We are Hiring!

We have an exciting new opportunity at Scope Eyecare & Healthcare for a Healthcare Development Manager to join our UK Primary Care team, covering West Midlands and Staffordshire.

We are looking for people who can connect their own personal vision and values into some of what we do at Scope.

Our vision as a company is to constantly exceed the expectations of our healthcare partners, our patients and our people by bringing together the extraordinary.

The Compensation & Benefits for this role include (but not limited to);

• Performance related bonus
• 24 days annual leave (pro rata).
• Healthcare allowance beginning post probation and increasing at 2 and 5 years service.
• Pension contributions through Zurich beginning post probation and increasing at 2, 5 and 8 years service.
• Company sick pay scheme
• Further Education policy
• Professional Membership

Please read below the full job description for the role and if this is something that you would be interested in, please click apply and a member of the Scope team will be in touch regarding your application.

Healthcare Development Manager (West Midlands and Staffordshire)

This role involves working on partnering with a range of customers in the primary care and payor landscape to develop sales, service, formulary guidelines and results within a defined geographical area.

The PC HDM role includes 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 grow the Scope business and provide cost effective solutions to all stakeholders. The person will be creative, tenacious and persuasive in how they approach their region, finding new ways to access these customer groups to offer results for both parties. The person will be open to continuously learning about their region and the changes in the NHS to better themselves and to prepare themselves for their work with all stakeholders.

Some core elements of the role involve conducting sales calls and partnering with customers across primary care and other health care institutions within the NHS, including NHS Health Boards, Community Health Partnerships and GP clusters. NHS Health Boards will be an important part of this role and a major focus. It also includes calls with primary care clinicians, GP practices, practice-based pharmacists, practice nurses, practice managers, dispensing managers in the area.

This hybrid work will be split 50-50 between the 2 areas. (50% for payor work and 50% primary care practice-based activities

This role involves the delivery of sales and business objectives, maximising the return on resources employed, and operating within the defined practices, ethics, standards, and processes of Scope. The Hybrid role will work with some direction and supervision by management but can plan and implement their own activities with limited assistance. Through growing experience within different healthcare economies, this HDM role is expected to have a consolidated understanding of the Scope product portfolio and services to work with customers consistently and confidently.

The position requires one to work very closely with their Market Access Manager and their Secondary Care counterpart.

Key Responsibilities

Delivery of Business & Marketing Objectives

• Understand local NHS goals & drivers to build strong and mutually beneficial relationships, positioning Scope as the partner of choice.
• Proactively develops and implements account plans for sustainable and long-term formulary inclusion and protection which drive sales revenue growth. Review and alter this plan in line with Scope strategy & direction.
• Responsible for the delivery of pre-set objectives on sales, activity and other metrics as defined by Scope
• Expected to be an experienced Key Account Manager with a proven track record in building relationships across payor customers to drive formulary wins and protection.
• Uses an effective network to build business relationships with relevant key NHS opinion leaders across the assigned geography.
• Provide training, product trials and value propositions to key customers to ensure they have the relevant clinical and financial information.
• Highlight the range of services and resources available from Scope to the customer groups.
• Using a targeting plan work every week to build new relationships with a whole range of roles with GP practices and also within the NHS Health Boards, Community Health Partnerships and GP clusters.

Product Promotion & Sales

• To conduct sales calls both F2F and remotely with customers across primary care and other health care institutions within the NHS, including NHS Health Boards, Community Health Partnerships and GP clusters
• To conduct sales calls with primary care clinicians, GP practices, practice-based pharmacists, practice nurses, practice managers, dispensing managers in the area.
• To conduct sales presentations/service offerings to customers in a range of formats
• To focus all activities and promotional spend on target accounts 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 within the NHS demonstrating flexibility dependent on customer profile
• 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 and in line with company standards
• To address day-to-day issues such as establishing the cost-effectiveness of a meeting without the need for guidance
• To focus on your foundations of product, disease, competitor and NHS knowledge to ensure you have the confidence to deal with the stakeholder set.

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

Business Planning & Time Management

• Production of a territory Account Plan, to be regularly kept up to date and relevant to your territory business and competitor landscape, 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 work closely with the management team to map out a development plan to ensure that your work on the payor side is in line with company expectations
• 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, including sales data, and to update the line manager at an agreed frequency
• 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

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 tailor all account plans in line with the account strategy – to lead on if appropriate and have an active part in localised Matrix Meetings.
• Take personal responsibility for the development of Key Opinion Leaders (KOLs) from NHS Health Boards, Community Health Partnerships and GP clusters perspective within your assigned geographical area.

Market Intelligence

• Within this role, you are expected to develop and maintain a superior 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. You will work to continuously build and document this knowledge.
• 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 exceed expectations
• 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

• Maintain the CRM System in a timely and accurate fashion, and provide detailed information on account and customer activities and insights
• Understand and use all Company systems and business processes effectively
• To maintain all company equipment in a good state at all times, including IT equipment and company car
• To complete all company administration in a timely and accurate fashion
• To have excellent Microsoft Excel capabilities.

Qualifications

• The jobholder will be educated to A-Level or higher in science subjects and will ideally possess a life sciences degree. ABPI qualified is essential for this role.
• The jobholder will require a full driving licence and should ideally be an experienced and strong user of the Microsoft Office software packages

Specific Knowledge, Skills, and Experience

• The jobholder will be required to have completed work with both PC and the payor landscape.
• The jobholder will be an experienced primary care representative with approximately 3-4 years’ experience with either Scope or another pharmaceutical or medical device company
• The jobholder will be an experienced Key Account Manager, having extensive experience working across Commissioner and Payor customer groups
• Importantly, this individual will have delivered a consistently high performance in this period both in terms of objectives and competencies.