Sales Specialist, BT Healthcare

This role will be responsible for delivering sales to achieve the execution of growth priorities, winning new business through nurturing existing relationships, retaining existing customers and developing new stakeholder relationships, establishing BT’s technical and solution credibility across the Healthcare and NHS vertical.  

As a Sales Specialist for BT Healthcare, you will create and close sales opportunities for the Healthcare portfolio across Inpatients, Outpatients, Primary, Community, Social Care and Mental Health care settings.  The aim is to support the delivery of growth from £30m to over £100m of healthcare business in Corporate and Public Sector (CPS). The team will work closely with the wider health team, to tailor and articulate BT’s propositions for the Healthcare industry.  To maximise our opportunity for success it’s also vital that the team works closely with the Regional Account Managers (within CPS) bringing extensive industry knowledge and expertise to regional efforts to sell into healthcare businesses. 

Particular emphasis is placed on knowledge and understanding of the NHS market and managing complex sales opportunities through to completion. There will be a mix of new business and account management activities associated with this role and a track record of delivery in healthcare is required. 

• Responsible for the sales activity within a defined area, working alongside colleagues from CPS and Div X Heath

• Identifying new opportunities and working as part of a team on existing sales opportunities to deliver sales performance against targets

• Uses external and internal networks to adapt plans to changing market forces, competitor activity and customer opportunities; a key responsibility is working across the technical communities in BT Enterprise and beyond in order to create coherent and attractive solutions for customers  

• Create and maintain excellent relationships with customers across the healthcare industry. 

• Become subject matter expert for BT product offerings and solutions, able to articulate the benefits to potential customers at all levels in their organisation

• Works closely with colleagues in BT Enterprise and Healthcare in order to ensure a winning presentation of products and solutions for the Healthcare sector

• Develop a comprehensive understanding of healthcare providers, and their needs for BT’s Healthcare propositions. 

• Develop a technical understanding of our Healthcare portfolio, and identify how it can best create brilliant customer experiences for our customers 

• Work with BT Enterprise Account, Sales & Marketing teams to proactively identify, generate & manage a pipeline of opportunities for the Healthcare portfolio in target accounts

• Ensure that Healthcare opportunities are pursued as part of sector/account pipeline management

• Gain insight into the needs of the healthcare market, and competitor portfolios, use this to help improve the effectiveness and efficiency of activity

• Work as part of the Healthcare venture & virtual team, adopting & championing venture ways of working

• Meet weekly, monthly, and annual sales and activity objectives  

• Customer champion - You understand the customer's needs and challenges, and look for opportunities to create a brilliant customer experience 

• Solution focussed achiever - You deliver and coordinate activities and respond positively to challenges.

• Team player - You contribute to a high performing culture by having personal accountability, supporting colleagues and owning your own development.

• Healthcare Industry knowledge - Extensive knowledge and experience in the Healthcare industry across the NHS’s primary,secondary and community care services

• Familiarity with healthcare structures and practices - around purchasing IT and communications is beneficial

• Negotiation - You influence people to change their positions with or without authority. You do this by communicating your expertise and a compelling rationale, and working to win the most value and sustainability possible for everybody involved.

• Identifying solutions - You develop customer solutions using your knowledge of our product and service portfolio. You use the latest technology to enhance the quality, efficiency and effectiveness of the overall customer experience

• Sales process, systems and tools - You utilise policies, processes, systems and tools to support your work and that of the wider team. You develop extensive knowledge of the end-to-end sales process and apply this knowledge to support our business

• Sealing the deal - You create and close sales opportunities through research, analysis and planning. You identify and articulate the value of our products, services and solutions to the customer

• Give specialised advice - You offer expert advice and recommendations in your areas of subject expertise

• Credibility and trust – You conduct yourself in a professional manner with a strong customer focus to build credibility in the customer’s eyes and behave in a way that builds trust with your customers and colleagues 

• Accountability – You take ownership of your actions, development and delivery of results

• Experience of complex sales within large accounts in Healthcare 

• Experience of Healthtech sales or related digital/platform products in a healthcare environment

• Experience of agile ways of working desirable

• Would look at candidates with backgrounds in medical device, clinical information systems, digital, connectivity, IoT, or IT sales to NHS customers.  

• Competitive salary and OTE

• World-class training and development opportunities

• 25 days’ annual leave (not including bank holidays)

• Discounted broadband, mobile and TV packages

• Share option and pension scheme programmes

• Flexible benefits to fit around you