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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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Territory Sales Manager
Location: N. Thames
Salary: £30K plus bonus
Notes: <p>Territory Sales Manager<br />Continence Care<br />North Thames<br />Permanent<br />£30K plus bonus<br />1008-20<br />STAR's recruiting for a Territory Sales Manager opportunity within a leading European company. You'll develop effective relationships with key primary care and acute trust contacts to maintain existing business and create new clients within your territory. <br />We'd like to hear from candidates with a strong background in medical sales and dealt with both PCTs and clinical staff. You must have the confidence to discuss your products with your clients and an extensive knowledge of operating in the NHS environment.<br />If you would like to be responsible for your own territory and are driven to succeed, we would like to hear from you. If you would like to know more please call Nick on 01225 336 335 or email nick.loades@starmedical.co.uk</p>
Territory Sales Manager
Location: South West
Salary: £30K plus bonus
Notes: <p>Territory Sales Manager<br />Continence Care<br />South West<br />Permanent<br />£30K plus bonus<br />1008-19<br />STAR's recruiting for a Territory Sales Manager opportunity within a global company who have a heritage of more than 190 years. You'll develop effective relationships with key primary care and acute trust contacts to maintain existing business and create new clients within your territory. <br />We'd like to hear from candidates with a strong background in medical sales and dealt with both PCTs and clinical staff. You must have the confidence to discuss your products with your clients and an extensive knowledge of operating in the NHS environment.<br />If you would like to be responsible for your own territory and are driven to succeed, we would like to hear from you. If you would like to know more please call Richard on 01225 336 335 or email Richard.morris@starmedical.co.uk</p>
Account Manager
Location: South West & South Central London
Salary: £33-36K
Notes: <p>Account Executive<br />Capital Equipment<br />South West & South Central London<br />Permanent<br />Salary £33-36K Plus benefits<br />1008-27<br />STAR's recruiting for an Account Executive to maximise profitable rental opportunities with contracted accounts, drive new contract business and penetrate sales opportunities in acute units in South West & South Central London.<br />It's an important sales role in the assisted woundcare close therapy side of the business; you'll need to be a results orientated, self driven individual with a proven track record in sales. The ideal candidate will be an excellent communicator, face to face and over the telephone, with a natural ability to get on with others.<br />You must have capital sales experience, preferably within the pressure care market. A Tissue Viability qualification or wound care background is very desirable.<br />You'll be driven, focused and financially aware to meet your targets. You must be interested and motivated by the evolutionary process and able to think outside the box, whilst adhering to protocols and parameters. You need to be personable, with a good attitude to work, with excellent time management skills.<br />If you'd like to hear more about this exciting opportunity, call Stewart today on 01628 581240 or email your CV to us stewart.musselle@starmedical.co.uk</p>
Product Manager
Location: Basingstoke
Salary: Competitive
Notes: <p>Senior Product Manager<br /> <br />Neurology<br /> <br />Basingstoke<br /> <br />Permanent<br /> <br />Competitive Salary<br /> <br />1007-77<br /> <br />STAR's recruiting for a Product Manager opportunity based in Baisingstoke. This is an exciting opportunity to be working in a highly specialised therapeutic market place.<br />You'll be responsible for the day to day programme support for products in UK and Ireland consistent with agreed strategies and expenditure.<br />In collaboration with Marketing, you will be responsible for all aspects of creating and implementing a market access plan for your assigned products. You'll be responsible for optimising results by developing and implementing effective programmes, consistent with EU and global strategies. Developing pre-launch and launch plans with commercial and medical management teams will also be key for new products in this role. You'll provide a regular input at brand team meetings and to patient outcome surveys for the products. As part of this role, you'll manage the marketing budgets to ensure that it remains consistent with the agreed budget plan and demonstrate an effective spend/sales ratio. <br />The ideal candidate will be educated to degree level or equivalent in life sciences and have experience in product launches and market access strategy. You'll be able to prioritize and deliver key projects within agreed timescales. A self starter and team player who has worked at a management level, you must have experience of secondary care products.<br />You'll be an excellent communicator, have good time management skills and be able to build strong relationships both internally and externally. We'd like to speak to people who have a strong scientific knowledge base and are organised and able to be flexible in a changing environment.<br />If you're interested in this opportunity please email a copy of your CV to samantha.wise@starmedical.co.uk or call Samantha on 01628 581 240</p>
Product Manager
Location: Watford
Salary: Up to £60K plus bonus
Notes: <p>Product Manager<br />Watford<br />Permanent<br />Up to £60K plus bonus<br />Competitive Salary<br />1008-22<br />STAR's recruiting for a Product Manager implementing effective strategy to achieve increased sales of prescription only medicines to pharmacies.<br />You'll be responsible for commissioning market research into ideal promotional platforms and key messages for your products and create launch and development plans using this information. A large part of your role will be to identify and maximise new marketing and sales opportunities as well as a rolling strategic plan for your assigned products. Monitoring of your sales team's activity and performance against assigned targets and budgets.<br />The ideal candidate will be educated to degree level or equivalent in a marketing area, with comprehensive experience in pharmaceutical sales and marketing. You'll need excellent verbal and written communication skills to succeed in this role, combined with the ability to both self-motivate and collaborate with relevant teams to achieve given targets.<br />If you would like to know more about this role, please call Samantha on 01628 581 240 or email a copy of your C.V. to samantha.wise@starmedical.co.uk</p>
Associate/Brand Manager
Location: Berkshire
Salary: Up to £45K
Notes: <p>Associate/Brand Manager<br />Immunology/Gastroenterology<br />Berkshire<br />Up to 45K plus benefits<br />Permanent<br />1008-26<br />STAR's recruiting for a new Brand Manager opportunity. In this role you'll be developing and implementing sales strategies to maximise return.<br />You'll be creating, implementing and managing impactful marketing programmes at a sales force level. Responsible for ensuring that the budget remains within agreed limits, you will liaise closely with the sales management and sales teams to ensure full engagement with pre determined campaigns and brand plan. With this in mind you will need to develop effective ways to implement company strategy and assess ROI through KPIs.<br />We would like to hear from candidates who are educated to degree level or equivalent and have experience in project development and implementing strategic marketing plans, with good knowledge of the marketplace. Demonstrable sales record in the Pharmaceutical or Healthcare sector. You'll have the ability to grasp complex information and react accordingly within your key customer environment. You must have excellent interpersonal skills and previous experience of digital media communication would be an advantage. Computer literacy in and fluency in English are important assets for your role. <br />If you are a self starter who would like to work in an growing company we would like to hear from you.<br />If you'd like to know more please call David Alexander on 01225 336 335 or mail your CV to david.alexander@starmedical.co.uk</p>
Hospital Sales Specialist
Location: East Midlands
Salary: Competitive
Notes: <p> </p> <p>Hospital Sales Specialist</p> <p>East Midlands (Nottingham, Leicester, Derby, Lincoln)</p> <p>Circa 48K</p> <p>Oncology</p> <p>Permanent</p> <p>1008-25</p> <p>We have an exceptional Hospital Specialist vacancy available with a company devoted to the discovery and development of innovative diagnostic and therapeutic products, with a promising pipeline to match!</p> <p>On a daily basis you'll secure meetings and develop relationships with key NHS and private customers in your area including doctors, registrars, nurses, pharmacists, managers and other oncology unit staff.</p> <p>You'll position and sell the product by providing detailed, useful, tailored information about its benefits, based on your product knowledge, which you'll have to keep up to date.</p> <p>To be successful in this role, you should be able to demonstrate proven success in hospital sales. Ideally, you'll have oncology, and strong PCT experience. We would like to hear from you if you're currently a Hospital Specialist, with experience in a niche area. Key Account Management experience is would be advantageous, as well as a good understanding of clinical papers and ability to use them to sell effectively. A life science degree or equivalent or qualification in nursing, pharmacy or a related field is an essential to this position.</p> <p>If you'd like to hear more about this exciting opportunity call Nick today on 01225 336335 or email your CV to us at <a href="mailto:nick.loades@starmedical.co.uk">nick.loades@starmedical.co.uk</a></p> <p> </p> <p> </p> <p> </p>
Area Sales Manager
Location: North of England
Salary: Up to 33K
Notes: <p>Area Sales Manager<br />North of England (North West, North East and Scotland)<br />Permanent<br />Up to £33K<br />1008-24<br />STAR's recruiting for an Area Sales Manager, delivering profitable sales against agreed targets. In this role you will be responsible for effectively promoting and selling products according to internal and external customer needs. Adhering to operating procedures and maintaining awareness of activity in your territory and ensuring that customers are up to date on technical developments. You'll be seeking out new business opportunities as well as maintaining current client relationships. Delivering monthly product, activity and sales reviews to Management will be an important part of your role as maintaining a positive image and consistency of business is vital.<br />The ideal candidate will be educated to degree level of equivalent with demonstrable selling skills into hospitals and the NHS. Knowledge of pharmacy and aseptic units would be a huge benefit to you in this role, as well as an in-depth knowledge of the NHS, capital equipment and disposables. You'll need experience of creating and conducting presentations as this will be a large part of your role.<br />If you are a highly motivated self-starter, please call Stewart on 01628 581 240 or email a copy of your C.V. to stewart.musselle@starmedical.co.uk</p>
Territory Manager
Location: Coventry, Northampton, Milton Keynes, Luton, Oxford, Reading, High Wycombe, Hemel Hempstead, Slough
Salary: Competitive
Notes: <p>Territory Manager<br />Woundcare & Skin<br />Coventry, Northampton, Milton Keynes, Luton, Oxford, Reading, High Wycombe, Hemel Hempstead, Slough (Postcode CV, NN, MK, LU, OX, RG, HP, SL, WD, AL, EN, SG)<br />Competitive salary<br />Permanent<br />1008-31<br />STAR has an exciting new Territory Manager opportunity, in which you'll be responsible for driving sales and market share by building relationships with NHS personnel and customers, ensuring high performance is delivered at all times. <br />You'll be working in our client's Woundcare & Skin division, selling a range of intimate healthcare products.<br />We welcome applications from individuals with experience of working in a sales environment, ideally medical devices or healthcare, and of client negotiation at senior, clinical level. <br />A Bachelor degree or equivalent qualification is very desirable, and experience of working with supplies/procurement would be extremely advantageous. <br />If you'd like to hear more about this exciting opportunity, call Nick today on 01225 336335 or email your CV to Nick at Nick.Loades@starmedical.co.uk</p>
