Business Development Manager-Transfusion Medicine

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Company: IMS Group

Location: Toronto, ON M4E 3Y1

Description:

Job Descriptions:
  • Leads and advocates for all facets of the Transfusion Medicine product lines through the development and execution of product line strategies.
  • Support marketing with the forecasting activities for the demand for instruments and automation, contributing to annual revenue planning, unit sales projections, and financial objectives, as outlined in the Annual Operating Plan (AOP).
  • Introduce to the sales team the new tools and initiatives to propel essential marketing endeavors.
  • Support Marketing in the development of competitive marketing strategy and assesses customer priorities by conducting market evaluations and analyzing customer and competitor dynamics. Maintains up-to-date knowledge of market trends and evaluates their implications on strategy. Utilizes market segmentation to identify and evaluate gaps and opportunities, strengthening the market position accordingly.
  • Collaborate for sales training needs and meetings in partnership with sales and marketing leadership as well as learning and development.
  • Establishes and nurtures business relationships with key opinion leaders in the market, while actively monitoring industry advancements and market shifts through market research, customer interactions, and competitive analysis. Identifies and collaborates with current and prospective Key Opinion Leaders for involvement in research and development initiatives and new product development endeavors.
  • Leverages third-party market data analysis to gauge performance against and propel business objectives forward.
  • Engages actively and holds leadership roles in customer VIP events, presentations, and instrument demonstrations. Takes the lead and oversees national tradeshows, congresses, and customer events. Handles technical and customer communications effectively.
  • Effectively secures access to competitive accounts by adeptly tailoring messaging strategies to resonate with laboratory, procurement, and C-suite stakeholders within hospital settings.
  • Demonstrates expertise in the healthcare market and clinical laboratory operations, aligning Company value proposition with industry drivers. Proven track record in selling In Vitro diagnostic laboratory product portfolios and automation systems, leveraging competitive insights to craft winning strategies and achieve successful conversions in the clinical laboratory landscape.
  • Delivers impactful sales messages to assist customers in reaching defined business and technical objectives. Formulates sales process strategies to secure competitive business, collaborating closely with internal teams including Account Managers, Field Application Specialists, North America Transfusion Medicine Leadership team, National Sales Manager, and technical personnel. Assists the National Sales Manager in conducting quarterly Business Plan Reviews. Establishes relationships with key regional influencers, such as distributor partners, marketing teams, strategic accounts, and Key Opinion Leaders (KOLs). Provides coaching and development opportunities for team members, offering constructive feedback to support the National Sales Manager in implementing effective development plans for Account Managers.
  • Proficient in strategic Territory Management and adept at prioritizing sales efforts based on meticulous analysis of sales data and market dynamic, this role entails leading best practice sharing initiatives within the region, fostering a culture of continuous improvement among Account Managers, and collaborating closely with the National Sales Manager to enhance team performance. Additionally, the role involves assisting in formulating and executing comprehensive business plans and forecasting strategies. Active participation in industry events, trade shows, and customer sales events is crucial for building brand presence and fostering customer relationships. In alignment with the North America Transfusion Medicine Leadership team, the Business Development Manager, Transfusion Medicine will provide vital support to the Sales team by implementing workflow tools for tailored solutions and assisting the project leader in complex instrument and TM Automation installations. Furthermore, the ideal candidate will possess a keen understanding of competitive sales trends, enabling them to educate and empower the team to adapt and excel in the marketplace.
  • The Business Development Manager, Transfusion Medicine will be responsible for reviewing, updating, and implementing TM Automation bids, quotes, and Requests for Proposals (RFPs). The ideal candidate will be an expert in TM Automation with a strong understanding of Process Flow and Lab Economics. Additionally, the role involves analyzing and interpreting data and reports to drive business needs that require automation solutions. The Business Development Manager, Transfusion Medicine will play a crucial role in identifying overarching customer business challenges to inform the construction of effective TM automation solutions. Collaborating closely with the North America Transfusion Medicine Leadership team, this role will serve as the primary contact for all TM automation needs.
  • Perform other work-related duties as assigned.


Job Requirements:
  • Bachelor's degree in Business, Life Science or related field or equivalent experience
  • 5 years of experience in the Healthcare Industry and selling in the Transfusion Medicine market. Expert on the Healthcare Market and changes within the industry.
  • Prior capital equipment sales experience and/or Marketing experience is a must with strong preference for Hospital Clinical Laboratory.
  • Strong 3 years performance track-record rated within the top 10% of the company.
  • Excellent writing and oral communication skills are required. Proficient in MS Word, Excel, Powerpoint and Outlook
  • A valid driver's license issued in Canada paired with a clean driving record is required.
  • Fluent in both French and English, both written and verbal, is an asset.
  • Ability to travel 60% both domestic and international.

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