Business Development Manager LTC
il y a 2 semaines
Ascom is a global solutions provider focused on healthcare ICT and mobile workflow solutions. The vision of Ascom is to close digital information gaps allowing for the best possible decisions—anytime and anywhere. Ascom's mission is to provide mission-critical, near real-time solutions for highly mobile, ad hoc, and time-sensitive environments.
Le/La Business Development Manager LTC FR BeLux est chargé de promouvoir et de vendre les solutions Ascom dans les institutions de santé long terme francophones (Wallonie, Bruxelles et Luxembourg) : majoritairement des maisons de repos et résidences services, des institutions psychiatriques, des instituts de revalidation.
Il est la principale interface entre l'équipe Ascom (Solutions/PreSales, Operations, Direction) et les clients, les nouveaux prospects, les partenaires et a donc un impact majeur sur la croissance d'Ascom.
Il/elle identifie de nouvelles opportunités de marché, développe des stratégies de vente efficaces et établit des relations solides long terme avec les clients pour augmenter les ventes et améliorer la satisfaction des clients. L'objectif principal est d'élargir la base de clients et de renforcer la présence de la marque Ascom sur le marché francophone des institutions de santé long terme.
Principales Tâches et Responsabilités
- Prospecter intensivement sur une liste d'institutions déjà bien identifiées et analyser le marché pour identifier les opportunités de vente et les tendances.
- Développer et mettre en œuvre des stratégies de vente efficaces pour les solutions Ascom.
- Établir et entretenir des relations solides avec les clients existants et potentiels ainsi qu'avec les Partenaires d'Ascom. Il peut se reposer sur une solide base installée dans le pays.
- Présenter et démontrer les solutions Ascom aux décideurs des institutions de santé.
- Préparer et négocier des propositions commerciales et des contrats.
- Participer à des salons professionnels, conférences et autres événements du secteur pour promouvoir les solutions Ascom dans son secteur.
- Collaborer avec les équipes internes pour assurer un service client de haute qualité et le suivi des ventes.
- Suivre et analyser les performances de vente (gestion d'un funnel équilibré à court, moyen et long terme avec gestion/mise à jour optimale de l'outil CRM d'Ascom) et être à même de préparer des rapports pour la direction.
Qualifications et expérience professionnelle.
- Diplôme en gestion, marketing, ou domaine connexe.
- Expérience significative d'au moins 3 à 5 ans en vente idéalement dans le secteur des technologies ICT (ex. : intégrateurs, Unified Communications vendors,…)
- Expertise avérée en matière de "vente de solutions/consultative", de gestion de comptes et d'établissement de relations avec les clients.
- Expérience avérée de l'exécution des ventes, directes et indirectes, et de la vente de solutions (complexes) fondées sur la valeur, y compris les logiciels.
- Une expérience démontrable dans le secteur des soins de santé long terme et des points de contact / réseau pertinents dans ce secteur est un atout majeur mais pas nécessaire.
Aptitudes et compétences
- Excellente orientation client et excellentes compétences en communication et en négociation au niveau CxO's et au niveau opérationnel pour enthousiasmer les clients sur les solutions Ascom.
- Esprit d'équipe et focalisation sur les objectifs.
- Capacité à travailler de manière autonome et en équipe.
- Maîtrise des outils informatiques et des logiciels de gestion bureautique.
- Francophone natif, maîtrise de la communication commerciale en néerlandais ou en anglais
- La connaissance et compréhension des flux de travail infirmiers est un plus mais le candidat pourra se reposer sur le coaching et l'expérience de son Team Leader expérimenté dans les institutions de soin long terme.
- Vous avez une grande affinité pour la technologie ICT y compris le software. La connaissance du portefeuille de produits Ascom est certainement un atout.
- Vous avez de bonnes capacités d'analyse et d'organisation et vous avez le souci du détail.
- Maîtrise des outils informatiques et des logiciels de gestion bureautique.
Qualités personnelles
- Proactivité et esprit d'initiative.
- Grande empathie et sens du service.
- Flexibilité et capacité d'adaptation.
- Résilience et gestion du stress.
- Orientation vers les résultats et la satisfaction des clients.
- Forte motivation et esprit d'équipe
- Enthousiaste à l'idée d'apprendre
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