Business Development Manager

Company Name: Lancet Laboratories Uganda ltd

Duty Station: Bweyogerere - Kampala head office opposite UNBS HEAD QUARTERS

Reporting to: Country General Manager

Job Type: Full-Time

ORGANISATIONAL DESCRIPTION AND BACKGROUND

Lancet Laboratories Uganda limited is the leading provider of private diagnostic pathology services in Uganda. Incorporated and registered in Uganda since April 2009 and part of Lancet group of Laboratories in East Africa under Cerba Lancet Kenya (CLK ) based in Nairobi, Kenya and a member of Cerba Lancet Africa group of Laboratories in Africa with headquarters in South Africa .

Lancet Laboratories Uganda ltd has over 20 laboratories located in different towns in Uganda with two laboratories recommended for continuous ISO 15189 accreditation by SANAS and four by KENAS. This makes Lancet Uganda the leading pathology diagnostic company in Uganda with six accredited labs.

KEY RESPONSIBILITIES

The Business Development Manager will be based in Kampala, and will lead the commercial team and grow the business of CLA Uganda comprising of its core diagnostic business line but also the Corporate Health Services business line and any other that might be introduced throughout the expansion (imaging, etc.). Establish and maintain public relations with existing and prospective corporate clients to grow the company's public awareness, market share and services, client complaints satisfaction and debt collecting.

Overall

• Achieve quarterly financial and qualitative sales, account management and marketing targets with the aim to regularly deliver more than the overall quarterly and yearly objectives.
• Coach, mentor, and provide feedback to team members
• Foster a competitive and collaborative team
• Collaborate with other departments in the organisation

Business Development

• To identify sales leads, pitch CLA services to new clients and maintain a good working relationship with new contacts.
• Directs the Business development team in conjunction with the supervisor to visit and follow the leads from prospective clients
• Visits newly recruited and existing company client representatives to establish whether their service level requirements are met to ensure retention of company clients and continuous provision of information to such clients.
• Meets prospective new business clients to represent CLA Uganda services and benefit and expand CLA Uganda market share
• To prepares pricing structure for new prospective clients and forwards company credit application documentation to IT and Accounts receivable for processing and registration on laboratory information system.
• Finding and developing new markets and improving sales.
• Make business cases for opening new sites and be part of the team that executes.
• Drive and coach the team on direct sales technique following the consultative selling approach methodology
• Introduce Distribution Channel Sales Management (insurance, brokers, but also third-party influencers such as associations or any relevant organizations that can promote and/or distribute CLA Uganda products and services) and train the team to master the various methodologies.
• Create monthly and quarterly campaigns in line with the sales methodologies to be captured in the CRM (or equivalent) and provide granular progress reviews to continuously strive in bettering effectiveness and outcome
• Ensure to introduce, explain, and diligently monitor Sales KPIs for all campaigns including account management techniques

Marketing

• Responsible for managing the promotion and positioning of a brand or the products and services of the company
• Planning, preparing presentations, writing reports
• Introduction of new products and campaigns
• Designing pricing policies and strategies
• Corporate marketing i.e., sponsorships and donations
• Website and social media management
• Writing and delivering content and social media plans.
• Develop ideas and create offers for direct mail and marketing to major accounts by main market sector
• Plan and carry out direct marketing activities to agreed budgets, sales volumes, values, and timescales.
• Tracking effectiveness of marketing campaigns and reporting findings to the executive team.
• Looking after the budget of the marketing department and making sure the budget spend is delivering a return on investment.
• Overseeing the company's attendance at events, such as trade shows, conferences, and festivals.
• Planning and executing CME's
• Researching and analysing market trends and competitors
• Distinguish traditional marketing (creating new collaterals, proposal templates, etc. to ensure brand coherence and professionalism, attendance and/or sponsorship of events to promote CLA Uganda interests) vs digital marketing initiatives (webinars w pre/post engagement and analytics, podcasts, etc.)
• Establish allegiance w PR, media, influential stakeholders to better the brand regularly ensuring publications (print and audio-visual pickups)
• Content building, management, and distribution – drive SME content-built crossing over all verticals and social hierarchies – ensuring regular third-party SME participations under a thought leadership initiative across the region and beyond

Sales Management

• Analyse sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers
• Monitor weekly, monthly, and quarterly performance and set objectives for the team
• Maintain and develop existing and new customers through planned individual account support, and liaison with internal order-processing staff.
• Introduce QBR technique management with subsequent report delineating updates and objectives
• Directing Telesales staff in carrying out their sales duties, setting targets, training on new products, and carrying out review.
• Plan & manage the call centre and ensure that we are efficient in handling customers' requests
• Follow up leads on tenders and ensure successful bidding
• Recruit, hire, and train sales team
• Set sales goals, compare performance to goals, and adjust goals as needed
• Assess current team processes and procedures, identify opportunities for improvement, and implement them
• Develop individual quotas and assign territories for team members
• Provide detailed and accurate sales forecasts
• Pipeline management: ensure that all techniques associated with pipeline management are introduced, understood, and followed. Ensure monthly reporting of performance to be produced for senior management review
• Training / continuous improvement: establish S&M baseline for each individual and develop team including personalized training/coaching programs to excel in their roles. Research best-in-class third party training center/courses and negotiate most attractive and effective courses.

Required Experience

• Bachelor's degree in Marketing, relevant qualifications in Medical Science. Additional qualification in Business Administrations is an added advantage.
• The post holder should preferably have at least 5 (FIVE) years relevant experience as Business Development Manager in a busy Business corporation or medical sector, including managerial experience.
• Any other relevant certificate.

Competencies required for the Job

Technical Competencies:

• High level of numerical, analytical, conceptual, and problem-solving skills.
• Ability to influence, motivate and engage at all levels of the business.
• Detail orientated.
• Inspires and drives excellence in all aspects of work.
• Maintain confidentiality and integrity.
• Highly organised and flexible.

Behavioural Competencies:

• The ability to work autonomously and hold themselves accountable.
• Ability to work under pressure and meet set deadlines.
• Conflict management and dispute resolution capabilities
• Interact and communicate in a respectful manner taking into consideration the diverse cultures.

Interested applicants should submit their Application, CV, certified ID copy, qualifications.
To: Human Resource Manager, Lancet Laboratories Uganda Limited, Pox 36335, Kampala. Or Hand deliver Lancet Head Quarters, North Park Plaza, Bweyogerere, Opposite Uganda National Bureau of Standard (UNBS). Or Email: hr@lancet.co.ug Short listed candidates will be required to undergo background checks and assessments.
Closing date: 28th October 2024.
Lancet Laboratories Uganda is an Equal Opportunity Employer