Job Vacancies

Regional Specification/Commercial Sales Manager

Midlands & North

(specification sales) – healthcare, medical bedhead containment systems

Application deadline: Open (published 01 August 2022)

Location: Midlands & North

Job Title: Regional Specification Sales/Commercial Manager (specification sales) – healthcare, medical bedhead containment systems

Vacancy Reference: 2022/RSM/MN

Applicant Overview:

As an ideal applicant you will be an existing Area Sales Manager, ideally within the healthcare construction sector, selling similar or allied systems used within the patient environment. You may have some nurse call, medical gas or healthcare lighting sales experience although that is not essential, but an indication of allied market sectors. A proven track record with key knowledge of our target client groups is essential.

You will demonstrate a heavy lean towards specification sales with supporting knowledge and connections of the role that main contractors now play under Procure 22 (moving in to P23) and traditionally funded healthcare project schemes.

The role:

We are looking for an energetic and ambitious colleague to join our successful sales team at Cableflow. We seek to expand and develop our footprint across NHS and private healthcare provider sites throughout the territory.

Being the recipient of a Queen’s Award for Enterprise: Innovation our brand and it’s association with quality speaks for itself across our markets, although we constantly strive to improve and grow our offer across new build and refurbishment healthcare contracts.

The successful applicant will demonstrate key relationships and understanding of specification sales to architects, interior designers, M&E consulting engineers, M&E contractors and main contractors alike. Knowledge of NHS Procure 22 (moving in to P23), modern methods of construction (MMC) and experience in these areas are key requirements as will a track record of sales to healthcare project teams.

You will demonstrate an understanding of this route to market to bring the Cableflow brand and our product offer to the fore on healthcare infrastructure projects of all sizes throughout the territory.

Whilst we are looking for a goal driven team player, you will be expected to work on your own initiative. You will benefit from full head office support and appropriate product training to enable you to excel in your role leading to developing and growth across the territory. You should be able to demonstrate initiative and show innovation in a changing approach to product sales across the specification market post COVID.

The Job:

This is an exciting opportunity for a professional, energetic, articulate and well- presented regional manager keen to develop their sales career within an ambitious fast-paced, high-growth SME. You will work closely with our internal team to convert potential leads with existing and new customers which are already in the sales pipeline. Additionally, you will be responsible for seeking new opportunities within the defined territory and progress these to order status. Your overriding task will be to develop and diversify our client facing business to drive revenues and profits such that our ambitious growth targets for the region are met.

You will work as part of a national sales team, recognising the broad spread of projects and the variable locations of professional design team components across the UK, and all towards a common corporate goal.

Responsibilities for this role will include but not be limited to;

• Develop plans for attaining the growth target utilising a three year strategic plan as the anchor;
• Work from multiple project lead sources to meet target (established existing client base, referrals, lead generation & self-discovery);
• Utilise our available technology to identify and create opportunities;
• Work to targeted revenue generation and profitability levels set by strategic goals, feeding into metrics, KPI’s and reports;
• Create and maintain a healthy pipeline of both potential (identified) and verified opportunities, developing and converting;
• Develop existing and create new key accounts, mining all potential opportunities and looking for ways to replicate the success in similar areas/industries – e.g; be innovative in order and enquiry generation;
• Broaden our reach for new business;
• Be tenacious to ensure that all project team members are aware of our offering;
• Collaborate with our internal and external sales team to aid our delivery and interact effectively and professionally with all areas of the business;
• Provide credible, concise, accurate and timely sales activity reports within a defined structure through our Senior Leadership Team;
• Utilise and maintain our CRM, entering all info from customer interactions real time;
• With additional educational support from our internal team develop a sound knowledge of medical supply unit design and regulation to be able to advise our varied customer profiles on best options, best practice and cost benefits and maintain our philosophy of ‘best in market’ approach;
• Demonstrate a commitment and interest in the healthcare industry, staying up to date and relevant with what is happening and how our corporate offer can benefit a variety of schemes;
• Maintain a respectful professional approach towards customers and colleagues whilst being supportive and supported;
• Contribute through your skill-sets to make us better.

Essential Criteria:

As a people orientated business, we are seeking candidates who will add value to our Cableflow ‘Family’. You must demonstrate a strong match for our vibrant entrepreneurial culture and our core values; Listen, Empower, Accomplish and be measured on each of these values together with the following skills and experience;

• At least 5 years’ experience in a relevant, targeted, driven business development/sales creation role within the construction industry, preferably on healthcare infrastructure delivery schemes (irrespective of size);
• Experience of forming and attaining targets for both new and existing customers;
• Demonstrable experience of forming sales strategies independently and executing;
• Ability to collaborate with team members;
• Demonstrable experience of creating new sales opportunities across the specification sector of construction;
• Proven track record of successfully converting sales leads into tangible business wins and developing these into long terms business relationships;
• Ability to interface with technology; eg CRM, databases, Zoom, Microsoft Teams, Outlook and other Microsoft 365 apps etc;
• Ideally you have previously sold electrical or mechanical items into the healthcare construction sector although consideration will be given to experience selling other construction products through the specification route.

Essential Personal Qualities

• High energy, passionate, collaborative, tenacious and resilient;
• High thresholds of personal achievement;
• Committed;
• Inquisitive, innovative and problem-solving personality;
• Personable;
• Drive and ambition to take responsibility for growing sales and a desire to develop your career;
• Excellent communication skills – both written and verbal;
• Confidence and capability to engage with people at all levels;
• Excellent organisational and time management capability.

The job activities will involve, but not be limited to:

• Field sales position selling a manufactured range of bedhead trunking and other bedhead containment solutions used in clinical locations;
• All of your time will be spent selling into architects, interior designers, M&E consulting engineers, NHS Trusts Estates & Capital works teams, Electrical contractors and some main contractors;
• Assume responsibility for regional profit generation;
• Developing a territory largely untouched by our small sales force to develop a footprint and grow sales in the region;
• Manage and grow our corporate presence and identity throughout the region to improve awareness of our product & service offering leading to improved sales opportunity;
• Generate new sales and exploiting existing opportunities;
• Regular reporting on sales generation activity and forecasting;
• Identifying and converting projects with values varying from £10k – £500k+ depending on size and scope;
• Evolve a pipeline of projects with a good mix of general account management and new business creation for projects within the region and on a more national basis;
• Attend trade shows when required;
• Attend national and regional sales meetings as required both in person and via Microsoft Teams;
• Reporting into and working closely with our internal estimating team and Operations Director;
• Occasional management of a small number of ‘central accounts’ across the region as required.

Industry Sector:

Construction, refurbishment & new build, NHS Trusts Estates & Facilities Directorates, Private healthcare facility providers, architects, interior designers, consulting engineers (M&E), main contractors, mechanical & electrical sub-contractors.

The offer:

Indicative areas to be covered by County: Lincolnshire, Leicestershire, Rutland, Staffordshire, Shropshire, Cheshire, Derbyshire, Nottinghamshire, Yorkshire, Gtr Manchester, Merseyside, Lancashire:

Remuneration: We aim to offer an attractive package with strong OTE to reflect our aspiration of appointing the market leading professional we seek to join our team.

Supplementary benefits: Fully expensed Hybrid or electric company car (or car allowance plus mileage allowance subject to the applicants preference), private healthcare cover after qualifying period, workplace pension, 29 days annual leave, cell phone, tablet & laptop.

About us

Cableflow were established in 1989 and quickly grew to be amongst the UK’s leading bedhead services trunking system / medical supply unit manufacturers. We are recognised and admired by our peers as a pro-active leader in the healthcare sector.

We see ourselves as innovators. Having been the only company in our sector to be conferred a Queens Award for Enterprise: Innovation our experience in the sector and focus towards breaking down barriers, leading through innovative product design and excelling in product offer are hallmarks of our approach to sales growth and reputation.

A product footprint, albeit broad across the NHS, still has significant scope for development in both allied and vertical markets and we recognise this as a prevailing opportunity for the right applicant.

Our primary manufacturing facility and head office base is in High Wycombe, Buckinghamshire from where our southern footprint has been well established over more than three decades. As part of a wider restructure across our business to drive further growth we now seek to spread the Cableflow offer with broader national coverage.

Renowned for our innovative solutions, product quality and customer service these guiding principles underpin our business ethos. We are a driven organisation benefitting from being privately owned with active day-to-day engagement across our markets by our founders such that our offer always remains relevant.

We are an equal opportunities employer and committed to a diverse workforce. We are selective in our hiring and shortlisting for this vacancy which will be completed on the basis of merit. Candidates should tailor their CVs to reflect our essential criteria.

Interviews will be held in person at our High Wycombe facility although subject to applicant we may consider initial dialogue through Microsoft Teams.

To Apply:

Applicants should send a comprehensive CV, in confidence to stating the vacancy reference in the email title: 2022/RSM/MN.

We do not recruit through Agencies or third parties.