Sales Application Specialist HITS

Position summary
The Sales Application Specialist (SAS) of Healthcare IT Solutions is in charge of ensuring the specialised sales of Werfen IT products, guaranteeing satisfaction and excelent level of service to our customers, identifying new business opportunities. The aim of this role is to provide efficiency, profitability and to ensure the sustainability of BU HITS.
Its main responsabilities are:

• Having an understanding of customer needs in order to provide them with solutions to solve their problems, establishing a close long term relationship and giving support to KAMs.
• Maintain a high level of service to maximise customer satisfaction and operations’ profitability.
• Have technical knowledge to ensure that the solutions meet the needs of the customers and that their expectations match with Werfen’s solution.
• Be involved in: pre-sales, sales, implementation (occasionally) and sale of evolutions.
• Manage different stakeholders (internal and external).
• Be a point of reference in IT solutions selling and projects. Have knowledge of our product, project and technology management as well as our main competitors. Support the Sales Area and the BU HITS in the process.

The Healthcare IT Solutions Sales Application Specialist (SAS) position will initially report to the BUHITS Business Unit Manager and, once the pilot will be finished, this role will report to Area Managers. 

Key responsibilities
• External responsibilities 

• Identify new customers and promote the change towards Werfen IT solutions
• Disseminate eminence at the highest level - at decision makers level - in order
  to build confidence and strength in the first interactions with the different
  customers (Lab Service Managers, SIL Managers, IT Managers and
  Managements)
• 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 (Laboratory Service Managers, SIL
  Managers, IT Managers and Management)
• Prepare the customer in understanding the level of service that Werfen can offer
  during and after the implementation, by performing a correct expectation
  management
• Be an advisor of the evolutionary services selling (technological, functional and
  organizational) as well as controlling the service level after the implementation,
  managing with the customer the global status of the installation
• Be responsible for the initial requirements gathering for the preliminary sizing of
  the project
• Define the scope of the project and the subsequent service level
• Be responsible of offer creation and calculation of the 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, being a critical
  role in the project control
• Manage Scope and changes related to it
• Accountable for Risk and Deviation Management (relational, project and
  economic)
• Be responsible of the Quality Control of the project execution in coordination
  with Project Manager, including the 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 (IT Ops) and the area
• Liaise with internal key stakeholders (AM, BUM) participating - not leading - in
  the overall IT solution sales strategy
• Responsibility in the achievement of the established business objectives
• Responsibility in the achievement of the 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 

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

Minimum knowledge and experience required for the position

 Education: 

• Bachelor's degree relative to Studies 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 simliar 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:

• In IT projects within the scope of Clinical Laboratories and/or hospital environments
• In IT Project Management
• In the management of the structure of Clinical Laboratories, as well as in 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.

• Medium-Advanced Level

• Knowledge of the specific processes of the different sections of the
  Laboratory.
• Knowledge of the laboratory catalog

 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.

• Medium level

• Knowledge and/or experience in databases administration and
  application servers, especially WildFly.
• Knowledge and/or experience in the different communication protocols,
  interoperability platforms and data migration.
• Fluency in the use of computer language and jargon.

Languages:
• Spanish

• Fluent English is recommended

Skills and Competencies

The ideal candidate for this position will exhibit the following 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