Digital Solutions Business Developer – GERMANY – AUSTRIA – POLAND
At Guerbet, we build lasting relationships so that to enable people to live better. This is Our Purpose.
We are a global leader in medical imaging, offering an extensive portfolio of pharmaceuticals, medical devices, digital and AI solutions, for diagnostic and interventional imaging. As a pioneer in the field of contrast products since the last 95 years, we continuously innovate. We dedicate 10% of our revenue to Research & Development such as to improve the diagnosis, prognosis and quality of life of patients.
Achieve, Cooperate, Care, and Innovate are the values that we share and practice on a daily basis.
Working at Guerbet is not only being part of a multicultural team of 2,600 people across more than 20 countries, but it is above all about playing a unique role in the future of medical imaging.
For more information on Guerbet, go to www.guerbet.com and follow Guerbet on LinkedIn, Twitter, Instagram and YouTube
Location: Frankfurt, Sulzbach
Principal Responsibilities :
- The purpose of the Digital Solutions Business Developer is to meet or exceed financial goals by promoting, demonstrating, and selling Guerbet Digital Solutions to hospitals and outpatient facilities, while managing the installed base of Solutions to ensure future sales opportunities.
- Create a holistic territory plan & manage net new sales process from prospecting to close to achieve annual operating plan by prioritizing selling time to generate sales volume, achieve account penetration & complete territory coverage.
- Regional technical expert for entire digital portfolio
- Regional expert on competitive systems and technologies
- Own prospecting strategy, forecasting, funnel development & management, territory development and close deals. Achieve orders, sales & targets.
- Develop & implement an annual business plan supporting attainment of quota and market share growth, and update on a monthly or quarterly basis.
- Knowledge of the digital business models, including SaaS business models is a requirement to drive activity that will change customer behavior.
- Develop and maintain consultative sales relationships with key-buying influencers in accounts across all levels including radiologists, radiographers, clinicians, billing office, dept administrators, physicians, IT administrators and the C suite to include CFO, CIO, CEO and CMO
- Develop and maintain effective relationships with National Account Teams for contract negotiations.
- Develop and maintain effective relationships with OEM regional sales forces.
- Strategically plan and organize the region to maximize sales. Effectively engage all targeted accounts as well as develop and execute a clear and logical plan to achieve overall territory goals of selling Digital Solutions.
- Establishing and broadening sales call points of healthcare professionals including physicians, technologists and nurses along with the IT professionals like CIO, PACS Administrator, Imaging Informatics Analyst, hospital administrators and radiology directors.
- Where necessary, represent the company publicly in a commercial capacity at scientific symposia, tradeshows, or similar events.
- Provide feedback on product performance, competition, products and marketing practices.
- Remain in compliance with all vendor credentialing organizations that are required to enter and work in hospitals.
- The above is not intended to be an all-inclusive list of responsibilities. Other activities may be assigned as required by management.
Required Skills & Background: - Minimum 10 years’ experience in the healthcare business segment and consultative sales/marketing experience including strategic selling and negotiation and demonstrated ability to grow business outside of current install base.
- Experience in Radiology and Clinical AI applications: well-versed with medical imaging such as CT, MR, Interventional, XR, and Radiology Workflows. Well-versed with Radiology AI applications and Radiology AI Ecosystem. Ideally, experience from Digital Health/Radiology AI start-up / vendor or extensive experience as a Radiology AI clinical user.
- Healthcare IT knowledge: well-versed with HCIT equipment: (R)IS/PACS/EMR (Radiology Information systems, Picture Archiving and Communication Systems, Electronic Medical Records). Good understanding of the associated workflows and communication protocols: HL7, DICOM, IHE.
- Must be autonomous, independent, hands-on resource as well as good team player. Candidate will be highly self-motivated, detail and results oriented, manage own schedule, and work independently and with the National Sales Manager.
- Must have excellent interpersonal and communication skills. Est