Direct Sales

4. Required Experience

• Minimum of 8 years of experience in B2B commercial roles, preferably in technological services, consulting, or systems integration companies.
• At least 4 or 5 years of direct experience in the healthcare sector.
• Demonstrable experience in key account management and in complex, long-duration sales cycles.
• Experience in public procurement and in the preparation and monitoring of tenders.
• Knowledge of the functioning of public health administrations and their decision-making, budgeting, and procurement processes.
• Experience interacting with management profiles and high-level managers.
• Proven track record of meeting sales, contracting, and margin objectives.

A technical profile is not required, but the ability to understand complex solutions, identify their value to the client, and translate them into a commercial proposal is required.

Priority criterion: experience in public healthcare will be a priority. Commercial experience in private healthcare and the pharmaceutical sector will also be positively valued.

• Previous experience in private healthcare, the pharmaceutical industry, biotechnology, medical technology, or life sciences will be valued.

5. Valuable Knowledge

Commercial knowledge in some of the following areas will be valued:

• Healthcare digital transformation.
• Managed services and technological infrastructures.
• Cloud, data centers, and digital workplace.
• Cybersecurity.
• Data, advanced analytics, and artificial intelligence.
• Interoperability and integration of systems.
• Electronic health records and healthcare information systems.
• Process automation and BPM/BPM/RPA platforms.
• Personalized medicine, genomics, and clinical decision support solutions.
• Clinical and healthcare applications.
• Consulting, quality, architecture, and technological governance services.
• Additional training in complex solution selling, commercial management, public procurement, digital transformation, or business management will be valued.

6. Education

• University degree, preferably in Business Administration and Management, Engineering, Economics, Health Sciences, or related disciplines.

• Sufficient English level to participate in meetings, prepare commercial documentation, and collaborate with international teams.

1. Job Mission

Manage and develop a client portfolio within the healthcare sector, primarily public health organizations, driving business growth through the identification, qualification, and closing of digital transformation opportunities, technological services, and high-value solutions. The selected person will be responsible for building strong and sustainable relationships with the key stakeholders of each account, leading commercial plans, and coordinating the internal resources necessary to develop competitive proposals and achieve sales, margin, and contracting objectives.

2. Main Responsibilities

• Comprehensively manage a client portfolio in the healthcare sector, with a special focus on regional health services, regional ministries, public hospitals, and agencies dependent on health administrations.
• Develop and execute account plans, identifying strategic priorities, needs, ongoing projects, stakeholder maps, and growth opportunities.
• Establish relationships of trust with decision-makers and managers in the areas of management, technology, digital transformation, procurement, healthcare management, and clinical areas.
• Identify, qualify, and develop commercial opportunities for technological services and solutions.
• Lead the full sales cycle, from the initial identification of the need to the presentation of proposals, negotiation, award, and contractual formalization.
• Monitor public tenders, framework agreements, preliminary market consultations, and other procurement procedures.
• Coordinate the preparation of offers with the pre-sales, consulting, services, technology, legal, procurement, and finance areas.
• Manage the commercial pipeline, sales forecasts, and indicators for activity, contracting, revenue, and margin.
• Detect cross-selling and growth opportunities within existing clients.
• Participate in relevant meetings, events, and forums within the healthcare sector.
• Collaborate with technological partners, manufacturers, and specialized companies to develop joint proposals.
• Ensure an adequate transition of awarded opportunities to the teams responsible for their execution.
• Maintain an updated view of trends, investments, regulations, and priorities within the healthcare system.

3. Client Typology

• Regional health services.
• Regional ministries and public health agencies.
• Public hospitals and hospital groups.
• Private hospitals, insurers, and healthcare groups.
• Research organizations, foundations, and health institutes.
• Pharmaceutical companies and life sciences organizations.