The place to work in pathology We are looking for top talent to join the UK’s leading and fastest growing pathology company – a scientific organisation with a clinical purpose. Working in partnership with our service partners, Guy’s and St. Thomas’ Hospitals, King’s College Hospital and Princess Royal University Hospital we aim to set the standard for the future of pathology. Job overview At Synnovis our pathology testing services are instrumental in the healthcare sector across the UK. Used by many hospitals and businesses, our comprehensive testing suite, combined with our unparalleled expertise, positions us as a preferred partner for specialised laboratory testing needs. Drawing from our deep-seated legacy of clinical excellence and diagnostic innovation, we are dedicated to constantly elevating patient care pathways through innovative testing and service delivery. We are on the hunt for a Key Account Manager, deeply embedded in the pathology laboratory realm, renowned for steering high-value accounts to new heights. As a linchpin between our valued clients and internal teams, your collaboration with internal stakeholders will be crucial. This synergy ensures a seamless and unified delivery of services that consistently exceeds client expectations. Your role goes beyond maintaining relationships; it is about fortifying bonds, understanding multifaceted client needs, and fostering mutual growth. Representing Synnovis, you will be a beacon of our ethos, spotlighting our dedication to excellence and service quality. Your core mission: nurture our most valued partnerships, gather pivotal market insights, craft solutions, and elevate service benchmarks, all while championing collaboration with internal teams to guarantee harmonised delivery. Main duties of the job Key Account Manager, UK Pathology Service Sales (Southeast) Department: Business Development Location: Field based (Southeast) Report to: Business Development Director About Synnovis: Synnovis, a key segment of the SYNLAB Group – Europe's premier laboratory diagnostic services provider, collaborates with top hospitals and CCG networks, heralding a new era in pathology. This role is anchored in Synnovis Group, our corporate support core encompassing Executive Management, Finance, HR, and Commercial Services. Job Summary: The Key Account Manager champions our UK Pathology Service Sales in the Southeast. Key account management: Cultivate and grow key accounts in the Southeast, ensuring solutions are tailored to specific client needs. Sales expansion: Leverage the Miller Heiman sales methodology to drive sales and surpass targets, and to grasp market trends. Client collaboration: Partner with various internal teams, ensuring quality data presentation, and fostering client satisfaction. Contract oversight: Spearhead contract negotiations and monitor adherence, coupled with reviewing essential MI data. CRM stewardship: Manage Salesforce CRM for accurate data, insightful reporting, and system enhancements. Professional evolution: Keep abreast of pathology trends and actively participate in professional growth avenues. Working for our organisation Your development and learning You will have a suite of learning opportunities available through The Synnovis Way Development programme which is used across Synnovis to enable you to reach your potential, learn new skills and achieve your goals. This is managed between you and your line manager in line with your own personal and professional development ambitions. You can apply for finance to drive innovation and service development for the benefit of patients through our Innovation Accelerator Fund. Detailed job description and main responsibilities The Key Account Manager will be responsible for maintaining and growing key accounts in the Southeast region for our UK Pathology Service Sales. Leveraging the Miller Heiman sales methodology and utilising Salesforce CRM, the candidate will build and sustain superior client relationships, drive sales, and uphold our reputation for exceptional pathology services. Key Relationships Direct report to the Business Development Director. Close collaboration with Finance, customer support, clinical, operational, and IT teams. Direct engagement with key account stakeholders, decision-makers, and procurement teams. Duties and Responsibilities Account Management Maintain, nurture, and expand relationships with existing key accounts in the Southeast region. Ensure in-depth knowledge of each account's needs and tailor solutions accordingly. Regularly update account information, sales activities, and communication logs in Salesforce. Sales Growth Utilise the Miller Heiman sales methodology to identify opportunities and close deals. Achieve and exceed sales targets focusing on both account retention and growth. Conduct market analysis to identify trends and opportunities. Client Support and Communication Collaborate closely with Finance, Customer Support, Clinical, Operational, and IT teams to ensure all necessary data for key customers is collated and presented professionally. Provide ongoing support, address concerns promptly, and ensure client satisfaction. Communicate new product or service offerings and maintain an excellent working relationship with all internal teams. Contract Management and MI Data Review Oversee and manage contract negotiations, renewals, and compliance. Schedule and lead regular meetings with key accounts to review Management Information (MI) data, ensuring their needs and feedback are addressed. Reporting Ensure timely and accurate data entry. Generate regular reports on account activities, sales pipeline, and forecasts. Collaborate with the CRM team to enhance Salesforce functionalities. Professional Development Stay updated on the latest trends in pathology services and sales methodologies. Engage in training sessions, team meetings, and workshops. At Synnovis, we are currently shaping the future of pathology services by creating a world-leading Hub and Spoke pathology network with our NHS partners. A large part of this modernisation will involve moving 70% of our services to a purpose built, state of the art Hub laboratory in the heart of London. For now, the job you are applying for will be based at one of our hospital sites however, from 1 April 2024 our people and services will start to move to our Hub laboratory in Blackfriars, Southwark, SE1, with some work remaining in refurbished essential services laboratories across our hospital network, focusing on the rapid turnover of urgent tests. Please do ask your recruiting manager if you wish to find out more. Currently our offices are based in Paris Garden, Blackfriars SE1, or Francis House, Southwark SE1 however at present these are temporary locations. We expect to move to new offices in the Hub building located in Blackfriars in 2024. Core Duties/Objectives Key account management: Cultivate and grow key accounts in the Southeast, ensuring solutions are tailored to specific client needs. Sales expansion: Leverage the Miller Heiman sales methodology to drive sales and surpass targets, and to grasp market trends. Client collaboration: Partner with various internal teams, ensuring quality data presentation, and fostering client satisfaction. Contract oversight: Spearhead contract negotiations and monitor adherence, coupled with reviewing essential MI data. CRM stewardship: Manage Salesforce CRM for accurate data, insightful reporting, and system enhancements. Professional evolution: Keep abreast of pathology trends and actively participate in professional growth avenues. Person Specification Education: Essential: Bachelor's Degree in a relevant healthcare field and certification in sales/account management. Desirable: Master's/MBA in Business/Sales Management or qualifications in Pathology/Healthcare Management. Experience: Essential: 3+ years in healthcare/pathology key account management, proven sales target achievements, and practical Salesforce CRM know-how. Desirable: Familiarity with the Southeast pathology market, experience with Miller Heiman sales methodology, and adeptness in cross-functional team management. Skills/Aptitudes: Essential: Exceptional interpersonal skills, capability to handle intricate accounts, data collation proficiency, and effective collaboration with diverse teams. Proficient in Microsoft Office suite. Desirable: Advanced Salesforce CRM insights, awareness of latest pathology service innovations, and a knack for long-term strategic planning. Synnovis is a pathology partnership between SYNLAB UK and Ireland, and the NHS, including sites, Guy’s & St Thomas’ NHS Foundation Trust and King’s College Hospital NHS Foundation Trust, to deliver and transform pathology services across South East London. The partnership provides services to 1.7 million people living in South East London, as well as to hundreds of thousands of patients from outside the region who use local healthcare services. The partnership provides diagnostics, testing and digital pathology for hospital trusts, GP services and other healthcare providers. Synnovis’ Corporate HQ; housing our Finance, Procurement, HR, Service Improvement and Business Development teams. We have a relaxed, but professional atmosphere with monthly corporate updates to keep you informed on our progress. Situated 5 minutes from Southwark station you will have easy access to the vibrant South Bank and local amenities Person specification Qualifications Essential criteria Bachelor’s Degree in related healthcare field Relevant sales or account management certification Desirable criteria Master’s Degree or MBA in Business or Sales Management Additional qualifications in Pathology or Healthcare Management Experience Essential criteria Substantial experience in key account management in healthcare or pathology service sales Demonstrated success in meeting and exceeding sales targets Hands-on experience with Salesforce CRM Desirable criteria Experience in the Southeast region's pathology market Experience using the Miller Heiman sales methodology Experience in managing larger teams or cross-functional collaborations Skills & Knowledge Essential criteria Strong interpersonal and communication skills Ability to manage complex accounts and navigate contractual negotiations Proficient in data collation and professional presentation for key accounts Ability to collaborate effectively with Customer Support, Operational, and IT teams Competent user of excel, word and PowerPoint Desirable criteria Advanced presentation skills Familiarity with advanced features and integrations of Salesforce CRM Knowledge of current trends and innovations in pathology services Aptitude for strategic thinking and long-term planning Applications are welcomed from applicants with a disability. We can make reasonable adjustments and offer support and advice in a variety of ways throughout the application process. All applicants are welcome to apply regardless of age, disability, gender, marital status, race, nationality or ethnic origin, religion, or sexual orientation. Equality of opportunity is our policy. Our Bank workers enjoy competitive market rates and flexible contract assignments across all of our sites, dependent on your availability and location. For our Permanent workforce w e offer a competitive benefits package. All employees are entitled to: Contributory pension scheme Generous annual leave entitlement Ground breaking development opportunities Safeguarding children and vulnerable adults. All employees have a responsibility for safeguarding children and vulnerable adults in the course of their daily duties and for ensuring that they are aware of the specific duties relating to their role. Please apply for this post on-line. If you have problems with using the online process, or need any assistance, please email [email protected] Your e-mail address is important to us. We communicate to all job applicants via the e-mail address which has been provided on the application form. Please ensure that you check your e-mail on a regular basis. Due to the high volumes of applications we receive, we reserve the right to close any adverts before the published closing date once we have received a sufficient number of applications. If you decide to apply for this post but do not hear back from us within three weeks of the closing date, please assume that you have not been short-listed on this occasion. Thank you for your interest in Synnovis. Further details / informal visits contact Name Steve Baker Job title Business Development Director Email address [email protected] If you have problems applying, contact Address Synnovis Open Monday to Friday 9am to 5pm Telephone 01629 702340