National Sales Manager- Healthcare Ireland

National Sales Manager- Healthcare Ireland

The Sales Manager is responsible for planning, implementing and controlling both strategic and tactical business plans, whilst taking an enthusiastic lead role in establishing and accelerating the future growth of Scope’s product portfolio. A driven and motivational individual, he/she will be comfortable in liaising and influencing Key Opinion Leaders and other senior level stakeholders, whilst leading the sales team to proactively target competitive opportunities in order to deliver growth in market share. Sales Manager are expected to spend between 60 and 75% of their time in the Field. The role also ensures that marketing materials and promotional activities are developed, aligned and implemented in compliance with local regulations. Commercially astute, he/she will furthermore thrive in a challenging, demanding environment and through creative thinking and drive,and establish a team mind-set that seeks success, continuous improvement and change.

Responsibilities and Expectations

Business Strategy

·      Responsible for direct management of agreed territories

·      Participate in the design of sales and marketing policies, plans and procedures that will secure maximum profitable sales volume for the business.

·      Communicate the Business Strategy to your team and ensure each individual is aware how their role contributes to the overall success of the business.

 

Tactical BusinessPlans

·      Monitor Sales in the territory and ensure BDMs have robust business plans in place to protect current revenue and take advantage of growth opportunities

·      Establish and execute Quarterly Reviews of Business Plans providing guidance and support to BDMs as needed

·      Ensure compliance with agreed Sales Cycles –Priority products, bonus products, new product launches etc

·      Ensure the Director is fully informed on the conditions of business and market through regular reporting providing recommendations for action as warranted.

People Management

·      Motivate the team and plan the use of resources in medium and long term in order to achieve sales targets.

·      Responsible for the appointment, promotion and guidance of personnel within his/her responsibility

·      Ensure BDM’s reach the Essential level of Knowledge, Skills and Competency for their role providing and arranging coaching, mentoring and training where needed.

·      Manage your team through the Performance and Development Management Process (PDMP) ensuring all milestones and timelines are achieved and appropriate performance and potential ratings are assigned to individuals.

·      Establish performance (e.g. Sales Targets) and behavioural expectations (e.g. Planning and Organisation) for member of theirteam in line with the Values, Business Strategy, Role Responsibilities and Competencies.

·      Through Field Visits and 1:1 meetings, continually appraise the effectiveness of individual performance and be an effective listener.  Maintain equal support for all of your team, engage in appropriate conversations depending on the circumstances of each situation:

o  Recognition

o  On the job Coaching, Mentoring and/or Training to enhance skills and knowledge

o  Constructive Feedback

o  Disciplinary Action

·      Support employees, particularly those rated as high potential, in completing their development actions e.g. getting them involved in activities or projects that provide them opportunity to ‘stretch’.

·      Contribute to developing effective reward systems that focus on those who make significant contributions to business success

·      Seek opportunities to engage our remote workforce and ensure our people feel connected and valued by Scope.

 

  Customer and Account Focus

·      Responsible for providing additional focus on key accounts as the situation dictates and as directed by the Director

·      Recommend to the Director: Pricing of tenders taking into consideration market intelligence information; Plans for product and product line revision; New product introductions and product launches;Recommend promotion and advertising programs; Scope participation in any congress/conferences.

·      Monitor your team’s compliance with CRM milestones and timelines to ensure that our CRM system is an accurate and useful database for Scope in manage and maintaining effective customer relations and account management.

 

Product & MarketKnowledge

·      To be fully aware of market trends, competitor environment and make strategic recommendations

·      Compile and prepare sales statistics and market information, analyse the information and submit recommendations to Directors for assessment and decision making.

·      Review and discuss territory data regularly with the team (e.g. IMS).

·      Work with the Marketing Team to ensure all field force marketing needs are met.

·      Establish and keep in close contact with Scope marketing staff in regard to business strategy, product knowledge and technical questions.

 

 Self-Development

·      Proactively seek feedback from your team, peers and more senior management on personal performance, and to act on development areas highlighted by their response.

·      Construct a personal development plan with significant guidance from your manager and to take personal accountability for implementing this plan.

·      Continuously seek to improve personal skills,knowledge and competencies in order to improve performance and be effective in giving feedback and coaching/mentoring/training to your team.

·      Take part in all company training activities(e.g. ITC, New Product launches, new system and process implementations), and to continuously strive to improve and role model a continuous learning approach.

 

Administration &Company Equipment

·      Complete all administrative tasks in line with processes requirements and hold members of your team accountable for same. For example:

o  Expenses and Mileage

o  Meeting Requests

o  Samples

o  HR Online Approvals

·      Maintain all company equipment in a good state at all times ensuring people on your team do likewise.

Complete all company administration in a timely and accurate fashion.


Educational Requirement and Experience

Qualifications

·      University degree qualification or equivalent in a related field - required

·      Masters of professional qualification (e.g.ABPI) – desirable

·      Holder of a current full driving license

 

Skills and Experience

·      Proven experience in a sales environment at a management / leadership level

·      Sound background and experience in life sciences or business – required

·      Commercial awareness/business acumen of the vision care market, pharmaceutical and/or medical devices industry; knowledge and understanding of products, services and marketplace

·      Operational Sales/Key Account experience

·      Demonstrated entrepreneurial ability (i.e.identification and development of business opportunities)

·      Practical experience of customer and channel management

·      Knowledge and experience of industry environment and strategy including local decisions, impacts on, and changes affecting customers

·      Experience of successfully leading, coaching and motivating a sales team to achieve business targets at a regional and/or national level

·      Demonstrated ability to effectively lead and manage sales team members to achieve role objectives by engaging in strong performance management processes, inclusive of objective setting and monitoring of performance

·      Proven commercial acumen, with clear insight andunderstanding of the business market dynamics and the ability to accurately assess and convey this intelligence to inform plans and targets

·      Proven ability to execute commercial deliverables, and seek out and deliver success in an empowering, motivated and mature manner

·      Collaborative leader with an impressive track record leading change

·      Proven ability to hire, develop, lead and motivate people in a complex organization

Experience working within a blue chip organisation (eye care or healthcare industry ideal) – desirable


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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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