About the Role / Job
You will be responsible for driving the growth of Acute Care Informatics (ACI) solutions in the META region. You will help prospective ACI customers realize the value of our solutions by providing deep product expertise throughout the sales cycle. Additionally, you will play a critical role in ensuring ACI business strategies are effectively translated into the field by radiating product knowledge with account owners and channel partners.
This role requires a passion for educating and building relationships with our customers, as well as a relentless focus on delivering results.
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Job Responsibilities
Drive product growth by providing product expertise throughout the sales cycle
- Provide clinical expertise and support sales specialists to win prospective opportunities for Acute Care Informatics business.
- Deliver product demonstrations and support in-depth conversations with prospective customers to demonstrate the product value proposition.
- Advise customers on optimal product configuration to support their underlying needs.
- Partner with non-ACI sellers on co-selling opportunities to bring the full value of our ACI portfolio to broader company enterprise customers.
- Educate channel partners and non-specialist sellers on the core value proposition of products to support their lead generation and qualification activities.
- Conduct comprehensive training sessions and workshops for healthcare professionals, ensuring proficiency in the use of company's applications and promoting best practices in clinical settings.
- Handle initiatives to optimize clinical workflows and operational efficiencies through advanced application utilization strategies, aligning closely with customer needs and organizational objectives.
Support translation of ACI business unit strategy into business objectives
- Collaborate with regional business unit leaders to ensure relevant BU/product-specific sales initiatives are effectively deployed in the field with our customers.
- Effectively support the order funnel to build towards targets and ACI business objectives.
- Maintain seller best practices (including Salesforce utilization and hygiene) to enable effective reporting and forecasting.
Minimum Required Education
- Bachelor's / Master's Degree in Medicine, Biomedical Engineering, Business Administration or equivalent.
Minimum Required Experience
- Nursing background in acute environments such as ICU/ED/OT.
- Knowledge of clinical decision support tools (CDS), ICU protocols, bundles and scores.
- A deep understanding of clinical workflows and patient monitoring.
- Familiarity with ICU data aggregation, ICU administrative dashboards, reporting and device integration platforms.
- Prior experience in Healthcare IT providing deep clinical and technical expertise to customers during the sales process.
- Experience in supporting a software sales funnel and prioritizing opportunities requiring escalation or acceleration to ultimately deliver on results.
- Track record of cultivating strong customer relationships with key decision makers (including C-suite).
- Ability to clearly articulate the value of technical software and/or medical products to a range of customer profiles.
- Familiarity with CRM software (Salesforce).
- Quality-first and patient safety mindset.
- Excellent verbal and written communication skills.
- Willingness to travel.
Preferred Certification
- Certified Clinical Research Professional (CCRP).
Preferred Skills
- Regulatory Compliance.
- Data Analysis & Interpretation.
- Troubleshooting.
- Stakeholder Management.
- Training Delivery.
- Requirements Gathering.
- Technical Documentation.
- Technical Presentations.
- Market Research & Analysis.
How We Work Together
We believe that we are better together than apart. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.
