Territory Manager UK (Scientific)

Company Information and Introduction:

Technopath Distribution Ltd is a specialised, value\-adding distribution businesses, supplying essential products and services to the Healthcare, Pharma, Life Sciences and Food Sectors across Ireland and the U.K.

We focus on three key sectorsIn vitro diagnostics (IVD), Scientific and Medical,. The Medical and IVD Divisions provide innovative products and services to the Acute Hospital, Medical Pathology, Community Care and Blood Technology sectors and Scientific Division provides specialised products and services to the Pharma, Life Sciences, Food and Dairy sectors.

Our business model is built on forming long\-term partnerships with globally leading manufacturers, many of whom are leaders in their fields. Our role is to provide exceptional localised service levels that ensure we are not just supplying a product but rather providing solutions that help our customers deliver outstanding results.

Technopath Distribution Ltd (in addition to Accuscience In Ireland, also owned by Diploma). are both operating companies within the Lifesciences Sector of Diploma PLC (DPLM), a FTSE 100 company.

Diploma PLC acquired Technopath in 2014 and Accuscience in 2022\. The acquisition of Accuscience has opened up a very significant opportunity for both companies to collaborate in partnership, implementing a single unified strategy in Ireland and the UK. In July of 2023 a decision was made to amalgamate the leadership teams of both companies to ensure a unified approach to strategy execution. We have very significant opportunities to grow and develop our business and our 120\+ strong team, and we are seeking a fantastic Product Applications Specialist who will have the opportunity to grow and develop with the business.

A LITTLE ABOUT US – PURPOSE \& VALUES.

In Accuscience and Technopath we place significant emphasis on creating and maintaining an environment focused on driving our effectiveness as a team so as to deliver the best possible results for both our customers and our companies. Our organisational culture continues to evolve as we progress our journey to becoming a purpose led, values driven and customer centric enterprise with a caring and authentic cultural operating system. As part of Diploma PLC, we have ‘*the best of both worlds’* operating model, the decentralised approach of Diploma allows for independent, quick, local decision making yet we enjoy the financial leverage of being part of a FTSE 100 PLC with a market capitalisation of over £4B.

With the support of Diploma PLC, we continue to invest significantly in our infrastructure ensuring we have the necessary resources in place to continue to exceed customer expectations in an increasingly complex and highly regulated marketplace. We have big ambitions to grow our business, both organically and through further acquisition in the Ireland and the UK region, strong growth is essential for the company to achieve its financial ambitions and to provide exciting personal and career development opportunities for high performing individuals within the group.

We have a clear strategy focussed on delivering strong underlying organic performance in specific market segments we target within each sector. We are investing in our financial and logistics infrastructure to ensure our operating model is future proofed in terms of service delivery. Our business strategy and investment program are fundamentally important to us fully realising our ambitions, but the most important contributor to success is our team and the individuals within the team fully realising their own potential.During 2023 we worked together as a team to identify the values and behaviours we would aspire to in order to create a high performance environment. Given the importance we place on our operating culture any prospective new member interested in joining the team should reflect carefully on the statements below to ensure their necessary comfort and confidence that they can thrive in our team environment.

OUR PURPOSE

*We make a difference in people’s lives*

• Together, we strive to be the partner of choice for leading Medical, IVD and scientific solution providers as well as our healthcare and scientific customers.


• We nurture a supportive, inclusive, and rewarding culture where people are proud to work, one in which our committed and dedicated teams take responsibility/ownership and create a high\-performance culture.


• We support a collaborative environment where careers are developed, and opportunities are accessible to all.


• Our people, processes and entrepreneurial spirit enables us to scale our business faster and deliver consistently strong financial performance in a responsible and sustainable manner.


• Combining and leveraging our reputations will allow us to create a strong platform for our future.


• The *Territory Manager UK (Clinical Pathology)* role is a field\-based commercial position with responsibility for the UK business of Technopath’s Clinical Pathology portfolio. The main purpose of the role is to deliver on our short, medium and long\-term business objectives for the UK business. The Territory Manager UK is central to our ambitions in driving business expansion into new markets while at all times ensuring that the highest level of integrity is maintained across all business activities and undertakings. The role will involve a considerable level of engagement with internal and external customers and suppliers. Ultimately the Territory Manager is responsible for ensuring that all goals \& operational targets for the UK entity are achieved to optimise performance, drive growth, and deliver on our purpose for customers and suppliers.

Key Responsibilities and Duties:

• Prioritise, plan, and execute sales activities to deliver outstanding business results. This includes actively prospecting new business leads and optimal management of existing accounts.

\- New business development \- researching and targeting potential new customers via cold calling/web\-based prospecting.

• Effective management of existing accounts by maintaining excellent customer relationships, adding value and seeking opportunities for further portfolio usage.


• Expertly demonstrate and present Technopath’s products in a highly impactful manner ensuring customers fully appreciate the value of the portfolio.


• Works closely with the UK Business Manager to establish \& review sales \& business activity targets. Conduct regular forecasts to ensure targets are achieved in line with the company objectives.


• Develop well\-thought\-out account \& territory business plans in line with company strategy. Regularly reviews progress against those plans adjusting tactics as required to deliver outstanding results.


• Develops a complete and thorough understanding of the relevant portfolios, product value propositions, customer sectors and market dynamics sufficient to enable effective identification of new business opportunities.


• Ensures that agreed revenue and margin targets are achieved.


• Delivers an outstanding level of customer service and responds to all sales/ support enquiries in a timely and thorough manner.


• Provide front\-line technical support for existing customers and works closely with our customer service and technical teams to exceed customer expectations.


• Ensures that all stages in the sales process including all relevant customer/account/quotation details are recorded in Technopath’s CRM System (Salesforce).


• Work cross\-functionally with other Technopath teams to ensure the best result for the customer namely, Marketing, Technical Operations, Finance, Quality and Sales Order Processing.


• Creates and maintains effective working relationships with our internal and external suppliers and works with them to resolve any customer issues.


• Liaises with the SOP/Technical Operations teams to ensure smooth turnaround of capital sales and installations (IQ/OQ).


• Attends exhibitions, trade shows \& internal or external training workshops as required.


• Adheres to all company policies \& procedures.

\- Work to execute the UK business strategy and operational plans to meet the short\-, medium\- and long\-term goals of the company.

• Continually drive business development \& expansion into new markets ensuring sufficient development of current and new suppliers.


• Champions effective processes and ensures that SFDC is utilised optimally as a customer management and business effectiveness tool.


• Responsible for accurate, timely sales forecasting \& reporting for the UK to enable accurate financial and demand planning.


• Participates in supplier management programs to optimise performance \& identify key areas for strategic growth.

Key Skills and Competencies:* Significant demonstrable knowledge in the field of Sales within the UK Clinical Pathology markets including private and public laboratories operating to ISO 15189 standard.

• Extensive knowledge of working with NHS Pathology Networks and Managed Service Contract providers.


• Educated to at least Degree level, desirable to have qualifications in clinical science and/or Business.Possesses inspiring sales skills with significant experience in meeting and exceeding sales target expectations.


• Proven track record of working as part of a team to deliver on National Level Business Development initiatives.


• Proven track record of involvement in Sales \& Marketing strategy in the UK Clinical Pathology, in particular NHS and private hospital markets.


• Lengthy experience and in\-depth working knowledge of the UK Clinical Pathology sector and of the relevant guidelines (e.g., ISO15189\) within the Clinical Pathology sector.


• Extensive experience in the Clinical Pathology Diagnostics Market in addition to the Clinical Pathology QC market would be an advantage.


• Express a str

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