STAR Medical

STAR Medical

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career insights

January 2007

Steve Tarpey joined Boehringer Ingelheim after 12 years in the pharmaceutical industry. Promoted to Sales Director in July 2006, he is responsible for setting the salesforce strategy and ensuring the effectiveness of the processes for the motivation and direction of the company’s 300 sales staff. He explained why he feels Boehringer Ingelheim has such a low staff turnover.

Last year Boehringer achieved 2nd position as the Employer of Choice within Pf’s ‘Company Perception, Motivation and Satisfaction Survey’ and was placed within the ‘Sunday Times 100 Best Companies to work for’ for the fifth time in a row. How does that make you feel?

We are proud of these achievements. They confirm we are succeeding in our mission to ensure employee engagement my number one objective. We are extremely consultative and work hard to ensure buy-in to the company objectives. These external measures are further echoed by an anonymous employee survey which showed that a very high proportion of our field force is positive towards the company with an employee commitment index of 91 compared to a European Pharma Industry benchmark of 59. This tells us that our people feel connected with the company; they care about it and identify with what it is trying to achieve. As a result, they have strong ownership for their work and feel motivated to deliver their objectives. Turnover here is just 8% per year.

Why does Boehringer Ingelheim routinely achieve such accolades?

We continue to benefit from being family owned but our culture has evolved over the last 5-6 years. The biggest difference has been providing clarity on our strategy, ensuring focus for the future. From this we have been better able to recognise top performers by implementing a transparent promotion and rewards scheme. We now offer top quartile salaries, fantastic benefits and an excellent car policy. We are serious about our employee development programmes and have also developed a robust succession planning scheme to maximise talent.

How would you describe the culture at Boehringer?

‘Always Individual, never alone.’ We allow people the freedom to be themselves and bring diversity to the table. It is a ‘no blame’ culture, where people are encouraged to take risks (within the bounds of the ABPI). If the risks don’t pay off we are constructive, making sure we learn from our mistakes and move forward. The hierarchy is in the background, and everyone’s opinion is valued and welcomed.

How are you meeting the changing needs of the NHS?

Our challenge is to work even closer as a total team across all elements of the business; sales, marketing and medical. We will only succeed by being customer intimate and flexible at representative and field management level. We are working hard to ensure that people are properly empowered to make the right decisions around customer segmentation and manage key accounts within the local NHS networks to drive their business forward.

How are you empowering your Key Account Management?

We are upskilling all our salesforce, and helping them to map out the local networks, identify stakeholders and influencers and plan the inputs into those networks. They are then coached on building positive relationships with appropriate individuals within the network. Nowadays, it is such a complex environment. This is why our Unit Business Managers are empowered to differentially resource to reflect the needs of their local NHS. We are trying to role model excellence in Key Account Management and continually share best practice to help us become the partner of choice for the NHS.

One of Booehringer Ingelheim’s key strategies for success lies in effective ‘Key Account Management’ - developing high sales potential from fewer accounts. Lucy Randle talks about this hot topic and shows that sometimes less is more.

Choosing to change your job is a major decision and can sometimes result in significant upheaval. It is important that you take time to consider and avoid the temptation to rush into something that on the surface seems exciting and new. Whether the move is internal with your current employer or external with a new company altogether, you should take time to consider if it is a step in the right direction towards your longer-term career goals.

If you have heard the statistic that 80% of business comes from 20% of customers you will understand why Key Account Management is a smart way to work. To be successful as a Key Account Manager you need to change your mind-set. Instead of visiting hundreds of customers just a couple of times a year you will need to focus on visiting fewer high potential customers more frequently.

Identify your key accounts

You can use historical sales data to see how your products have been performing and identify any patterns. Divide your customers into 4 categories and focus on the first 2:

Customers with high growth potential often experts in their field or those who work in geographical areas with a greater need for your product.
Guaranteed business requiring continuing customer service and special attention.
Existing customers with lower potential due to changing business needs.
Customers with little or no potential.

Fact find

Find out the names and contact details of these customers. Consider who you might need to speak to first in order to reach them. Uncover their goals and needs and bear in mind any possible restrictions, for example local PCT guidelines.

Customer service

Always deliver what you promise. Be clear in your own mind about the service you can offer and then make sure the customer knows what they can expect. Keep your team members in the loop so that they too are sensitive to your key customers’ needs.

Planning & evaluation

Stay focused on your own objectives too. What are your goals - to encourage the use of value-added services or simply to increase sales? Evaluate your sales figures and identify any trends that can be further developed. Make plans for how you’ll generate leads and set targets with specific times and dates. Note which approaches have been most successful and repeat! Most importantly, continually evaluate your relationship with the key customer. Learn from the strengths and weaknesses of your competitors’ relationships with the customer too.

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Paediatric Representative, £28-32k plus £9k bonus

Location: Surrey, Sussex, Berkshire and Oxfordshire

Salary: £28-32k plus £9k bonus

Notes: Paediatric Representative Surrey/Sussex/Berks/Oxon - Paediatric Nutrition Full Time **Are you looking to take the next step into a hospital position? If you are currently a GP/Hospital representative we could have the ideal role for you!** For your hard work you will receive a competitive basic salary of £28 to £32K plus a £9000 bonus The successful candidate will be required to identify, develop and manage key paediatric influencers, building sustainable partnerships to deliver sales and profit target for a defined group of health economies. You will be expected to continually look for new opportunities for niche paediatric products and/or gain leverage for the clinical business. We are looking for a candidate who is commercially aware, self motivated and thrives in a highly competitive market place. The ideal candidate should have a track record of success within paediatrics, healthcare or secondary care. For more details please call David TODAY on 01225 336 335 or send your CV to david@starmedical.co.uk

Territory Sales Rep - up to £30k salary!

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Notes: Territory Sales Rep - Account Manager Northamptonshire Salary of up to £30K Are you looking to move in to a fantastic account manager position? If so, we have a sensational role which offers the opportunity to work within PCTs, Hospitals and GP surgeries. A new product launch and patch are also due in 2009, so this is an exciting time to join this company! The Opportunity This unique and exciting opportunity is ideal for a confident individual, who will cover the Northampshire region.  You will take ownership for and deliver sales performance by developing key opinion leaders to maximise business opportunities in this expanding organisation.  Reporting directly to the Regional Business Manager, you will allocate your time between shaping and implementing strategies at regional level.  You will facilitate a continuous process of improvement in all areas pertaining to sales performance. We need a candidate who can demonstrate account management responsibilities in either the pharmaceutical industry or the FMCG market. You may also come from a results driven GP/Hospital role or possibly a GP role. If you’re a driven and business focused individual, we want to hear from you now! To apply for this position please contact David Alexander on 01225 336335 or alternatively email me on <a href="mailto:david@starmedical.co.uk">david@starmedical.co.uk</a>

Healthcare Development Manager

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Salary: £45-50k plus bonus and benefits

Notes: Healthcare Development Manager Scotland & Northern Ireland   We at STAR are lucky to have an exceptional opportunity for a highly driven candidate to become a Healthcare Development Manager for a top healthcare company. The exceptional candidate will have the opportunity to earn an extremely competitive salary of £45 - £50k, dependent on your experience, capitalise on a fantastic bonus structure, in addition to fantastic benefits!   Our client is looking for a self motivated, success driven salesperson with an enthusiastic and positive outlook. You will be responsible for the negotiation and management of contracts and gaining tenders.   The ideal candidate will have demonstrable and successful sales experience within the healthcare market with evidence of sales success, along with experience of leveraging commercial outcomes, gained from working predominantly in a commercial/key account management role. The successful candidate must meet the following criteria:   •           Live in Scotland •           Have an excellent understanding of the UK Healthcare System, its structure and priorities. •           Evidence of ability to network across clinical and non-clinical levels of the NHS. •           Commercial acumen with experience of negotiation and management of contracts and tenders. •           Presentation, negotiation and project management skills are essential.     If you are passionate about achieving excellence & are able to demonstrate effective use of initiative then this is the role for you! Interested? Then please contact Tom on 01225 336 335 or email a copy of your CV to <a href="mailto:tom@starmedical.co.uk">tom@starmedical.co.uk</a>

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Location: South England

Salary: very competitive plus perks and bonus scheme

Notes: Sales Representative Southern England   We at STAR are lucky to have an exceptional opportunity for a highly driven candidate to become a Sales Rep for a top capital equipment company. The exceptional candidate will have the opportunity to earn a competitive salary dependent on experience, plus perks the opportunity to capitalise on a great UNCAPPED bonus structure!   Our client is looking for a self motivated, success driven salesperson with an enthusiastic and positive outlook. You will be responsible for promoting our client's portfolio of Mass Spectrometers to universities, research labs, and pharma companies with major research facilities. As you will be selling to professors, and senior scientists you should have a scientific background, or have sold a similar product previously.   The ideal candidate will have demonstrable and successful scientific capital equipment sales experience. The successful candidate must live on patch, be a strong relationship builder, have a consultative approach to sales, and have the ability to identify and develop KOLs.   If you are passionate about achieving excellence & are able to demonstrate effective use of initiative then this is the role for you! Interested? Then please contact Tom on 01225 336 335 or email a copy of your CV to <a href="mailto:tom@starmedical.co.uk">tom@starmedical.co.uk</a>.

Sales Rep, top healthcare company

Location: Kent

Salary: Very competitive salary plus perks

Notes: Sales Rep Kent   We at STAR are lucky to have an exceptional opportunity for a highly driven candidate to become a Sales Rep for a top healthcare company. The exceptional candidate will have the opportunity to earn an extremely competitive salary, dependent on experience, plus the usual perks.   Our client is looking for a self motivated, success driven salesperson with an enthusiastic and positive outlook. Your primary objectives are to build and maintain effective customer relationships which will maximise the sales of one of our client's leading brands.   The ideal candidate will have demonstrable and successful healthcare sales experience, with particular experience selling to dentists and hygienists. The successful candidate must live on patch, and have demonstrable sales success in OTC, FMCG, or the generics markets within the medical sales industry.   If you are passionate about achieving excellence & are able to demonstrate effective use of initiative then this is the role for you! Interested? Then please contact             Adam on 01225 336 335 or email a copy of your CV to <a href="mailto:adam@starmedical.co.uk">adam@starmedical.co.uk</a>

Leadership and Development Manager, £50-60k!

Location: Middlesex

Salary: £50-60k dependant on experience, plus perks

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Sales Specialist/Hospital Specialist West London

Location: West London

Salary: Very competitive

Notes: Sales Specialist/Hospital Specialist West London CNS   Are you looking to further your career with an esteemed, innovative company? Are you ready to embrace a challenge and be rewarded for your hard work? If so, we have an exceptional opportunity to join this awesome company as a Sales Specialist/Hospital Specialist available now...   We need a candidate that has a proven track record of sales success in selling into hospitals. Any experience on patch would also be very useful.   Requirements: -Educated to degree level or equivalent -Full driving licence -ABPI qualification -Experience of working in an NHS or pharmaceutical industry role -Proven track record of sales & business management success -Proven track record in influencing the prescribing decision-making process across hospitals and primary care   If this sounds like the role for you then contact Laura for more details on 01225 336335 or alternatively email me at <a href="mailto:laura@starmedical.co.uk">laura@starmedical.co.uk</a>

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Salary: Competitive

Notes: PCB Account Manager Essex Are you looking to further your career with a well-respected, progressive and innovative company? Are you ready to embrace a challenge and be rewarded for your hard work? If so, we have a sensational and rare opportunity to join this fantastic company - available now. Your role will be maximising prescribing of our clients brands through working with PBC groups, key influencers and prescribers. You will be designing and delivering solutions to PBC related issues that develop our clients business across therapy areas. You will be accountable for facilitating change programmes that shape the environment favourably for your brand in the PBC groups. Driving PBC solutions within the wider account team (including working with local sales teams), you will also be accountable for pro-actively identifying what is needed for your account team to succeed. Requirements: -Knowledge of Practice Based Commissioning (PBC) & experience of working in an NHS or pharmaceutical/healthcare industry role. -ABPI qualified. -Knowledge & experience of PCTs. -Self starter & effective problem solver - accountable for own actions and results If this sounds appealing and you fit the requirments above then do not hesitate to contact me for more details on 01225 336335 or alternatively email me at laura@starmedical.co.uk

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Care Homes Account Sales Manager, Kent

Location: Kent

Salary: Competitive salary, company car, pension, healthcare and other incentives

Notes: CARE HOMES ACCOUNT SALES MANAGER Location: Kent   Excellent Account Management opportunities with household name!   This is an exciting opportunity to support the definition and delivery of the national Care Homes sales strategy for existing and new business for a very well known and respected organisation.   You will drive care homes service opportunities in the region, including the sales of a prescription delivery system, in order to contribute positively to the sales and profit element of the account; in addition, you will help to develop and deliver the regional marketing plan for the Care Sector making effective use of new developments to land new opportunities within the Kent region.   We are looking for any experienced Account Managers or healthcare sales professionals who are looking for a change. Ideally you will have some experience or knowledge of the care home market and / or be an experienced Territory/Account Manager with knowledge of dispensing accounts.   Our client is looking to pay a competitive salary along with a company car, pension, healthcare and other incentives!   This exceptional role will be filled quickly, do not let this fantastic opportunity to develop your career pass you by!   Interested? Don’t miss out, apply immediately; please send your CV including recent achievements to adam@starmedical.co.uk   or call Adam now on 01225 336 335; we look forward to hearing from you.

STAR Medical

STAR House / 4 Kelso Place / Upper Bristol Road / BATH BA1 3AU

Tel: 01225 336 335 / Fax: 01225 326 398 / Email: solutions@starmedical.co.uk

STAR Medical Ltd. is registered in England & Wales Reg. No. 448 7307.
STAR Medical Contracts Ltd. is registered in England & Wales Reg. No. 577 0769.
Registered address 4 Kelso Place / Upper Bristol Road / BATH BA1 3AU.

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career insights

January 2007

Last year Boehringer achieved 2nd position as the Employer of Choice within Pf’s ‘Company Perception, Motivation and Satisfaction Survey’ and was placed within the ‘Sunday Times 100 Best Companies to work for’ for the fifth time in a row. How does that make you feel?

Why does Boehringer Ingelheim routinely achieve such accolades?

How would you describe the culture at Boehringer?

How are you meeting the changing needs of the NHS?

How are you empowering your Key Account Management?

Identify your key accounts

Fact find

Customer service

Planning & evaluation

exceptional job search

advanced job search

top ten jobs

Paediatric Representative, £28-32k plus £9k bonus

Territory Sales Rep - up to £30k salary!

Healthcare Development Manager

Sales Representative, top capital equipment company

Sales Rep, top healthcare company

Leadership and Development Manager, £50-60k!

Sales Specialist/Hospital Specialist West London

PCB Account Manager

Care Homes Account Sales Manager, Kent