Global Sales & Applications Leader, Digital Solutions (m/f/d) (28125)

At Guerbet, we build lasting relationships so that to enable people to live better. This is Our Purpose.

We are a global leader in medical imaging, offering an extensive portfolio of pharmaceuticals, medical devices, digital and AI solutions, for diagnostic and interventional imaging. As a pioneer in the field of contrast products since the last 95 years ,we continuously innovate. We dedicate 10% of our revenue to Research & Development such as to improve the diagnosis, prognosis and quality of life of patients.

Achieve, Cooperate, Care and Innovate are the values ​​that we share and practice on a daily basis.

Working at Guerbet is not only being part of a multicultural team of 2,600 people across more than 20 countries, but, it is above all about playing a unique role in the future of medical imaging.

For more information on Guerbet, go to www.guerbet.com and follow Guerbet on Linkedin, Twitter, Instagram and Youtube

Location: Frankfurt area, Germany

Reporting directly to the Global Commercial Director for Digital Solutions at Guerbet, the Global Sales and Applications Leader for Digital Solutions will be a key enabler of the Commercial growth of Guerbet Digital Solutions.

Indeed, within the Commercial Head-Quarter organization, the role will be responsible for defining and scaling globally:

• the sales approach (sales pitch, sales training, funnel building..)

• the application approach (impactful demonstration and users training...)

• the comprehensive and prioritized Voice Of Customer in order to feed product roadmaps

OUR OFFER

• Sales trainer for Digital Solutions. Prepare and Deliver Sales training to the Sales force in targeted countries. In collaboration with global and local Marketing organizations and commercial management, and in line with the Digital Solutions overall strategy, the role will be responsible to elaborate and deliver efficient sales training including value proposition, sales pitch, basic product training, competitive positioning, references and installed base, pricing and quotation …

• Support regional teams on Digital Solutions at Point of Sale with responses to tenders, quotation, customer meetings and demos, presence in congresses, customer relationship.  He/She will also support regional teams on Digital Solutions for application training and regular follow-up of key customers and Reference sites. He/She will also support regions in building and managing their opportunities funnel in SalesForce.com  

• Advocate good commercial practices like: Solution selling approaches, Commercial transformation, IT & workflow discussion anticipation at Point of Sale, Management of customer expectations. He/She will be sensitive to the scalability of the commercial initiatives in the field. He/She will contribute in creating a culture of collaboration and IT awareness. He/She will be a key pillar of the global community of digital solutions experts.

• Demonstration Leader. The Global Applications leader will be the global strategist and orchestrator for Digital Solutions Demo Systems. He/She will recommend datasets, configurations, accessories for demo equipments as well as full workflow, demo pitchs and scripts for impactful demos.

• Application Train the Trainer. Prepare and Deliver Applications training to the Applications specialists in targeted countries. The Global Sales & Applications leader will be the master trainer and the referent for detailed product application training. He/She will organize application training in targeted countries, potentially coupled with sales training, in order to ensure that local application specialists are equipped to perform efficient application training and sites follow-up.​​​​​​​

• Be the Global Voice of Customer about Digital Solutions. As the main GO-TO- PERSON for product enhancement requests, he/she will be in charge of synthetizing the voices of the field regarding Guerbet Digital Solutions Portfolio, and to feed the Marketing representatives with detailed and prioritized needs. The role will be a critical influencer of the Digital Solutions roadmap of Guerbet. He/She will also assist Marketing and R&D teams in understanding problems or user’s requirements and in identifying solutions. He/She will also be the leader of the geographic expansion of Digital Solutions commercial operations. 

​​​​​​​Key Internal stakeholders: Devises/ISS Sales Specialists, Key Account Managers, Devices/ISS Application specialists, Country Sales Managers and General Managers, Field engineers, Marketing, R&D teams

Key External stakeholders: Customers: Radiologists, Radiographers, IT Managers /Administrators; Physicists

 YOUR PROFILE

• Radiology knowledge: well-versed with medical imaging modalities such as CT, MR, Interventional, XR, and their technical characteristics.

• Knowledge of the Care Pathways and Radiology workflows; experience as a radiographer or clinical specialist, or sales specialist in the radiology space is a plus

• Healthcare IT knowledge:  well-versed with HCIT equipment: (R)IS/PACS/EMR (Radiology Information systems, Picture Archiving and Communication Systems, Electronic Medical Records).

• Good understanding of the associated workflows and communication protocols: HL7, DICOM, IHE.

• Sales experience in Radiology or HCIT space. Ideally combining upstream and downstream roles

• Application / Clinicial experience in Radiology or HCIT products

• Strong presentation skills (public speaking and lecture experience desired)

• Demonstrated interpersonal & communication skills (ability to effectively communicate to external customers, global counterparts and team members)

• Strong problem-solving and analytical skills

• Proficiency in spoken English, another language would be an advantage

• Ability to travel, up to 40% 

• Global Role or Global Exposure to various geographic market dynamics and specificities is preferred.

• Previous role is a multi-cultural and multifunctional environment

• Teaching and training experience to Radiology staff preferred

• Knowledge of contrast media products is a plus

• High level knowledge of the HCIT global market and player.

• Knowledge of Advanced visualization market players and Diagnostic Artificial Intelligence markets

Reason to join US

Much more than a Competitive salary,

We offer continued personal development. When you join Guerbet, you :

• Are choosing a global leader with recognized expertise in diagnostic and interventional imaging, 
• Are joining our 2820 collaborators who are committed every day to offering innovative solutions to improve quality of patient’s life all over the world,
• Are joining a company where we value diversity of talents coming from various horizon.

We # Innovate # Cooperate # Care #Achieve at Guerbet. 

Guerbet is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee based on race, color, religion, creed, national origin or ancestry, sex, sexual orientation, gender identity or expression, age, physical or mental disability, veteran or military status, genetic information, or any other legally recognized protected basis under federal, state, or local law. The information collected by this application is solely to determine suitability for employment, verify identify, and maintain employment statistics on applicants.

Applicants with disabilities may be entitled to reasonable accommodation under the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change in the way things are normally done which will ensure an equal employment opportunity without imposing undue hardship on Guerbet. Please inform the company’s personnel representative if you need assistance completing this application or to otherwise participate in the application process.

Guerbet provides accommodations to applicants and employees with disabilities. If you need an accommodation to apply for a position please send an email to careers@guerbet.com.