Job Summary:
The Solutions Specialist is an integral part of the GHX sales process. This role partners with field sales representatives to develop account-winning strategies on GHX solutions and to provide product sales support in closing new business. The primary focus will be delivering functional and technical expertise to facilitate the presentation, scoping, and closing of strategic sales opportunities.
The Solutions Specialist supports the sales team by presenting/demonstrating a subset of GHX products/solutions to prospects, and customers and at industry conferences. They are also responsible for understanding and capturing the customer’s technical requirements for accurate deal scoping and setting up the delivery teams for success in implementing GHX solutions. Successful candidates will have strong presentation skills with the ability to convey how GHX solution capabilities translate to strategic value, articulate technical information to non-technical and executive audiences, strong business acumen, a clear understanding of the sales process, an above average ability to collaborate with internal cross-functional stakeholders, thrives in a fast-paced environment and adaptable to changing circumstances while maintaining a positive attitude.At GHX we believe in fostering a diverse and inclusive workplace where everyone feels valued and supported. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.
Duties and responsibilities
- Partners with senior field sales team to support larger deals and more strategic accounts.
- Ability to contribute different thoughts, ideas and viewpoints that lead to greater innovation on projects and cross-functional collaborative efforts.
- Works closely to define account strategy, and pipeline plans and manages sales cycle to gain efficiency and drive presales effectiveness.
- Delivers training to the Solutions Specialist and Sales teams
- Onboarding / Training of new sales team members and Solutions Specialists
- Demonstrates a high proficiency in pre-sales roles and methodologies and helps team members refine their craft
- Mentoring of other team members
- Provides ongoing feedback to manager for process improvement and drives process improvement cross-functionally
- Demonstrates “voice of the customer” by providing ongoing feedback to Product team on improvement opportunities
- Reviews customer operations and performs needs assessment to identify business process improvement opportunities.
- Prepares and presents assessment findings to prospects and clients to validate sales opportunity and advance sales based on ROI.
- Supports the delivery of the presentations as needed by Sales. May provide phone support to answer industry, MMIS, or data specific questions.
- Delivers functional solution demonstrations to persuade clients that a product or service best satisfies their needs in terms of quality, price and delivery.
- Responds to functional and technical components of RFI’s and RFP’s to validate decision criteria.
- Collaborates with Product Marketing to support lead generation activities and to generate product collateral which supports the sales effort.
- Collaborates with Product Management to help drive future product functionality based on customer needs.
- Educates and supports field sales to facilitate lead generation.
- Builds and maintains a network and up-to-date specific industry, regulatory and/or product knowledge
Qualifications
- 7 + years of Healthcare Supply Chain knowledge.
- Bachelor’s degree in business or in a technical field and/or equivalent work experience in technical Product Management, Sales, and/or Engineering.
- Experience with various ERP Systems (e.g. Workday, Infor, Oracle Lawson, PeopleSoft, Meditech, SAP).
- Knowledge of MS Office Suite.
- We are looking for someone who is proficient in the role requirements, but who also brings a unique perspective and diversity of thought to our team. GHX encourages candidates from underrepresented groups to apply and is dedicated to providing equal opportunities for qualified applicants.
Preferred Qualifications
- Familiarity with CRM applications desired.
- Sales consulting experience for software solutions.
- Experience with GHX products and services is a plus.
- Willingness to travel 50%.
- Candidates that meet preferred level qualifications or experience may qualify for a higher level title.
Knowledge, Skills, and Abilities
- Demonstrated history of success in closing large, strategic deals with a high win rate
- Proven history of successfully working effectively with cross-functional teams at varying resource levels, both internally and with customer organizations.
- Ability to validate customer problems through inquiry and provide insight, efficiency and value.
- Ability to present technologies as business solutions with competitive and hands-on knowledge.
- Must possess knowledge of key industry and business processes, and ability to effectively interface at multiple levels (C level, functional, technical).
- Able to eliminate sales obstacles through creative and adaptive approaches.
- Professional communication in written responses to emails, RFPs, and in reports.
- Ability to speak publicly in large and high-visibility forums.
- Exceptional business acumen, presentation skills, and selling aptitude.
The compensation for this role is: $71,000- $94,600. This role is elgaible for OTC.
The base salary range represents the anticipated low and high end of the GHX’s salary range for this position. Actual salaries will vary based on various factors, such as the candidate’s qualifications, skills, competencies and proficiency for the role. The base salary is one component of GHX’s total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: https://www.ghx.com/about/careers/
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