POSITION PURPOSE

Reporting to the Head of Client Relationships and Growth Beamtree, the role will be responsible for sales and growth of Beamtree products & services. The Manager, Client Relationships and Business Development (Manager) is responsible for driving the commercial success and customer loyalty of the Beamtree Portfolio within the defined territory.

This will be achieved by identifying, informing, and building advocates within the healthcare community. The role requires the Manager to engage in peer-to-peer Relationships with executives, healthcare professionals including state, national and international Key Opinion Leaders (KOLs) within the health service market.

KEY DUTIES AND RESPONSIBILITIES

Priorities

• Meet and exceed agreed sales targets.
• Enhance the knowledge and benefits of Beamtree’ s portfolio with healthcare communities within your allocated territory.
• Develop and execute a business plan to increase access, market understanding, client support via Executives and Health Care Professionals HCP’s.
• Develop and create/ manage key accounts aligned with Beamtree’s strategy.
• Develop key opinion leaders driving state, national, international networks.

Product Knowledge

• Be seen by clients as a peer and expert in your field and as a valuable resource regarding health analysis and product knowledge.
• Stays current with relevant health service community issues and has an understanding of global health service issues along with literature allowing the Manager to effectively communicate complex information.
• With a command of product knowledge, facilitate highly engaging interactions, effortlessly recalling and appropriately discussing specific information about the relevant Beamtree portfolio or specific subject matter.
• Leverages in depth knowledge of alternative solutions for applicable health services and demonstrates advanced knowledge of the various view-points that contributes to conversations with customers.

Business Development

• Identifies all key decision makers/influencers and has an intimate knowledge of the inner workings of the account.
• Adapts goals, strategies, and tactics quickly and with urgency to capitalize on opportunities in response to changing territory and/or market conditions.
• Develop and implement agreed Territory Business Plan in order to maximise existing and potential business.
• Continually monitor and analyse opportunities for existing and potential business and recommend appropriate approaches to maximise sales.
• Ensure all discretionary expenditure is directed toward the achievement of company commercial objectives whilst at the same time showing a positive return on investment.
• Work in conjunction with territory partners, and other Beamtree internal stakeholders to ensure efforts are aligned to achieve company sales and marketing objectives.
• Understand and optimise the complex relationships and protocols impacting the hospital environment.

Sales Activity

• Develop sustainable business relationships based on customer needs and preferences.
• Comprehensively profiles the key stakeholders and understands each customer’s engagement within the Beamtree portfolio.
• Organises and present high level and impactful proposals to clients in responsive to their needs.
• Effectively utilise all sales support materials, and other resources to maximise sales call quality and implement sales strategy.
• Creates and liaises with Centre of Excellence’s ensure appropriate product opportunity, resources and training is undertaken with key stakeholders responsible for delivering outcomes.
• Identify and progress opportunities through the sales process.
• Is able to succinctly translate information into compelling selling arguments.
• Understands territory dynamics and office politics as they relate to customer access and leverage creative strategies to augment access.
• Ensure effective management of territory by efficient time management, resource utilisation and call frequency rates to meet company requirements.
• Demonstrate value to clients resulting in high renewal rate and the enablement of upsell and cross-sell opportunities.
• Provide reports to showcase corresponding value back to the client.

Core Professional Requirements

• Regularly maintain all data in Salesforce to accurately reflect client, pipeline and forecasting details.
• Meet core professional standards as they relate to administration, reporting, company assets and dress code.
• Maintain a current Drivers License.
• Participate in and add value to discussions at team / Beamtree meetings.
• Be aware of key competitor products and marketing strategies and ensure proper communication.

Health, Safety and Environment

• Take reasonable care of the health and safety of yourself and others.
• Cooperate with Beamtree management in the provision of a healthy and safe workplace.
• Identify and correct unsafe conditions or behaviours and immediately notify the Manager of any serious incidents; complete an Incident / Injury Report and forward to Human Resources within 48 hours where necessary.

View more of the required skills, experience and knowledge in the Position Description.

The Manager will ideally have the following Qualifications, Skills and Pre-Conditions:

• Tertiary qualifications in Pharmacy, Health Science, Coding, Nursing, Business, Marketing or Education. Alternatively, extensive healthcare sales experience.
• Full Drivers Licence
• Proficiency in the Microsoft Office and literacy in data based systems.
• Local and interstate travel is required and will need to be managed.

The Manager will demonstrate skill, experience and knowledge in the following criteria:

1. 1.Demonstrated experience supporting business development within the healthcare industry.
2. 2.Depth of experience in developing, executing, and managing strategic partnerships to drive the implementation of project outcomes.
3. 3.Excellent customer relationship management and communications and presentation skills
4. 4.Experience working within a healthcare and hospital environment, and an understanding of clinical coding.
5. 5.Experience selling technical/software would be advantageous.
6. 6.High level of commercial acumen, with experience in technical/ software advantageous

The Manager reports directly to the Head of Client Relationships and Business Development.

The total base salary is AUD $160,000 + Super.

• STI bonus $80,000
• 5 weeks annual leave

Service Location: Victoria, ACT and New South Wales. (A Melbourne based candidate is preferred, however Sydney will be considered for an exceptional candidate).

PRE-EMPLOYMENT PROBITY CHECKS

Information on a person’s suitability for appointment is obtained for all appointments. Potential appointees will be asked whether there are any reasons why they should not be appointed such as: Information on a person’s criminal history and other associated probity checks will be sought from those candidates whose application has progressed to shortlisting for interview.

REFEREES

You will need to provide details of three (3) professional referees. To do so, complete the relevant fields in the Candidate Profile. You should carefully consider who you select to approach to provide reference advice. Your current manager must be included. It is customary for referee reports to be requested after interview and if you are the preferred candidate, your permission will be requested prior to contacting your referees.

PERSONAL INFORMATION

HG complies with the Privacy Act 1988 (Cth), all applications are treated by HG in strict confidence, however in submitting an application you are extending permission to share your application with the Selection Panel.

Personal Information will be used to assess your suitability for appointment to this Positions Health Services. As part of the selection process, personal information will be dealt with in accordance with HG’s Privacy Policy and the Information Privacy Act 2009.