I have been appointed to find a senior sales management professional by a global company that employs over 2000 staff across 11 R&D and manufacturing facilities, plus an additional 9 offices worldwide. The core products they wish their new National Sales Manager to focus on are Endoscopic, Urology, and Consumables products.
They seek a candidate based somewhere in the UK who has experience within this sector. This opportunity may lead into a Directorship level appointment within a company that is extremely focused on expansion and acquiring new market spaces.
Role Overview
The National Sales Manager will be responsible for driving revenue growth and market share for our endoscopy consumable portfolio (e.g., biopsy forceps, snares, needles, clips, and cholangioscope, plus further new products). The primary focus is securing and maintaining positions on NHS Supply Chain frameworks while managing a field‑based sales team to drive "pull‑through" at the Trust and Health Board level and execute strategic commercial plans to ensure our products are the "standard of care" in GI suites across the country.
Key UK‑Specific Responsibilities
* NHS Framework Management: Lead the strategy for NHS Supply Chain tenders (e.g., Tower 4 or relevant Clinical Gastroscopy frameworks). Ensure the company is awarded "ranked" positions to allow Trusts to buy.
* KOL Development: Build relationships with influential UK bodies such as the British Society of Gastroenterology (BSG) and JAG (Joint Advisory Group) accredited units.
* Private Sector Growth: Oversee sales into private groups like Spire, Nuffield, and Ramsay Health, ensuring a "dual‑track" strategy for both NHS and Private markets.
* Team Leadership: Manage a team of Territory Managers across the UK (North, South, Midlands/Wales, and Scotland/NI).
* Cross‑Functional Collaboration: Partner with Marketing for product launches and Supply Chain to ensure inventory levels match forecasted sales.
* Global Key Exhibition Support: If the Group needs our presence in certain exhibitions, it is our responsibility to support.
* Procurement Knowledge: Deep understanding of NHS England procurement, Shared Business Services (SBS), and Scotland/Wales/NI equivalents.
* Experience: 10+ years in MedTech, and at least 5 years of leader experience specifically with Endoscopy high‑volume consumables (Single‑use vs. Reusable).
* Credentials: MIA / LSI National Credentialing (required for hospital/OR access in the UK).
* Clinical Focus Experience: ERCP (Cholangioscope), EUS, and GI bleed products highly desirable.
Core Competencies
* The "Consumable Mindset": Ability to manage high‑volume, repetitive sales cycles rather than just one‑off capital deals.
* Analytical Rigor: Proficiency in CRM to track KPIs, pipeline health, and conversion rates.
* Negotiation Skills: Experience navigating the complex "Value Analysis" process in hospitals to displace entrenched competitors.
* Adaptability: A touch of wit and resilience to handle the fast‑paced, often high‑pressure environment of the Operating Room/Endo Suite.
Performance Indicators (UK KPIs)
1. Annual Revenue Growth: Total sales vs. budget.
2. Trust Conversion Rate: Number of NHS Trusts that have switched to your consumable brand.
3. Market Share vs. Spend: Tracking the "share of wallet" within specific ICBs.
4. Team ROI: Managing the cost‑to‑sale ratio in a capped‑price NHS environment.
5. Sales Force Retention: Growth and turnover rates of the sales team.
Territory: UK
The National Sales Manager will start with a small team and expand, grow, and develop the client's range of Endoscopic/Urology products. The role requires strong new‑business sales to large end‑users and developing a strong distributor network – a Hunter mentality is essential.
There is huge potential to add new products to the range; the group has many new products under development, and product development and innovation are the company's mantra.
Salary depends on the candidate; the company is willing to pay more for a highly capable professional. Commission is based on a percentage: 70%+ of Target, with 2% and 3% over target.
Training is 100% provided. The role reports directly to the CEO.
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