Great that you’re thinking about a career with BSI!
We’re recruiting for a Sector Development Director, Healthcare position within our Commercial Organisation based in the EMEA region.
Global Healthcare is undergoing unparalleled transformation that creates challenges and opportunities for all aspects of the sector. Faced with increasing demand, financial constraints and sustainability pressures, healthcare providers and suppliers are responding through transformative innovation. This is an exciting opportunity for BSI to uniquely support healthcare organisations deliver improved patient outcomes, greater quality of care and a more resilient, safe supply chain.
Three key priorities:
Pharma Supply chain security & EHS compliance – fully leverage existing solutions and capabilities globally to the pharmaceutical industry
Digital healthcare – support pharma, med dev, healthcare wearables and healthcare providers to build resilient, efficient and safe solutions
Hospitals & Care sector – work with regulators and providers to raise standards and address existing and emerging challenges
The Sector Development Director will play a significant role in the growth and expansion of BSI’s Healthcare Sector strategy in building thought leadership in its focus markets, making BSI more client centric and more relevant to the industries it serves, by listening to the market, identifying unmet or under-served needs and facilitating further development.
This is a revenue generating role, in partnership with the sales teams across BSI, the SDD will drive BSI revenue growth in line with the strategic objectives, through specific account activity, target campaigns and special projects.
The role will identify, develop, nurture and demonstrate market uptake for solutions and opportunities representing the full BSI portfolio of services for clients and key stakeholders in the Sector. The suite of services will include products across all streams within the sector ranging from Assurance (Systems Certification, Product Certification, Training,) Regulatory Services, Knowledge Solutions (Standards and Standards Solutions) and Professional Services (Consultancy Services, EHS).
The Sector Development Director will develop and be responsible for Healthcare Sector specific strategic account relationships and manage client satisfaction within the sector. The role will develop stakeholder communities within key regions to position BSI as a sector thought leader and provider of solutions to industry challenges and pain points.
Key Responsibilities & Accountabilities
Develop sector specific value propositions for existing capabilities and services across the Streams and drive new focused products & solutions for the Sector, by understanding and validating unmet, underserved or evolving needs and bringing them to the Streams for development.
Be the front line in developing BSI’s thought leadership credentials in the industry Sector, in order to target accounts and engage C suite, presenting and conveying a high-level of knowledge of the sector and how BSI solutions can address specific industry challenges and pain points.
Support the Stream sales teams to better understand the needs and how to position sector products and services through waving the sector flag across the key geographies, working with Sector specialists within the Stream sales teams. Testing hypotheses, demonstrating to the generic sales teams and encouraging them to work ‘campaigns’ in the Sectors so that they take accountability for driving sales and are clear the value they are adding to the business.
Facilitate relationship building between Strategic Sector Accounts and internal stakeholders to broaden the BSI reach with customer decision makers and influencers, accelerate C suite/ innovation/other strategic relationship building, unencumbered by the significant revenue growth burden of the other GKA’s by developing solutions that can be sold to many across these verticals.
Develop and execute Account strategy/business plan for target Sector key accounts and build and strengthen c-suite/decision maker relationships, including:
Develop new and enhanced senior relationships, that provide the opportunity for BSI to better understand the pain points of the customer and broader market and develop solutions that better align to the needs of the industry
Develop and lead team selling efforts in target sector key accounts
Perform in-depth client/prospect needs analysis resulting in full solution proposals
Identify issues of assigned accounts to assure complete satisfaction through all stages of the sales and delivery process
Manage the target sector key accounts sales pipeline to deliver the financial goals of the company.
Manage Strategic Sector Accounts and global bids and tender’s activity to optimize conversion rates in closing deals.
Facilitate and undertake market research to help lead the business in key areas of opportunity to develop, promote, position and sell BSI solutions to prospects and clients using our suite of products to provide solutions to meet industry challenges across all aspects of the lifecycle.
Demonstrate thought leadership representing BSI at key industry events, generations of solutions and concepts to address industry problems to identify opportunities in the market
What we’re looking for:
A C-Suite operator with the gravitas to drive the discussion at a senior level
Robust experience of solution selling within the sector, with the ability to win client trust and develop long term relationships
Develop relationships with key specifiers in order to embed BSI solutions within procurement processes – to drive our products through the entire supply chain
Significant understanding of the Pharma supply chain, it’s challenges and opportunities, together with proven experience of delivering solutions
Previous experience with promoting and understanding compliance and risk assessment or related services within; Life Sciences, Medical Devices, Healthcare Provision and other associated industries
An individual who builds and sustains relationships at all levels
Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.
To protect our candidates and BSI employees during the Covid-19 outbreak, all interviews will take place remotely.