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Sales
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Elsevier
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EME000CU Requisition #

Work Place: São Paulo ou Rio de Janeiro

 

Maximize sales of workflow solution products and e-health information solutions to clinical institutions in line with our international e-strategy. Responsible for working with new and prospective clients by supporting collaborative sales efforts with Account Managers.

Implement Elsevier strategy on Workflow Solutions. (Clinical Decision Support Solutions).

 

- Use appropriate techniques to understand customers’ needs and requirements
- Be able to qualify sales opportunities 
- Prepare impactful sales presentations and value propositions for each sales call
- Work together with Account Managers in sales visits, preparing proposals and value trees 
- Coordinate effective pilot programs with prospects
- Offer technical support to the sales team for closing new business
- Establish a Network of key opinion leaders and decision makers at local, regional and national level
- Obtain and communicate internally useful market feedback
- Maintain an enhanced level of competitor knowledge
- Maintain an enhanced level of product knowledge 
- Train the sales team in product knowledge

- Support and complete the account plans created by Account Managers based on market priorities. 
- Obtain and communicate internally useful market feedback
- Support sales team when needed managing sales opportunities

- Provide feedback and advice from the market to the Product organization.

- Work with product manager and marketing to develop successful value stories.
- Train and update the sales force with product knowledge and competitive information.
- Collaborate and share strategic vision for new products development.

- Work actively with implementation team in the integration process with the customers, vendors, partners, etc., as well be the focal point of support for them.

- Effectively work with other Elsevier sales, product and services teams, sharing leads, cross-selling and best practices
- Communicate effectively with Product Management, Marketing, IT Support and HC Informatics team.
- Provide technical trainings to colleagues and customers.

 - Successfully lead clients through the phases of the Elsevier Health Informatics EMR Integration Methodology for Elsevier Clinical Solutions product suites.
- Establish a collaborative working relationship and facilitating communication between Elsevier Clinical Solutions, the client’s Eletronic Medical Records implementation resources, and the EMR vendor team
- Provide both clinical and technical expertise grounded in evidence-based practices and clinical informatics theory to achieve the optimal clinical workflow within the EMR 

 

Technical and Functional Competencies

 

Understanding of Health Information Technology and Clinical Workflows, required Healthcare market background
Highly accurate and methodical approach to record keeping, internal paperwork, pipeline management, forecasting


Technology driven: Ability to understand and clearly explain relevant technical issues


Experience with Electronic Health Content integration and good understanding of key technology and healthcare concepts required to sell complex solutions would be an asset.
Highly enthusiastic with a ‘can-do’ mentality
Very organized and able to balance travel and office-based work with personal life
Excellent communication and presentation skills in Portuguese and English language
Goal oriented
Strong organizational and planning abilities
Ability to be self-directed and independent (a self-starter that seeks knowledge and solutions)
Ability to build relationships at all levels in the organization, including C-level.


Education, Knowledge, Skills and Experiences (and any other requirements)

University degree, preferably in Science, Healthcare, Technology, Business.
Minimum of three years working with/selling:
- business to business 
- consultatively
- at board level

Likely Sources of Candidates
Medical equipment / devices sales/ Pharma sales
Software sales, preferably in healthcare
Information sales
Other publishers, preferably healthcare


Ability to travel 30%, occasionally at the weekend and internationally as required.



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