Business Development Manager

Description de Poste

MAIN PURPOSE OF JOB :

Responsible for managing, developing, and growing regional key distributor and NHS Cardiometabolic accounts as outlined in the country strategic plans. Also tasked with generating new business through local market access initiatives in both public and private sectors. Working closely with the National Sales Manager, this role involves engaging with local government, policy, and decision-makers to develop new patient pathways and funding sources, supporting national Market Access initiatives locally. Additionally, the role aims to identify new revenue channels through direct sales to the NHS and private sectors, ensuring the retention of high-value accounts via commercial excellence and strong account management.

RESPONSIBILITIES :

Manage key accounts within priority segments to retain profitable business and meet sales and profitability targets. Collaborate with target accounts to identify opportunities and secure new business in high / medium potential areas. Manage the full sales cycle efficiently, identifying decision-makers and stakeholders across procurement, patient groups, and corporate channels. Network effectively to build business cases and value propositions, ensuring successful tenders and quotes. Develop advocates and Key Opinion Leaders (KOLs) to support business growth nationally and locally. Work cohesively with the team to enhance offerings and value propositions, supporting large project implementations and ensuring timely uptake and utilization. Oversee tender processes for prioritized accounts and organize time effectively to maximize engagement and activity levels. Collaborate with internal teams to improve customer experience and conduct regular account reviews. Complete administrative tasks accurately, including call reports, sales funnel updates, and training documentation.

MAIN ACCOUNTABILITIES :

• Achieve regional sales, growth, and margin targets.
• Place instruments in new high-potential accounts.
• Support training and implementation of new business initiatives.
• Improve utilization in growth accounts.
• Manage tenders and contracts from submission to retention.
• Secure market access and funding success in NHS regions.
• Expand corporate portfolio in identified channels.
• Take responsibility for personal development and success.
• Maintain professional conduct and serve as a role model for junior team members.

GENERAL ACCOUNTABILITIES :

Adhere to company policies and procedures to meet statutory, quality, and business standards within the strategic framework of Abbott Rapid Diagnostics. Ensure health, safety, and environmental compliance for oneself and others in line with EHS programs and regulations.

BACKGROUND / EDUCATION

QUALIFICATIONS :

Degree or higher in Business, Biological Science, or related field preferred.

KNOWLEDGE AND EXPERIENCE :

Minimum 5 years in Point-of-Care (POC) or medical devices, preferably diagnostics.

Strong knowledge of managing multiple stakeholders over long sales cycles (> 9 months). Experience in B2B sales, distribution, and understanding of variable purchasing processes in large organizations. Familiarity with local market access, funding routes, and patient pathways.

SKILLS :

Proven sales success with strong networking and relationship-building skills. Excellent negotiation skills. Capable of constructing compelling business cases, including ROI analysis, tender writing, and proposals. Understanding of the healthcare system, funding routes, and patient pathways, with proficiency in engaging with primary and secondary customers at all levels. Fluent in English.

PERSONAL QUALITIES :

Team player with a competitive drive to exceed expectations. Genuine concern for team and business success. Honest, professional, and adaptable to changing priorities. Passionate about improving patient outcomes through early disease detection.

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