Healthcare Solutions Specialist

2 weeks ago

Mission Viejo, California, United States CenTrak Full time
Position Overview:

As a Technical Solutions Consultant focusing on real-time location services, you will play a vital role in enhancing the sales process by delivering technical knowledge, conducting solution demonstrations, and providing support to our sales team, partners, and clients.

Your collaboration with our sales, product development, implementation, and customer success teams will be essential in delivering tailored RTLS solutions that cater to the specific needs of our clients.

This position is a technical and clinically-oriented cross-functional role that necessitates a comprehensive understanding of various aspects within a healthcare environment.

The ideal candidate will possess the ability to explain complex technical concepts to both operational and clinical audiences, translating their business requirements to sales, project management, and product teams to aid in the development of market-driven solutions.

This role is integrated within the commercial sales organization and will report to the VP of Solution Sales, significantly contributing to the sales team's efforts in driving opportunities through the sales pipeline.

The successful candidate will demonstrate strong technical expertise in RTLS, a clear grasp of its applications, outstanding communication skills, and a collaborative mindset aimed at exceeding customer expectations.


Key Responsibilities:

Performance Metrics:
  • Achievement of overall sales quotas and profitability targets.
  • Meeting individual quotas as set by the Sales Director.
  • Reducing the average sales cycle to achieve an opportunity closure rate exceeding 75% for partner-led deals.

Client Consultation:

Serve as a trusted advisor to clients, comprehending their business challenges and proposing suitable real-time location services solutions.


Product Demonstrations:

Facilitate product demonstrations and presentations to highlight the capabilities and advantages of our RTLS solutions, effectively conveying the value proposition to potential clients.


Requirements Analysis:

Work in close partnership with our direct sales team, partners, and clients to gather and assess their requirements, translating them into technical specifications and solution designs.


Team Collaboration:

Engage with cross-functional teams, including sales, product management, and customer success, to ensure alignment between customer needs and product capabilities.


Market Awareness:

Stay updated on industry trends, competitive dynamics, and emerging technologies in the real-time location services sector, leveraging this knowledge to inform product development and sales strategies.

Develop comprehensive knowledge of CenTrak solutions to act as the product and technology expert for sales teams, partners, and clients.

Support sales and marketing efforts as a technical and process expert during customer meetings and demonstrations.

Collaborate with sales teams, partners, and clients in crafting pre-sales proposal scopes, Statements of Work (SOWs), Rough Order Magnitudes (ROMs), and quotes.

Create multi-use-case solution decision tools to facilitate scope and technical server architecture diagrams and summary requirements.

Maintain a current understanding of CenTrak hardware design standards and comprehend the implications of significant deviations; recognize product capability SWOT and gaps in functionality or competitive threats and devise strategies to address them, educating sales and partners accordingly.

Assist in delivering internal training sessions for new product launches and re-education on key solutions as necessary.

Provide responses for sales-related technical Requests for Proposals (RFPs) and customer evaluation meetings.

Support the Project Management Office (PMO) with complex sales transitions and initial customer project meetings, ensuring a consistent presence during handoffs.

Continue to offer input on SOW and quoting tools, assisting the Sales Operations team as required, transitioning operational ownership upon completion.

Other duties as assigned, contributing to multiple roles with a proactive attitude.

Engage with clients through various communication channels to ensure their needs are thoroughly understood and addressed.

This position requires the individual to work from a home office and be willing to travel to customer locations as necessary.


Qualifications:

Education and Experience:

Bachelor's degree in engineering, Computer Science, or a related field is required; a Master's degree is preferred.

Preferred experience in a healthcare or hospital setting with a solid understanding of patient and staff workflows, asset management, and safety protocols.

Demonstrated experience in technical sales, pre-sales engineering, or solution architecture, particularly within real-time location services or similar technologies.

Strong comprehension of real-time location services technologies, including RFID, GPS, BLE, UWB, and associated protocols.

Proven ability to understand client requirements, identify business opportunities, and develop customized solutions to meet client needs.


Core Competencies:
  • Exceptional communication and presentation skills, capable of conveying technical concepts to both technical and non-technical audiences.
  • Ability to work autonomously and collaboratively in a fast-paced, dynamic environment.
  • Strong customer service and interpersonal skills for engaging with diverse customers and clients.
  • Excellent analytical skills for interpreting client data.
  • Effective time management and multitasking abilities to manage multiple tasks and clients simultaneously.
  • Strong organizational skills and attention to detail.
  • Proactive listening, creative thinking, decision-making skills, problem-solving abilities, and a commitment to personal integrity and honesty.
  • Motivated to meet or exceed customer expectations.

Physical Requirements:

Ability to read reports and communicate effectively with colleagues.

Ability to hear well enough to communicate with colleagues.

Ability to stand, open files, and operate office machines; mobility between departments and attendance at meetings.

Ability to climb, stoop, kneel, lift, pull, and push as necessary.

Ability to write, type, and utilize phone systems.

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