effectively, and to maximise the return on investment by ensuring value for money.
  • To respond to requests from both customers, and Scope employees promptly.
  • To effectively plan activities in advance, and to supply field visit forms to the line manager.
  • To monitor promotional budget spend accurately,and to update the line manager at an agreed frequency.
  • To monitor performance versus objectives at all times, and to update the line manager at an agreed frequency.
  • To take the lead on the above activities if working with a BDM Primary Care and Healthcare Development Manager.
  • To manage own time effectively, and manage deadlines as appropriate without the need for management support.
  • To conduct monthly analysis of sales and activity for the territory, including the interrogation of the CRM system to plan effectively.

 

Product & Market Knowledge

BDM SC are expected to maintain and develop strong product and therapy area knowledge, for all Scope promoted products and competitors at all times as well as having a detailed understanding of the marketing strategy for those promoted products.

 

Customer & Account Focus

  • To have a good understanding of the account strategy to be adopted in each account.
  • To have an input to the account planning process, and to then tailor all hospital account plans in line with the account strategy adopted for each account.
  • Takes personal responsibility for the development of a number of Key Opinion Leaders (KOLs) in secondary care.

 

Market Intelligence

  • BDM SC’s are expected to maintain an in depth knowledge of the developing NHS. This would include knowledge of the names and positions of all the key individuals, a detailed knowledge of the relevant National Service Frameworks, structure and output of sub-committees, and liaisons between healthcare economies.
  • To monitor the activities of competitors on territory and feedback on these to the line manager and marketing department on a regular basis.
  • To monitor changes in NHS structure, personnel& policy and to feedback on these to the line manager and head office as appropriate.

 

 Self-Development

  • To proactively seek feedback from customers,colleagues and management on personal performance, and to act on development areas highlighted by their response.
  • To construct a personal development plan with significant guidance from line manager and to take personal accountability for implementing this plan.
  • To continuously seek to improve personal skills,knowledge and competencies in order to improve performance.
  • To take part in all company training activities,and to continuously strive to excel.
  • To take part in “shadow visits” to show new recruits how a role is performed. 
  • To proactively identify personal development needs or areas for improvement in performance and to approach the line manager for support.

 

 Administration & IT Skills

  • Maintains the CRM System in a timely and accurate fashion provide detailed information on account and customer activities and insights.
  • Understands and uses all Company systems and business processes effectively
  • To maintain all company equipment in a good state at all times. 
  • To complete all company administration in a timely and accurate fashion.


Education Requirements and Experience:

  • The jobholder will be educated to A-Level o rhigher in science subjects, and will ideally possess a life sciences degree. ABPI qualified is desirable but not essential.
  • The jobholder will be an experienced medical/hospital representative with approximately 3-4 years’ experience with either Scope or another pharmaceutical or medical device company.
  • Importantly, this individual will have delivered a consistently high performance in this period both in terms of objectives and competencies.
  • The jobholder will require a full driving licence and should ideally be an experienced and strong user of the Microsoft Office software packages.

WHAT OUR CLIENTS are SAYING

I recommend Hycosan to all my dry eye patients as it is a sterile, preservative-free, long-lasting solution. It can be used for 6 months after opening and application is very easy.It is also useful for people working in dry, dusty, air-conditioned environments or those using a computer all day.  Hycosan alleviates the burning, foreign body sensations associated with dry eye and provides good, long-lasting lubrication without blurring of vision. I use the drops myself so can give my patients first-hand experience of their efficacy. Con...

Janet Dean (Optometrist); Alan Miller Optometrists

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The Hycosan range of products has given me the ability to advise patients suffering from dry eyes, in a more structured and professional manor  than I had been able previously.I can now offer three levels of treatment formulations with either the blue, red or green drops plus the gel for use at night and the lid scrubs for blepharitis. I know that the drops are more effective than my previous offer and the fact that they come preservative free with a special air tight bottle is attractive to patients, despite the relatively high price. I n...

Alan Miller; Owner, Alan Miller Optometrists

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The Hycosan range of products has given me the ability to advise patients suffering from dry eyes, in a more structured and professional manor  than I had been able previously.I can now offer three levels of treatment formulations with either the blue, red or green drops plus the gel for use at night and the lid scrubs for blepharitis. I know that the drops are more effective than my previous offer and the fact that they come preservative free with a special air tight bottle is attractive to patients, despite the relatively high price. I n...

Sohail Hakim BSc (Hons) MCOptom, FBDO; Alan Miller Optometrists

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“Just wanted to let you know that the Hycosan Plus and Extra have received tremendous patient feedback. We tend to recommend the Hycosan Extra more. Patients have commented that other drops have given them little relief, but the Hycosan formulation has really helped managed their symptoms. We've had plenty of repeat business.”

Arun – Billericay Visionplus Ltd T/A Specsavers Opticians

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“Jane Smellie Opticians has been stocking Hycosan, Ocusoft and Vitapos for several months now and we have had a lot of positive feedback from our patients. It is lovely to be able to offer patients such a good range of preservative free ocular lubricants. The Vitapos gel, as a preservative free option has been a huge success for patients who need a very viscous product for severe dry eye or patients who want to use a viscous lubricant for lasting relief at night time. The Hycosan range has proved very popular with patients due to the lasting co...

Alex Cook @ Jane Smellie Opticians

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"I wish to express my congratulations and thanks for your superb products. Having suffered from very dry eyes for several years, I have used Hycosan for about a week. I awoke one morning and wondered what was different - I did not have to rub my eyes and didn't feel like screaming. I have now used all three Hycosan products and find that the Hycosan Extra is amazing at treating the problem when it is more intense than usual. Thank you so much for your fantastic product."

Primrose May; Hycosan Extra

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"I can’t live without this stuff, I'm pretty certain it has helped keep RCE (Recurrent corneal erosion) at bay"  

Louise Carr; Hycosan Extra

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"I wish to express my congratulations and thanks for your superb products. Having suffered from very dry eyes for several years, I have used Hycosan for about a week. I awoke one morning and wondered what was different - I did not have to rub my eyes and didn't feel like screaming. I have now used all three Hycosan products and find that the Hycosan Extra is amazing at treating the problem when it is more intense than usual. Thank you so much for your fantastic product."

Anonymous; Hycosan Range

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"Having Iain and the Scope Opthalmic products on board, has revolutionised our accessories stand. We have NEVER had an accessory that has sold as well as these do. The positive feedback and high resale of these products tell us that the product works extremely well. However the training and support offered by Iain means our staff are 100% confident with discussing and demonstrating the drops or creams with all our patients. Throughout the day i constantly overhear staff confidently discussing and promoting products such as Hycosan and Vita POS ...

Matt Gawn (Store Manager) Specsavers Horsham

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“Having now had the Hycosan range in store, customer feedback has been very positive and most customers have felt that the drops are better / effective than other artificial drops that they have used in the past.”“The Optometrists are keen to recommend the product as the drops are preservative free and there is range of artificial tears dependent on the severity of the symptoms, with the 6 month expiry date.”“Scope as a supplier have been extremely efficient and the training and support that Iain has been provided has been excellent.”

Badrinath Mohandas BSc (Hons) FBDO; Director Specsavers Uckfield

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“Hemel Hempstead Specsavers were introduced to the Hycosan range a couple of years ago now and we have had great success with the products. Paul came into store and ran a training session to all our team regarding the products which really helped us to confidently recommend them to our customers. They are easy to use and give extremely effective results to dry eye customers. We also then progressed to using the Ocusoft products and these also have been greatly appreciated by our customers. We have found both products to be practice builders and...

Samantha Marsh, Operations Manager, Hemel Hempstead Specsavers

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"It is always a pleasure dealing with Scope Ophthalmics. I know that their representative (Lisa) is just a phone-call or email away and is always willing to help. Scope offer us a full range of simple but highly effective products to help our patients with their dry eyes. It never ceases to amaze me how such a 'small' problem can severely impact on a person's quality of life. Reducing the discomfort, or pain, a person may be experiencing due to their dry eyes is not always easy but is a rewarding challenge and one our patients are very apprecia...

Anthony Optom @ Ross Maskell ? Opticians Altrincham

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“Great products from scope ophthalmics. Paul has been very helpful in providing training and product knowledge to both the professional and non-professional staff. Now most our patients with either dry eyes or blepharitis are treated effectively with the products provided by scope. This has led to repeat custom and better management for specific ocular conditions.”

Manoj Patel

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“We at Jane Smellie Opticians have been using Scope to supply us with the Hycosan family of products for a while now, and I do believe it to be the best options for patients with dry eye. The staff from Scope are extremely helpful, they not only gave us training to help us practioners understand the benefits of their products, but also they gave us training techniques that we can show directly to patients to also demonstrate their benefits. Lisa and all staff representatives are always happy to help, and are always happy to provide full size sa...

Neema @ Jane Smellie Opticians

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These eye drops are the best ones I've ever used: I use these for very dry eyes (they feel a lot more "slippery") and blue ones for very frequent use. As an IT professional these are irreplaceable and can be even used with contact lenses. Shame these are out of stock at boots now, will have to buy elsewhere as cannot use any other drops - anything else doesn't even come close to the quality and eye comfort you get with these.

Alexandra from London, UK

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Stubborn blepharitis but a combination of heat bag and these wipes seems to be keeping everything in check, on the expensive side though.

Customer Anonymous from Hayward’s Heath

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After getting very painful eye ulcers in the right eye twice, the doctor told me to buy these (OcuSoft) and wipe every night to clean the eyelid. It really seems to have worked, I haven't had another eye condition since (given that I have a genetic condition that can affect my eyes that's great) just a bit annoying having to purchase them so often. If you got more like an even 30 in a box rather than the 20 you already get it would be better value. Would recommend.

Roma from Belfast

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I started wearing glasses at 40 and every time I visited the optician he advised that my eyesight had worsened. By the time I had reached my middle 50's I found my poor sight extremely debilitating. I started researching laser surgery only to be told I would probably not be suitable because of my prescription and age, however I could be helped with refractive lens replacement. I was also suffering from incredible dry eye syndrome and had tried various over the counter drops and recommendations from opticians, nothing helped. After my surgery th...

Dee Vicary

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5 Stars – The product is helping the problem of my dry eyes, have tried a lot of eye remedies but this is excellent.

Customer Anon

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I have been taking Omega Eye for about 5 months and the difference in my visual acuity is phenomenal. After laser surgery my eyes were dry and uncomfortable but the worst thing was not being able to see properly. Not only does Omega Eye have the highest dose of EPA of any other fish oils I have tried but there is the added bonus of no 'fishy burps'. Oh and also my memory has improved.

Susan Chalmers

South Cowichan Eyecare, Optometrists Cobble Hill, BC

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The Omega Eye is magnificent, wonderful! I had tried antibiotics and eye drops but nothing else touched my symptoms. I was so, so happy to come out the other side - I took the capsules and they worked!

J Galsworthy

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The service I have received from the office staff has been fantastic; they gave me more help and information than my own hospital. I can't believe how quickly my samples and products arrived after only speaking with the girls the day before. I would love for other customers to know how good the service I received was and I'll be touch again to let them know how I get on with the products

Customer, Anon

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I first started taking Omega Eye in September 2013 and since then have been taking the advised four capsules a day with my evening meal. After the first batch I was a bit dubious whether to continue with the supplement. I can now say how pleased I am that I did because during month 4 and 5 I really started to notice a difference in my eyes. My eyes were not only a lot clearer and brighter, my Blepharitis was not as visual as it previously had been. I am now on my 3rd 3 month supply of Omega Eye and can say that my eyes are in a very good place....

Paul Burrell

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I was recommended by an eye specialist your Vita-POS product. I simply cannot tolerate any eye moisturising product in liquid drop form so had been using Lacrilube, which was far too heavy and making my life uncomfortable. Vita-POS is so much better and I would recommend it to anyone who has the same problem or needs extra moisture during the night

Eilona Skillcorn

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