Regional Business Development Director

Clinisys is a global provider of intelligent diagnostic informatics solutions and expertise designed to redefine the modern laboratory, across healthcare, life sciences, and public health. Millions of diagnostic results and data insights are generated every day using Clinisys' platform and cloud-based solutions in over 4,000 laboratories across 39 countries. Our 1,450+ expert professionals, headquartered in Woking, UK and Tucson, Arizona, have a shared mission to enhance the effectiveness of diagnostic workflows in any laboratory or testing environment and keep citizens and communities healthier and safer.

Responsibilities:

1. To prospect, develop and secure sales for the replacement of our existing Winpath v5 sites with Winpath Enterprise.
2. Prospect, develop and secure sales to extend our ICE footprint across UK&I.
3. Prospect and develop C-Suite relationships to enable the extension of our Pathology Network footprint and avoid open tenders wherever we can.
4. Move as many Pathology Networks or regional diagnostic networks to utilise a single consolidated ICE solution.
5. To establish, develop and maintain relationships with Trusts and private organisations as well as relevant bodies and organisations that support the development of new business opportunities.
6. To provide support and expertise to the rest of the Sales Organisation in the assigned region, including, but not limited to, Business Development, Account Management and Bid Support.
7. Create long term strategic relationships with the C-Suite and Clinical groups to ensure they see Clinisys as a thought leader and innovator.
8. Ownership of the business relationship with the customer and retain overall ownership within the business for all major complex deals. Providing guidance to the wider sales organisation and business with respect to the opportunity win plan, commercial structure of the opportunity, technical design, contractual structure and providing a rich engagement with the client to deliver budget data to support the opportunity.
9. Work with the client to structure the procurement route to maximise Clinisys win rate.
10. Establish and maintain a territory plan that enables the role holder to maintain a high level of territory management through direct/virtual contact with the market.
11. Develop and maintain strategic plans and roadmaps for all Key customers within territory, seeking to ensure revenue from these accounts is maximized.
12. Production of weekly, monthly and periodical management reports and sales forecasting/pipeline against business plan for the territory.
13. Travelling and overnight stays as appropriate both overseas and within the UK will be required.
14. To provide support and assistance to prospective customers in their business case development and procurement process.
15. To work with prospects and existing customers in developing and continually strengthening the value and benefits proposition.
16. To produce high quality commercial proposals and documentation which represent the USP's and benefits of the Clinisys product set whilst also detailing why and how these reflect the needs and requirements of the customer.
17. To tailor the value and solution proposition in alignment with specific customer requirements and business benefits and to ensure that these are appropriately reflected by all Clinisys staff supporting the sale.
18. Manage the development and approval of all commercial proposals with all internal customers to ensure all areas of the proposal meets the needs of the customer and is acceptable and deliverable by all internal stakeholders.
19. To qualify customer requirements and develop trusted relationships that position the customer as a strong advocate and supporter and encourage their participation in the securing buy-in and promotion of the proposition.
20. To develop, own and manage the business development plan for their territory.
21. To have a good understanding and knowledge of public contract procurements.
22. To provide bi-weekly territory updates and management reports as requested.
23. To support demonstrations, exhibitions, user groups and reference site visits.
24. To develop and specify the requirements for site visits by prospects to existing clients' sites.
25. To front and attend meetings with clients and prospects, including site surveys.
26. To provide context and management input into the bid process for new and major prospects.
27. To represent the views and requirements including budgetary requirements of the prospective customer in internal discussions.
28. Working in partnership with the Sales Enablement Team, to support the formal handover of opportunities to the Contract Manager via the Sales to Contracts handover process.
29. Working in partnership with the Contract Management Team to formally hand over newly awarded contracts to a relevant project manager and project team via the Contacts to Delivery sales hand over process.
30. To assist in the sales and marketing of all Clinisys products and services.
31. To feed into the business relevant market intelligence and to draw attention to changes or developments that may provide opportunity or threat.
32. To maintain a depth of product knowledge that enables credible presentation and discussion on our offerings and solution.
33. To present Clinisys product and services at Board and Director level meetings to prospective customers.
34. To progress personal development in the role and encourage the development of other team members.
35. Travelling to both customer sites and company offices will be a regular requirement of the role.
36. To contribute to the team spirit within the company and undertake any other task assigned by the Management Team.

Knowledge, skills, abilities:

1. An experienced and accomplished sales professional with a successful track record in selling complex, high value solution propositions to the UK&I Health Systems.
2. A self-motivated, driven and tenacious individual, able to build trust and empathy with prospective customers, who is skilled and experienced in objection handling, negotiation and persuasion.
3. An individual with established credibility and market reputation, able to comfortably operate at Board and Regional levels and able to hit the ground running.
4. The candidate would ideally have multiple years experience in healthcare software sales, preferably with experience/knowledge of pathology and diagnostic services.
5. Excellent communication and presentation skills.
6. Maintain and develop C-Suite level relationship and deliver strategic vision and develop joint strategy plans.
7. Able to translate change into opportunity and appropriately adapt and emphasise the value proposition for the company's products.

Required Experience & Education:

1. Comprehensive understanding of healthcare IT with experience of LIMS & ICE a distinct advantage.
2. Experience in software sales, account management, and customer relationship management.
3. Excellent time management, communication skills at C-Suite level, decision making, human relations, presentation, and organisational skills are also essential.
4. Experience in leadership skills and contract knowledge an advantage.
5. Highly motivated and self-driven.