Head of Sales - Devices

Healthxchange Group

  • London
  • Permanent
  • Full-time
  • 2 months ago
Head of Sales - DevicesReporting to: Chief Commercial OfficerLocation: Field based UK, with travelCompensation: Competitive salary + annual bonus + car allowanceAbout Healthxchange:Founded in 2000, Healthxchange is the leading supplier of medical aesthetic products and services to professionals across the UK & Ireland. Healthxchange proudly partner with award-winning brands including Obagi Medical, Medik8, Jan Marini, and Jane Iredale to strategically commercialise their products in market. We currently supply over 9,000 clinics with a full range of products (Skincare, Injectables, Energy-based devices) and services (software & education) to support their 360 business needs. The company offers a dynamic environment for innovation and growth in the medical aesthetic space.About the role:As the Head of Sales, you are responsible for driving the strategic direction of the Healthxchange Devices team covering the following devices brands: Observ, Diamond Glow, Ultralux, Medilux and In Shape; as well as two complementary skincare brands: Epicutis and Dr Levy. You sit within the Commercial Team whilst integrating closely with corporate commercial, education, marketing and customer services functions. You lead a field-based team to drive sales performance over target and establish a constant pipeline of new leads balancing performance in each part of the product portfolio. You foster a supportive team culture of tenacious but collaborative sales people who are mindful of their role within the total Healthxchange portfolio of brands.Responsibilities:
  • Work closely with CCO and other commercial leads to align strategies to deliver positive one-team growth.
  • Be accountable for, and passionate about, driving performance on all your brands and supporting all your team members. Setting clear targets for the team, supporting their development in consultative sales through individual and team coaching.
  • Mobilise team to deliver versus targets, staying close to individual performance with minimum weekly check ins and regular field visits to monitor execution and support development.
  • Support team to build close relationships with their customers. Being actively involved in the development of joint business plans and quarterly performance assessments with LOVE doors (top 10-15 per territory).
  • Maintain direct involvement with strategically important accounts, considering their devices opportunity in the context of growing the wider Healthxchange portfolio.
  • Lead negotiations on national deals keeping national account manager and/or BDM involved as appropriate.
  • Manage each stage through the sales funnel by ensuring the right reporting is available in Salesforce and each individual is held accountable to their KPIs. Scale at speed, facilitating the prospecting process and opening new doors across all brands.
  • Give feedback and suggestions to develop on-going promotional activation and collaborate with marketing to deliver best in class in-clinic materials.
  • Collaborate with marketing to propose KOLs, rising leaders and flagship clinics.
  • Respond to feedback to support on-going improvement of customer satisfaction measures directly relevant to devices.
  • Lead by example as a senior member of the Healthxchange team, contributing to the total business strategic direction.
  • Routinely assess product knowledge and show improvement across the portfolio for self and team.
  • Be aware of client and market concerns, competitor developments, activity and feedback relevant information to build broader awareness.
  • Attend and present at external and internal meetings as necessary to represent sales function and aid business development.
Requirements:
  • Previous field sales experience on capital equipment with a minimum 10 years in a consultative, dynamic B2B sales team.
  • A proven track record of developing, motivating and leading a team.
  • An ability to think ‘bigger picture’ for the benefit of the wider business.
  • Competence in data analysis with the ability to consolidate core messages for senior stakeholders.
  • An ability to influence and negotiate across all functions and seniorities.
  • Customer orientation with an ability to problem solve to help them through challenges.
  • Commercially savvy with an awareness of the P&L impact of key decisions.
  • Experience using Saleforce preferred.
  • Knowledge of the Aesthetic and/or Professional Beauty Industry.
  • Essential to visit team and customers in field on a regular basis (across both UK and Ireland).
  • Quarterly in person attendance for key supplier meetings, National Sales Meetings and Commercial Leaders meeting
Company pension, annual bonus, car allowance, 25 days holiday plus bank holidays (and increasing with service), staff discount, staff social events, access to Health Assured EAP.Healthxchange is committed to creating a diverse and inclusive work environment. We are proud to be an equal opportunity employer, and we welcome and encourage applications from all qualified individuals regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, age, disability status, marital status, or any other legally protected status. All employment decisions are based on merit, qualifications, and business needs.

Healthxchange Group