8

applicants

Full-time Applications Sales Representative (Germany, Switzerland, Austria, Eastern Europe

at Oracle in Munich

Background

The Health Sciences Global Business Unit was formed within Oracle in 2008, to focus on developing and selling software specifically for the specialized needs of Healthcare and Life Sciences companies. Over the last 3 years the HSGBU has grown revenues exponentially through building strong executive and sales relationships with the world’s leading Healthcare, Pharmaceutical and Biotech companies, and has completed 2 major acquisitions of other software companies. Success of the business to date has now created the opportunity for a major expansion of the Healthcare sales organization.



Working in Healthcare sales for the HSGBU means working with senior leaders in Hospitals, Academic Medical Centres, and Healthcare Provider group companies. HSGBU Applications are generally regarded as highly strategic by these organizations, rather than just as commodity IT tools. A high level of Consultative Sales skill is required, and a level of Healthcare industry expertise / experience is a distinct advantage.



This is an opportunity to join a small but very fast growing part of Oracle, in an Industry which is undergoing profound change. Working within a GBU Sales team offers a high degree of personal autonomy, but requires excellent self organization and self motivation.




Objectives

To generate new sales opportunities within existing customers and new prospects in the Healthcare industries.
To work with senior customer staff, from business, industry and IT perspective, to understand & extend their needs, and subsequently to sell the Oracle HSGBU Healthcare applications.
To develop innovative Value Propositions for, and work in partnership with, Sales Consulting, in order to maximise the generation of license sales revenue in Oracle’s Healthcare Applications

To engage in designated opportunities by applying Healthcare industry insight and product knowledge to opportunities.

Scope

Runs a Regional Sales Territory (Germany, Switzerland, Austria and Eastern Europe), with a number of identified Major / Strategic accounts
Contributes to the achievement of set growth targets for Oracle Healthcare Applications
Works closely with other lines of business and stakeholders across geographies
Has a level of understanding of the breadth of Oracle's product set that enables them to proactively sell across the Healthcare marketplace

Expectation of substantial travel within EMEA and to the US.

Responsibilities

Sell business applications software/solutions and related services to prospective and existing customers.
Develop and maintain a strong pipeline of opportunities through own individual efforts, utilising support from marketing, business development etc. wherever possible.
Manage sales through forecasting, account resource allocation, account strategy, and planning.
Develop solution proposals encompassing all aspects of the applications.
Participate in the development, presentation and sales of a value proposition.
Negotiate pricing and contractual agreement to close the sale.
Identify and develop strategic alignment with key third party influencers.
Maintaining an in depth and up to date industry knowledge of the Healthcare industry
Building and maintaining effective relationships with all relevant customers throughout the sales lifecycle
Maintaining up to data knowledge and commercial awareness of the external market place and competitor product/solution offerings and value propositions
Contributing to the generation and maintenance of relevant Healthcare Value Propositions
Working as part of cross Line of Business Account Teams on specific opportunities to enhance revenue for Oracle Corporation as requested

Ensuring the creation of reference sites with all customers

Accountabilities

Leading contributor individually and as a team member, providing direction and mentoring to others.
Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.
Minimum 8 years applicable experience including 7 years of sales experience.
Successful sales track record.
Ability to penetrate acounts, meet with stakeholders within accounts.
Oracle knowledge and/or knowledge of Oracle’s competitors.
Interaction with C level players.
Team player with strong interpersonal /communication skills.
Excellent communication/negotiating/closing skills with prospects/customers.
Bachelor degree or equivalent.
Engage with Product Development teams and other sales/presales units to maintain product knowledge
Represent Oracle at marketing events as required
Recognise and communicate opportunities to up-sell based on solutions insight
Ensure knowledge sharing of competitors activity within the Healthcare sales team and relevant Oracle Lines of Business
Work closely with customers to qualify solution requirements and track benefits

Contribute information in response to Invitations To Tender and Requests For Information for Industry Solutions.

Core Professional Competencies

Communication (in German and English).
Presentation
Influencing & Negotiating
Customer focus
Building relationships
Planning & organizing
Adapting to change
Innovation
Self motivation
Organisational awareness

Working within ‘virtual’ teams, often across geographies and cultures

Core Business Competencies



Business development
Consultative selling
Customer needs analysis
Industry mastery – Healthcare industry

Product mastery – Oracle HSGBU Healthcare Applications

Sales Competencies



Sales process acumen
Competitive awareness

Objection handling

Send us your CV and letter of interest using the online application option below.


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Published at 23-04-2012
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