ABOUT THE ROLE
Reporting to the Customer Services Manager, Respiratory, the Key Account & Tenders Executive will be the first point of contact for our customers in our key accounts. These include NHS Supply Chain (UK), Health Service Executive (ROI), Business Services Organisation (NI) and National Services (Scotland). As part of this role the Key Account & Tenders Executive be responsible for the management and coordination of those tenders, pro-actively seeking new opportunities and working within tight deadlines with a high level of attention to detail. Other responsibilities will include promotion of new contract awards to the wider commercial team and customers, with concerted contract performance management to maximise revenue generation and contribute to company growth, in addition to providing regular update reports; and coordinate all rich data management.
KEY ACTIVITIES
Key Account ownership
- Developing relationships with our key accounts.
- Serve as the link of communication between key customers and internal teams.
- Acquiring a thorough understanding of key customer needs.
- Expanding the relationships with existing customers.
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
- Host quarterly review meetings with Key Accounts to ensure service requirements are met.
- Ensure maximum Revenue Generated through sharing of information and promotion with commercial teams. (Sales & Marketing)
Tenders
- Conduct regular tender searches and complete applications for relevant opportunities within domestic market.
- Coordinate the entire tender process from expression of interest to bid submission, ensuring deadlines are met through timeline management and chairing of regular status meetings with Commercial Team members to ensure submissions are completed with a high degree of accuracy, on time and in full.
- Ownership of tendering and contract performance management, use initiative and creative ideas to improve existing administration structure, reporting, and revenue generation from contracts and framework agreements.
- Work closely with the relevant Commercial Team leaders to ensure that tender responses achieve the maximum scoring and review contract awards for continuous improvement opportunities for future bids.
- Provide the Commercial Team leaders with notification of awards and unsuccessful bids; such will include a report and coordination of a meeting to agree actions around opportunity value, verification of award pricing and specifications, review of stocks, identification of marketing & training requirements, contract acceptance, and agreement of performance management KPIs and report schedule.
- Regular contract performance reports demonstrating performance against agreed KPIs and proactively highlighting opportunity potential to the commercial team to maximise revenue generation.
- Maintain rich data for all relevant SKUs and ensure accuracy of product data on third party product catalogues.
- Research industry trends and work with NHS to get an understanding of Sustainability in the NHS.
Other
- To adhere to the company’s Equal Opportunities policy and Dignity at work policy in all activities and to actively promote equality of opportunity wherever possible
- To be responsible for your own health and safety and that of your colleagues, in accordance with the company’s’ Health and Safety policy
- To adhere to the company’s Quality policy and Environmental policy
- To undertake other duties as may be reasonably required
KEY SKILLS
Essential
- Proven work experience as an Account Manager, Junior Account Manager or Contracts relevant role.
- Demonstrable ability to communicate, present and influence key stakeholders
- Solid experience with CRM software and MS Office (particularly MS Excel).
- Experience delivering client-focused solutions to customer needs.
- Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail.
- Excellent listening, negotiation and presentation abilities.
- Highly organised.
- Ability to learn quickly and retain technical information.
Desirable
- Previous experience within a medical device business
- Understanding of NHS procurement
KEY WORKING RELATIONSHIPS
Internal
- Commercial including Sales & Marketing
- Warehouse/Operations
- Finance
External
- Hospital Trusts
- Tendering bodies
COMPETENCIES
Creativity – Produces creative and original ideas and solutions. Likes to find and explore new ways of doing things. Comes up with alternative possibilities and options.
Problem solving – Generates and promotes solutions. Sees clearly which is the best way forward. Able to make decisions and commitments within appropriate time frame.
Commercial Orientation – Ensures appropriate data is used to evaluate risks. Looks at the wider implications and is likely to try to assess the long-term impact. Influences others and intervenes to get appropriate results.
Resilience – Can work under pressure, remains calm, thinks clearly and manages emotion under pressure. Addresses issues without being aggressive or controlling and can easily bounce back from setbacks. Is open to feedback and doesn’t dwell on past events.
Networking – Feels relaxed about relating to people and soon forges and builds relationships. Works well in an environment of mutual support and information sharing. Is not afraid to direct people or ask for their help.
Team Working – Enjoys participating in group activities and likes to work in close proximity with other people. Is ready to collaborate with and support others and is willing to co-operate and compromise for the overall good.
Supporting Others – Enjoys supporting other people and is prone to getting involved and trying to help them when they have problems. Is comfortable to contribute to joint endeavours and enjoys team work. Is willing to let other people depend on them.
Following Directions – Is motivated to accept and comply with standards and instructions and has a strong conscience about delivering what is promised or expected. Doesn’t like letting people down and works productively in cooperation with, and support of others.
Analytical – Enjoys analysing qualitative data but also considers quantitative and seeks to identify and explore they key elements in information before making commitments. Tends to like to use facts and figures when planning and reporting and is concerned about accuracy and detail.
Planning and Organising – Thinks things through well in advance and maps out future activities, taking the key stages and requirements into account. Likes to monitor to ensure that things are implemented and delivered effectively.
Quality Orientation – Is precise, pays attention to details, checks things and ties up ‘loose ends’. Has a strong conscience about getting things right and seeks to ensure that decisions and solutions do not involve undue risk, adheres to policy and standards.