UK Sales Manager

Our client is a specialist IVD manufacturer serving pathology laboratories, with a focus on clinical chemistry, toxicology and TDM assays, autoimmune immunoassays, and diagnostic materials. Due to continued growth, they are now seeking a UK Sales Manager to join their team and serve as the sole sales professional for the UK NHS market. This role is responsible for driving the adoption of the diagnostic portfolio, with a focus on Therapeutic Drug Monitoring (TDM) &​ autoimmunity. You will navigate complex "hub-and-spoke" pathology networks to ensure assays are specified within Managed Service Contracts (MSCs) and existing customers continue to use the portfolio. You will ensure assays are successful in the MSC NHS pathology ecosystem. This role is suited to someone who can contribute as a leader and influence customer outcomes.

Main Duties &​ Responsibilities:

• Market Mapping &​ Prioritisation: Within the 1st 30 days, review the existing audit of current UK pathology networks to verify the 1st target accounts. Prioritise high-volume, soon-to-open tenders where therapeutic drug monitoring assays can provide immediate clinical and operational value.
• Tender &​ MSC Strategy: Take full ownership of the sales pipeline. Develop and execute a long-term tender strategy that positions the company as the specified assay supplier within major framework agreements.
• Clinical Penetration: Achieve designated growth targets by ensuring assays are "locked-in" to the specifications of major pathology hubs, using the TDM and clinical chemistry portfolio as the primary "foot-in-the-door" to broader network partnerships.
• Product Superiority: Work with the Technical team and KOLs to establish independent evidence that the portfolio has superior product performance.
• Pathology Network Engagement: Lead high-level stakeholder management across the entire pathology ecosystem, influencing Pathology Managers, Clinical Leads, and Procurement Heads within complex hub-and-spoke networks.
• Technical Solution Selling: Provide expert-level technical consultation on diagnostic assays, ensuring clear communication of performance data (sensitivity, specificity, and validation protocols) to clinical decision-makers.
• Analytical Territory Planning: Utilise CRM systems and the tender intelligence software to manage account targeting. Produce accurate sales forecasts and maintain a robust pipeline of "Win" trust accounts.
• Work to ensure overall national coverage by segmenting accounts; focus self on “Win &​ Protect” and focus Customer Service on “Maintain &​ Nurture”.
• Internal Collaboration: Act as the voice of the customer. Gather market perspectives on proposed new products and share end-user requirements to ensure products continue to have market differentiation.

Previous Experience/Qualifications:

• NHS Diagnostics Tenure: 5 - 10 years of professional experience specifically within the UK NHS In-Vitro Diagnostics (IVD) market.
• MSC &​ Tender Expertise: Proven experience in navigating NHS procurement/tender landscapes. You must understand how to work alongside major MSC prime contractors to secure products within their wider service offerings.
• Therapeutic Expertise: Deep working knowledge of clinical chemistry, particularly Therapeutic Drug Monitoring (TDM) and autoimmunity diagnostics (desirable). Experience positioning assay performance against major market incumbents.
• Network Navigation: Track record of operating effectively within "hub-and-spoke" models, managing relationships that bridge satellite labs and central pathology hubs.
• Operational Independence: Proven ability to operate as a sole contributor/independent leader without the need for day-to-day administrative supervision.
• Degree Qualification: BSc in a relevant scientific or clinical discipline (e.g., Biomedical Science, Chemistry, Biology).
• Professional Accreditation: Current, valid membership or past experience with clinical laboratory standards/professional bodies is highly preferred.
• Resilience: The tenacity to handle the long sales cycles, complex multi-stakeholder approval processes, and regulatory hurdles inherent in NHS contracting.

Additional Information:

• Please note this is a part-time, permanent role working 3.5 days per week.
• This role will include substantial client travel across the UK as required.
• £9k annual bonus, paid quarterly.
• £450 per month car allowance or company car.
• Death in service.

Please contact Matt Hartwell on 07301283663 or email your CV to matt.hartwell@forcerecruitment.com for a confidential chat.