Medical Device Expert Spotlight – Marianne Browning

Medical Device Expert Spotlight

At Test Labs, our greatest strength lies in our people – their expertise, dedication, and passion form the foundation of our success. In this edition of Expert Spotlight, we are excited to introduce Marianne Browning, our Business Development Manager. Marianne’s extensive experience and commitment to exceptional customer service are key to delivering on our promise to our customers.

Marianne brings a wealth of knowledge to our team, with over 15 years of experience in laboratories. Her career spans both the NHS and the private sector, with a specialised focus on medical device testing. Throughout her journey, Marianne has honed her skills in guiding customers through the complexities of the medical device industry while building and nurturing valuable relationships along the way. Her dedication and deep understanding make her an invaluable asset to our team and our clients.

We invite you to learn more about Marianne and the expertise she brings to Test Labs.

What do you do at Test Labs?

I am a Business Development Manager. My primary role is to be the first port of call for customers enquiring about our testing services and support them throughout the scoping sessions in providing quotations, scheduling and liaising between our technical team and our customers. In essence its my responsibility to make sure our customers are supported, updated and most importantly happy throughout the entirety of their project.

Where did your interest in sales stem from?

One of my first roles was in retail where I worked in a very customer focused environment which I loved. I then moved into a customer service role within a Laboratory and quickly found that I thrived on speaking with people and learning more about their challenges and providing a solution. I got a buzz from working with new people and driving the business forward, the opportunity for collaboration within a BD role is extensive, from a multitude of different client roles as well as various departments within your own organisation. Some people may shy away from sales, but it doesn’t have to just be about numbers, for me it’s about building rapport and getting to know my customers beyond just their testing requirements and building lasting relationships.

Have you always wanted to be in Sales?

No, I really wanted to be a vet, because I love animals. However, I realised early on that several years at university wasn’t something I wanted to pursue and decided to keep my love of animals to a hobby. I had always enjoyed learning about people and what is important to them, so customer service then seemed an obvious choice for me.

What would your advice be for someone thinking of getting into the field of sales?

You have to really enjoy speaking with new people, and have a genuine interest in them. People buy from people so its essential that you are genuine and honest in your approach. It is also vital that you believe in what you sell, there is nothing worse than speaking to someone on a sales team who is uninterested in their product and service because this will be evident to the customer. There are so many avenues within a sales role for example: cold calling, direct sales, business development, account management and so on, so its important to know what type of sales you are drawn to the most. For example cold calling is definitely not for the faint hearted! But it is a great opportunity to build resilience and perfect your opening pitch. Don’t be afraid to put yourself out there, but most importantly whatever you say, say it with a smile!

What’s your top tip to manufacturers to keep them compliant?

If you have read some of our other spotlights you will notice a trend of ‘start thinking about your testing and biological evaluation early’ so I wont take the easy option and say this [although it is totally true] I would say that its important to pick the right partner, of course everyone is on a tight budget, and typically we find regulatory budgets are very stretched especially by the time testing is required which makes picking the right partner even more critical, as the last thing you need is to pay out twice due to notified body push backs. Its important to vet your provider not only on price, but also suitable accreditations, customer service, relevant experience within their team and turnaround times. We have had instances where we had given a client a result before they received their final quote!

What do you love most about your job?

Attending conferences and exhibitions. I absolutely love the environment of an exhibition, it’s a time to discuss not only specific projects but also learn more about the industry that we are in. You meet such a diverse group of individuals from different industries and job roles all with their own specific focus and insight. Drawing on all this knowledge and feedback helps us provide a better service for our customers.

What do you get up to when you’re not supporting clients through the testing process?

As mentioned, I love animals. I am lucky enough to have been horse riding since I was 6 and have carried this into my adult life. I enjoy nothing more than getting out on my horse after work or on the weekends and blowing off some steam! I also have a Golden Retriever who keeps me fit by insisting on 3 walks a day. When I’m not out with the animals you will find me on the sofa watching re-runs of Emmerdale or staring at my phone!

Explore how we can support your medical device journey to the market