Sales Application Specialist

hace 3 semanas

Barcelona, Barcelona, España Werfen A tiempo completo

About the Position

The Sales Application Specialist (SAS) of Healthcare IT Solutions at Werfen is responsible for ensuring the specialized sales of our IT products, guaranteeing customer satisfaction and an excellent level of service. This role involves identifying new business opportunities and providing efficiency, profitability, and sustainability to the Business Unit HITS.

Main Responsibilities

  • Understand customer needs to provide solutions that meet their requirements, establishing a close long-term relationship and supporting Key Account Managers.
  • Maintain a high level of service to maximize customer satisfaction and operations' profitability.
  • Have technical knowledge to ensure that solutions meet customer needs and expectations align with Werfen's solutions.
  • Be involved in pre-sales, sales, implementation (occasionally), and sales of evolutions.
  • Manage different stakeholders (internal and external).
  • Be a point of reference in IT solutions selling and projects, with knowledge of our product, project, and technology management, as well as our main competitors.

Key Responsibilities

  • Identify new customers and promote the change towards Werfen IT solutions.
  • Disseminate eminence at the highest level to build confidence and strength in the first interactions with customers.
  • Generate business with new and present clients, applying IT knowledge and negotiation skills, establishing relationships with decision-making clients together with the KAM in the IT field.
  • Prepare customers to understand the level of service that Werfen can offer during and after implementation, by performing correct expectation management.
  • Be an advisor on evolutionary services selling (technological, functional, and organizational) and controlling the service level after implementation, managing the global status of the installation with the customer.
  • Be responsible for initial requirements gathering for preliminary project sizing.
  • Define the scope of the project and the subsequent service level.
  • Be responsible for offer creation and calculation of profitability.
  • Present and support the economic and project proposal to the client in coordination with KAM.
  • Lead the preparation of the bid response together with KAM, Product Managers, IT Ops Area Manager, if necessary, with Facilities' Project Manager.
  • Participate in the definition of the scope of the project and its final planning.
  • Participate in the Kick Off of the Implementation Project.
  • Participate in the Implementation Project Steering Committee, playing a critical role in project control.
  • Manage Scope and changes related to it.
  • Accountable for Risk and Deviation Management (relational, project, and economic).
  • Be responsible for the Quality Control of the project execution in coordination with Project Manager, including Go Live confirmation.
  • Manage Conflict in the kick-off phase.
  • Participate in the Closure of the Implementation Project.

Internal Responsibilities

  • Act as a bridge between marketing, IT Operations, and the area.
  • Liaise with internal key stakeholders (AM, BUM) participating in the overall IT solution sales strategy.
  • Responsibility in the achievement of established business objectives.
  • Responsibility in the achievement of operational objectives (efforts and times, efficiency, quality) set by BU HITS.
  • Promote company's regulations and Quality policies.
  • Guarantee the company's Code of Ethics.

Key Internal Relationships

  • Closely collaborate with all BU Healthcare IT Solutions roles, especially Product Managers, IT Ops Area Managers, and Project Managers.
  • Closely relate with all Sales roles, especially with Key Account Managers and Area Managers.
  • Good communication with Service, especially IT Support.

Minimum Knowledge and Experience Required

  • Bachelor's degree in Computer Engineering, Electronic Engineering, Telecommunications, Industrial Engineering, or similar.
  • Mid-level vocational training in Microcomputer and Network Systems or in Operating IT Systems. High-level vocational training in Administration of Networked IT Systems.
  • Bachelor's degree or similar in Health Sciences like Medicine, Pharmacy, Chemistry, Biology, Biomedical Engineering, or related discipline.
  • Clinical Specialist in Laboratory Medicine, Clinical Chemistry, Microbiology, Immunology, Haematology, or Clinical Pathology.
  • Mid-level vocational training in Laboratory Technician or High-level vocational training in Clinical and Biomedical Laboratory Technician.

Experience

  • IT projects within the scope of Clinical Laboratories and/or hospital environments.
  • IT Project Management.
  • Management of the structure of Clinical Laboratories, as well as the definition of the associated global processes.

Additional Skills/Knowledge

  • Commercial.
  • Expert level: Interpersonal skills, Asertivity.
  • Advanced level: Active communication, Conflict management, Commercial view/sense, Customer focus.
  • Medium-advanced level: Negotiation skills.

Functional

  • Advanced level: Knowledge of the Labs organization as well as their general flows.
  • Knowledge of the general concepts of the different IT products.
  • Functional knowledge of the different specific modules.
  • Knowledge of principal competitors.
  • Ability to translate the functional requirements into integrations.

Técnicas

  • Expert level: Project management knowledge, especially at the scope, change management, and project closing.
  • Medium-Advanced Level: Knowledge and/or experience in system architecture and virtualization.

Languages

  • Spanish.
  • Fluent English is recommended.

Skills and Competencies

  • Good communication and relational skills.
  • High degree of autonomy and proactivity.
  • Flexible attitude and ability to work in teams.
  • Time management skills and result-oriented.
  • Analytical skills.

Mobility

  • Daily work in the Area.
  • Up to 20% in Iberia, mainly Barcelona.

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