Area Sales Manager

Area Sales Manager

The Area Sales Manager (ASM) is responsible for leading, coaching, and managing a team of Regional Account Managers (RAMs) across a defined healthcare area, ensuring the delivery of sales excellence and achievement of business objectives. This role requires expert knowledge of the NHS landscape, ophthalmology treatment pathways, and Scope Ophthalmics' portfolio to drive strategic growth and embed strong customer relationships. The ASM will be a pivotal contributor to the overall sales strategy, fostering high-performance culture, effective business planning, and cross-functional collaboration to maximise market impact. Reporting to Head of Sales (HoS).

This role will cover Ophthalmology- North.

Key Responsibilities

• Lead, motivate, and develop a team of Regional Account Managers to consistently achieve and exceed sales targets across the defined healthcare area.
• Champion and coach the Infinity sales process throughout the sales cycle, ensuring high standards of execution, customer engagement, and compliance.
• Hold full accountability for sales performance and portfolio growth within the area, aligning team objectives with Scope Ophthalmics' commercial goals.
• Provide expert guidance on NHS structures, commissioning processes, local patient pathways, and stakeholder engagement to support RAMs in navigating complex healthcare environments.
• Support and promote the effective use of sales tools, including business analytics, CRM data, ShowPad, and marketing materials, to enable data-driven decision making and targeted management of localities.
• Oversee and ensure the quality of business planning activities at both team and individual levels, driving development and utilisation of support tools to optimise performance.
• Conduct regular performance reviews, provide constructive feedback, and implement tailored development plans to grow team capability and enhance sales effectiveness.
• Collaborate closely with cross-functional teams such as L&D, Commercial, Value & Outcomes, Projects Lead, Medical, Marketing to ensure alignment and leverage resources for commercial success.
• Contribute to the strategic direction and planning of the business unit, providing market insights, competitive intelligence, and customer insights.
• Represent Scope Ophthalmics at regional / national meetings, conferences and forums to enhance brand visibility and influence clinical practice.
• Manage resources efficiently, including territory coverage, travel, and budget allocation, to maximise return on investment.
• Foster a culture of continuous improvement, innovation, and ethical conduct aligned with Scope Ophthalmics' values.
• Demonstrate Scope's values and engagement behaviours in all interactions, maintaining a professional, ethical, and customer-focused approach

Qualifications

• Essential: Educated to degree level or equivalent (preferably in life sciences, healthcare, business, or related field).
• Essential: ABPI qualification
• Desirable: Professional sales or marketing qualification (e.g., CIM).

Specific Knowledge, Skills & Experience

• Extensive experience in pharmaceutical or healthcare sales, ideally within ophthalmology or related specialties.
• Proven track record of achieving or exceeding sales targets in a complex, multi-stakeholder NHS environment.
• Strong knowledge of NHS structures, commissioning pathways, and local formularies, with the ability to navigate complex healthcare settings.
• Ability to interpret and use sales analytics and business intelligence tools to drive decision making.
• Excellent communication, negotiation, and relationship-building skills, capable of influencing at multiple levels within the NHS.
• Strong organisational and time management skills, with the ability to manage a large geographical area effectively.
• Ability to work independently and as part of a cross-functional team.
• Proficient in digital tools for sales presentations and remote engagement (e.g., ShowPad, CRM systems).
• Flexibility to travel within the assigned locality and attend relevant events.
• A proactive and growth mindset with a customer-centric approach.

Scope provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.