Business Development and Account Manager January 2020
Red Whale Business Development and Account Manager | 1
Red Whale Business Development and Account Manager | 2
Contents About Red Whale
03
Role Responsibilities
07
Our Values
04
Person Specification
08
Job Overview and Timeline
05
How to Apply
09
The Role
06
About Oxford HR
10
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About Red Whale In 2007 two practising GPs had a dream of helping themselves and their colleagues by taking CPD from a tick box exercise to a practical tool that could really help day to day practice. They talked to a frustrated accountant who wanted to make a difference in the world. The three clinked their mugs over the kitchen table and ‘GP Update’ was born. 12 years later, a new name, 50 team members and over 15,000 primary care clinicians trained each year, Red Whale still has its roots firmly around that kitchen table. The desire to be a force for good and the ethos that drove the trio to launch is still at the heart of our business today.
Face-to-Face Learning
Online Learning
Courses Our flagship one day courses
Online Courses Our flagship courses online
Our mission is to provide clinicians with the best quality medical education in the UK (and abroad through our Social Enterprise PCI) – creating content that can be put into practice straight away, making our practitioners’ lives a little bit easier and enabling them to provide their patients with the best care possible. We try to offer products that respond to the different learning styles of all primary care clinicians, at different stages in their career; from our beloved handbooks to our flagship one day face to face update courses, to online courses, award winning webinars and online resources they can access 24/7.
Online Handbooks
Webinars One hour webinars from our award-winning team
eLearning resources GPCPD and more
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Our Values The quality of our education is our guiding principle. We are far from perfect, but we will never knowingly let our standards drop. If we accidentally make a mistake (and we do make a few), we will put our hand up and apologise. We hold our customers, colleagues, suppliers and environmental concerns at the forefront of every decision we make. We strive to do better by each and every one of our stakeholders, even when it costs us more to do so.
While all that might sound a bit serious, we never take ourselves too seriously, incorporating a good dose of humour in everything we do. Oh, and we will never ever EVER take pharmaceutical company sponsorship of any kind, no exhibitors, no pharma sponsored mail shots, not even a biscuit a pen or a sticky note! And we’re shamelessly proud of it!
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Job Overview Title:
Business Development and Account Manager Commercial
Line manager:
Director
Hours:
35 - 37.5 hours a week, over 4 or 5 days
Location:
Reading, United Kingdom
Package:
ÂŁ30,000 FTE (with the ability to earn up to ÂŁ20,000 OTE)
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The Role Historically Red Whale has operated primarily with a “direct to consumer” (i.e. the individual clinicians) business model. In recent years we have diversified our channels to include and disproportionately grow a “business to business” channel, where the clients are not individual clinicians but NHS organisations such as CCGs, LMCs, Training Hubs, Deaneries, Cancer alliances, PCNs and GP Federations, Charities and any of the several categories of organisations that keep springing up in the ever shifting NHS landscape! Rather than a one size fits all approach, we are known in the market for our flexibility as we strive to provide our customers with educational programmes that respond to their needs, customising our standard offering to accommodate these. The recent introduction of our award-winning webinars and online courses has opened up further opportunities to offer customers blended learning and flexible packages.
The Business Development & Account Manager is responsible for: • Achieving the B2B target for Red Whale, using our portfolio of products and resources to construct tailored packages that respond to customers’ needs. • Grasping the complexity and “slipperiness” of the several overlapping NHS structures. Understanding the internal workings of the NHS and where the training funding streams are coming /can be accessed from. • Intimate understanding of our products and the possibilities for customisation that they offer including the profitability and price sensitivities of each. • Identifying the decision makers when these are not yet known and forging long term relationships with existing and potential customers within NHS organisations, charities, deaneries etc. • Managing a team of sales assistant and logistics co-ordinator who will support the role holder in successfully delivering their targets. • Collaborating with the rest of the team: Marketing, Delegates services, Digital and Clinical teams to make sure that the right product reaches the right customer
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Role Responsibilities Understanding the products and the market • Gain a deep understanding of our courses and products, how they can be packaged together and customised. • Research the complex market of NHS organisations, identify emerging potential customers and spot untapped opportunities • Understand revenue streams and how to access them • Understand the landscape of our competitors Build relationships • Build relationships with existing, past and new customers, organising regular meetings • Gain an understanding of the level of satisfaction with what we have delivered in the past and any future requirements. • Produce proposals based on such understanding Proactive generation of new leads • Identify potential new leads/opportunities and work with the rest of the commercial team to create campaigns
Manage teams and colleagues • Working closely with your direct report to deliver the products you have successfully negotiated. • Seek course directors support when more complex customisation of course content is required. • Report periodically on your progress External • Represent the company at exhibitions and events with the aim to generate new contacts and gather information about the wider market • Attend meetings with potential and existing customers in person Employee Handbook • Be aware of your responsibilities with regard to all policies within the Employee Handbook
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Person Specification Technical skills • Account management and negotiation experience • High degree of commercial awareness and relevant experience • A thorough understanding of the internal workings of the NHS • Medical and /or educational background • People management experience • Proficient in MS office (in particular Excel) • Some experience with CRM systems desirable
Initiative • Proactive • Able to work independently, taking the initiative and managing own priorities. • Innovator, able to spot opportunities, how things can be improved and get it done
Communication • Excellent written and verbal communication. • Good telephone manners. Quick at establishing a rapport with people at the other end of the phone • Not afraid of cold calling • Confident, able to be firm and have direct (but courteous) discussions when needed
Working capacity • Tenacious – does not give up when faced with obstacles • Efficient, organized, disciplined • Flexible, adaptable & keen • Stays cool under pressure • Able to manage competing priorities simultaneously
Decision making • Excellent decision making, ensuring all outcomes have been explored, consulting team members where necessary
Fun factor • Able to demonstrate a sense of humour (often)
Relationship building • Strong and warm interpersonal skills, ability to build and maintain relationships with potential and established customers and the team.
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How to Apply All correspondence, at this stage, should be via Oxford HR. To apply for this post, click on the “Apply” button in the job advert page and complete our online application form. Please provide a CV and cover letter in ONE single document, which should be prepared before applying as they will be requested in the application process.
Equality statement Equality and diversity are at the core of Red Whale’s values. Staff are expected to work collectively and individually to promote a constructive and sensitive approach to others from a variety of backgrounds, where the work of others is valued and respected.
The cover letter should be no more than two pages long and explain why you are interested in this post and how your skills and experience make you a good fit.
Selection process All candidates will be notified about the status of their applications. Shortlisted candidates may be required to undertake an additional assessment prior to the final interview.
The document should be saved in MS Word in the following format: Your First Name-Your Last Name-Document Name-Date (yymm) e.g: Pat-Jones-CVandStatement-2002. Timeline Closing date:
Sunday 1st March 2020
Queries If you have any queries on any aspect of the appointment process, need additional information, or would like to have an informal discussion, please email redwhale-bdam@ oxfordhr.co.uk in the first instance.
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About Oxford HR Oxford HR operates globally - mainly within the international development and charity sectors. We carry out retained executive search mandates at board and senior management levels. We also offer human resource and organisational development consultancy. Oxford HR has many years of experience in search as well as an extensive network of international development, social sector, corporate, public sector, and academic contacts
from across the world. We carry out comprehensive and often international searches designed to meet the specific needs of our clients. Oxford HR’s team members have significant personal experience of working in international development and the social sector as well as the corporate and governmental sectors. We are in a unique position to find and assess talented individuals from a variety of backgrounds.
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OXFORD
LONDON
AMSTERDAM
NAIROBI
The Old Music Hall
Three Tuns House,
Korte Schimmelstraat 12
Watermark Business Park
106-108 Cowley Road
109 Borough High Street,
1053 SZ
Cove Court, 1st Floor
Oxford
London
Amsterdam
Ndege Road off Langata Road
OX4 1JE
SE1 1NL
United Kingdom
United Kingdom
The Netherlands
Kenya
+44 (0) 1865 403 298
+44 (0)20 7939 7451
+31 (0) 683 334 473
+254 (0) 797 233 217
PO Box 17300-00606, Nairobi
www.oxfordhr.co.uk | Company No. 6456325