Senior Solution Sales Executive

Optum is a global organisation that delivers care, aided by technology to help millions of people live healthier lives. The work you do with our team will directly improve health outcomes by connecting people with the care, pharmacy benefits, data and resources they need to feel their best. Here, you will find a culture guided by diversity and inclusion, talented peers, comprehensive benefits and career development opportunities. Come make an impact on the communities we serve as you help us advance health equity on a global scale.

About the Role: In healthcare, evolution doesn't just happen. It takes innovation, imagination, and a passion for solving problems in new and better ways. And innovation is taking place at a lightning-fast pace every day at Optum. As the fastest growing part of the UnitedHealth Group family of businesses, we're expanding our team in Ireland and creating excellent opportunities for those who want greater purpose and more impact in their work. We'll provide the investment, support, and resources to advance your career. You'll provide the talent, ambition, and drive.

The right candidate will be an experienced and dynamic professional ready to lead Optum Enterprise Imaging and Healthcare IT business development efforts across Europe. This unique and highly interactive position is dedicated to leading all aspects of solution selling and business development, specifically targeting Radiology, Cardiology, and general healthcare IT systems to the NHS.

The role involves driving the growth of Optum's Enterprise Imaging and Healthcare IT solutions by generating new business opportunities and expanding existing client relationships within the NHS and other healthcare providers across Europe. The right candidate will be comfortable developing and executing the sales strategy, ensuring alignment with overall business objectives and market demands.

The candidate will engage with key stakeholders within the NHS, developing and maintaining strong relationships, understanding their needs, and providing tailored solutions to meet their requirements. Collaboration with the existing wider team, including marketing, product development, and customer support, is essential to ensure a cohesive approach to business development and client satisfaction.

To build and maintain a robust sales pipeline of $25M in 2025, with an anticipated growth of $5-10M in bookings and revenue. Staying informed about industry trends, competitive landscape, and emerging technologies is crucial to identify new opportunities and adapt sales strategies accordingly.

Providing in-depth knowledge and support for specific business unit products and services is also a key aspect of the role, ensuring clients receive the highest level of expertise and service. The expectations for this role include proactively identifying and pursuing new business opportunities, driving growth, and expanding Optum's presence in the European healthcare market. Continuous efforts towards increasing the sales pipeline and achieving higher revenue targets year-on-year are essential.

Fostering a collaborative environment and working seamlessly with the wider team to achieve common goals and deliver exceptional results is a fundamental part of the role. This position requires a highly motivated individual with a proven track record in sales and business development within the healthcare IT sector.

Primary Responsibilities:

• Solution Selling: Promote and sell our healthcare IT solutions, including Radiology PACS, Cardiology CVIS, Analytics, and EPR Services, using solution and consultative selling techniques.
• Proposal Management: Oversee the preparation and submission of proposals (RFI, RFP, RFQ) for all new business opportunities, ensuring they meet client requirements and continue to drive and refine company standards and response quality.
• Strategic Planning: Develop and implement business development strategies to drive growth in the healthcare IT sector across Europe.
• Client Engagement: Build and maintain strong relationships with key stakeholders within the NHS and other healthcare organizations.
• Market Analysis: Conduct thorough market research to identify new business opportunities and stay ahead of industry trends.
• Partnership Development: Identify and establish strategic partnerships to enhance our market presence and expand our customer base.
• Performance Monitoring: Track and report on key performance indicators (KPIs) to measure the effectiveness of business development initiatives.
• Compliance: Ensure all business development activities comply with relevant regulations and company policies.
• Develop Business Strategies: In partnership with the VP of Growth, formulate and execute comprehensive business development plans to achieve company objectives.
• Identify Opportunities: Research and identify potential markets, clients, and partnerships to expand the company's reach. Maintain all opportunities in the Sales CRM.
• Lead Sales Efforts: Direct and manage the sales process from lead generation to closing deals, ensuring a high conversion rate.
• Build Relationships: Establish and nurture relationships with key decision-makers within the NHS and other healthcare organizations.
• Promote Solutions: Advocate for the company's healthcare IT solutions, demonstrating their value and benefits to potential clients.
• Pre-Influencing: Engage with potential clients early in the decision-making process to shape their understanding and preferences towards our solutions.
• Educational Outreach: Conduct workshops, seminars, and presentations to educate stakeholders about the benefits and features of our products.
• Networking: Attend industry conferences and events to build relationships and influence key players in the market.
• Collaborate with Teams: Work closely with internal teams, including marketing, product development, and customer support, to align strategies and ensure customer satisfaction.
• Monitor Market Trends: Stay informed about industry trends, competitor activities, and regulatory changes to adapt strategies accordingly.
• Report Progress: Regularly update senior management on business development activities, progress, and challenges.
• Promote Solutions: Uphold the highest standards for the Business Unit.
• Meet Sales Targets: Meet and exceed sales revenue targets.
• Risk Management: Identify risk factors early and take effective action to safeguard clients and the organization.
• Manage Sales Opportunities: Handle multiple concurrent sales opportunities.
• Sales Strategy: Build sales strategies and lead RFP, RFI, RFQ processes for new and existing clients.
• Interpersonal Skills: Demonstrate solid interpersonal and networking skills both internally and externally.
• Relationship Selling: Build active relationship selling across internal organization, delivery, consulting, senior management, operations units, external vendors/partners, and third-party advisors.
• Industry Representation: Act as a conference presenter and industry representative when called upon.
• Competitive Environment: Foster a competitive environment and serve as a role model to other employees.
• Obtain Commitments: Secure commitments from individuals or groups to ensure organizational success.
• Influence: Ability to influence individuals at all levels of the organization.

You will be rewarded and recognised for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role, as well as providing development for other roles you may be interested in.

Required Qualifications:

• Bachelor's degree in Business, Healthcare Management, Information Technology, or equivalent experience.
• Extensive experience in business development or sales within the healthcare IT sector, with a focus on the NHS.
• Technical Knowledge: In-depth understanding of Radiology PACS, Cardiology CVIS, healthcare analytics, and EPR systems.
• Strong leadership, communication, and negotiation skills. Ability to work independently and as part of a team.
• Sales and Marketing: Experience in growing a business or portfolio of clients within the healthcare industry.
• Account Management: Account relationship management experience.
• Messaging and Positioning: Experience effectively messaging, positioning, and presenting information for client impact and influence.
• Negotiation and Collaboration: Experience effectively negotiating, influencing, and collaborating.
• Complex Environment: Proven ability to operate and navigate in a complex environment with a high level of collaboration.
• Technical Proficiency: Proficiency in Microsoft Office suite and CRM (e.g., Salesforce).
• Travel Requirement: Ability to travel up to 70% of the time, meeting clients, prospects, attending events.
• Strong intrapersonal and communication skills.
• Healthcare Industry Knowledge: Knowledge of the healthcare industry, Optum clients, and Optum products/solutions.

Preferred Qualifications:

• Excellent problem-solving and decision-making abilities.
• Strong network within the NHS and other European healthcare organizations.
• Ability to adapt to a fast-paced and evolving industry.
• Experience in solution selling: Demonstrated ability to sell complex healthcare IT solutions by understanding client needs and providing tailored solutions.
• Experience in consultative selling: Proven expertise in consultative selling.