The Deal Executive – Healthcare Industry has the responsibility of identifying high potential leads, converting these leads to pipeline and winning deals. These leads, the pipeline and order entry conversion has to be in accordance of the Go 2 Market Sales strategy focussed on selling Solutions into Healthcare Customers, primarily within a regional area of responsibility with targets for Order Entry, New Revenue and Gross Profit.
· Solutions are limited to the Functional Solutions of SAP and excludes SAP Basis Services, SAP Cloud Services unless prime component is Functional Services of SAP. Other Services Offerings can be bundled like 3rd Party Products like Laboratory, Bloodbank, Networks etc. as long as the prime driving component is the Functional Solutions of SAP.
· This person is responsible for compiling a winning deal strategy limited to their leads, pipeline and order entry targets to ensure achievement of company sales targets in line with Company and international processes and procedures to enable the 2017+ growth plan.
· This person takes overall accountability for their own leads, pipeline and order entry by driving competitive deal strategies and winning the deal by steering the deal’s cost effectiveness, managing customer relationships at executive and senior management levels, leads the acquisition team and conducts negotiations.
Key areas of responsibility
· Utilises market intelligence and personal networks to propose market segmentation in line with the overall strategy to identify new market opportunities, create leads from potential opportunities and convert deals into potential pipeline as qualified deals.
· Thorough understanding of T-Systems’ local and international capabilities and services as well as Healthcare solutions (both local and international).
· Creates interest in products and services through networking and other means, generates new business leads and arrange follow-up meetings.
· Qualifies potential deals in the sales process on the following:

o Suitability for Company

o Capability to compete with other providers

o Expected profit forecast

· Establishes the deal solution, the technology strategy and investment strategy for the identified deals.

· Develops effective sales operational plans and methodologies to reach sales targets as specified for new customers and existing customers.
· Owns and drives sales pipeline effectively via own efforts and other supporting areas to ensure sufficient coverage of order entry targets as specified.
· Continually aligns Go 2 Market strategy with sales effort and resources and align with customer business requirements.

· Drives the development of winning value propositions, USP and winning criteria by taking competitive analysis into account and take accountability for the content of opportunity plans.

· Utilises market intelligence regarding competitors in the bid process to provide a competitive advantage for Company.

· Accountable for closing big and/or complex deals with the support of other internal functions within the organisation.
· Identifies and understands customers' diverse, specific business needs and applies Solution knowledge to meet those needs.
· Actively leads customer account planning in order to look for other sales opportunities.

· Accountable for local sales processes on identified deals to obtain local and international approvals.

· Manages complex internal and external political landscapes and relationships to drive deal approvals and closing.

· Responsible to interface with customers, sourcing advisors, networks in the market and communities, executive sponsor, business owners, deal team members and internal stakeholders.
· Manages the customer relationship at executive and senior management level and provide an interface for supporting functions to gain access to the customer at appropriate levels.
· Utilises existing networks and build new networks to leverage potential lead generation opportunities.

Qualifications and experience required:

· Relevant degree or diploma.
· 3 – 5 Years’ sales experience of complex and big deal management within the Healthcare Industry.
· 3 – 5 Years’ sales experience with complex ICT solution selling, consultative selling and selling IT services.
· Proven track record of closing deals and achievement of sales targets.
· Knowledge and experience of the Healthcare Industry in terms of business needs and challenges.
· Has an existing, relevant network of key ICT decision-makers on executive and senior management levels.
· Excellent communication and negotiations skills at executive level.
· Experience in forming, leading and managing multi-disciplinary and/or virtual teams with a results-oriented approach.
· Experience with, and knowledge of ICT influencers and challenges both globally and locally.
· Knowledge of Opportunity process models, principles, procedures and management thereof.
· Knowledge and experience partnering with vendors.
· Knowledge of product sets (Service Offering Portfolios).
· Experience selling SAP Healthcare Solutions (Functional) to solve customer business challenges.

Competencies required:

· Sales Resilience – Display optimism, resilience, persevere in tough situations and continuously look for new opportunities.
· Sales Drive - Has drive and enthusiasm, continuously strive to succeed and meet tough targets.
· Sales Confidence - Projects an air of confidence when dealing with others and portrays outstanding personal capabilities and talents.
· Adaptable- Identifies and adopts the most appropriate style to maximise success in sales situations. Is able to relate to clients or prospects.
· Listening - Listens sympathetically to others and vigilantly observes and interprets peoples’ behaviour
· Embracing Change - Has the ability to quickly adapt to dramatic and continued changes in the work environment and in processes and procedures.
· Relating and Networking
· Persuading and Influencing