Business Development Manager- Technical – Health Industry

Job Summary

The Pre-Sales Lead is a client-facing role that creates clear and actionable strategic roadmaps supporting business cases that both delineate a broader end-game, while also prioritizing quick wins with near-term measurable impact, the candidate should have deep knowledge in the health industry from a business and technologies point of view.

Job Responsibilities

• Using a deep knowledge of the health industry, ensure that all proposed solutions can be executed both functionally and technically, within the scope and timeline defined in agreement with the customer.
• Improve negotiations and contract closing by providing support to the Sales Team.
• Assist sales team members with sales efforts including the development of client proposals and pitch mechanics. Delivering sales presentations to clients, including designing and developing presentations and responding to RFPs.
• Proactively and accurately identify prospect pains and propose creative solutions.
• Own the development of custom presentations, demonstrations, and prototypes to articulate use-cases and value to prospective enterprise customers across verticals.
• Document and communicate client feedback and new requirements from the field to drive cross-team collaboration.
• Create quotes and sales proposals on behalf of the sales team.
• Partner with the sales team to generate leads.
• Respond to technical and/or functionality questionnaires.
• Accompany sales representatives during the entire sales process, from RFI/RFP to contract negotiation and closing.
• Detect functional gaps during scoping calls, analyze them and work with the technical/vendor Team to find a viable solution.
• Provide scoping support to sales representatives, and substantiate the solutions offered to prospects, from both a business and technical point of view.
• Assist in other tasks to help close deals, such as price tailoring, contract and SOW drafting, security Q&A, and customizing demo environments.
• Interact with every area of GBM: Legal Team, Delivery Team, Bid Management Team.
• Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans.
• Understanding different industries needs and trends
• Achieve monthly, quarterly, and annual sales targets established by the LoB
• Work in close collaboration with GBM’s architects & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
• Develop or manage the technical and commercial proposals for all opportunities
• Define the winning strategy for each opportunity

Qualifications & Education Requirements

• University Degree preferably IT Engineering or related to the job function
• At least 5 to 8 years of aggressive IT sales experience (Solution selling, IT services, outsourcing, and managed services)

Skills 

• Experience working in the software world is essential
• Effective interpersonal communication and strong project management skills
• Ability to interpret technical documents and specifications.
• Ability to be innovative and capable of critical analysis and problem-solving.
• Results-oriented individual with the ability to effectively manage multiple priorities and timelines.
• Capability to work independently and take full responsibility for opportunities.
• Great communications skills, in order to work with several teams with very different backgrounds, as well as with customers, prospects, and other important stakeholders.
• Commercial and negotiation skills.
• Technical background (a degree in Systems Engineering or experience that is equivalent).
• Fluency in English is a must.
• Must have closed deals worth over $5 million
• Strong experience in proposal writing and negotiation skills for deals worth over $5 million
• Demonstration of a consistent over-achievement of client acquisition and sales revenue targets
• Ability to achieve aggressive deadlines and sales targets
• Program Management skills.
• Relevant Experience and knowledge with the  Healthcare industry and related technologies, including but not limited to EMR, Health Insurance, Laboratory & Clinical Research Products, Medical Equipment, HIS, and Virtual reality in healthcare.
• Technology selling exposure: Portal, Mobile, Digital, Modernization, IOT, AI, RPA, cloud (MS Azure, IBM Cloud, Google, and AWS) , IBM products, and Big Data.

Main KPI’s:

• Revenue
• Inflow
• Profit
• Conversion Rate
• Certification
• Forecast Accuracy

Employment Type: Permanent