Job Description
About the Company:
Since its beginnings in 1945, the KARL STORZ family company has grown into a global manufacturer and distributor of endoscopes, medical instruments, and devices. We are no giant on an international scale but a leader in the things that matter creativity, flexibility, and expertise. Our range of endoscopic instruments for human medicine and veterinary medicine now includes more than 15,000 products. The most recent KARL STORZ developments are in digital documentation systems and comprehensive operating room concepts. As a system supplier, the company combines its expertise in endoscopy with software solutions to achieve integration in the operating room and to support clinical process and resource management. In Karl Storz, we enable our healthcare partners to perform at their very best every day to improve patients' lives around the world. As an independent family-owned company, we continuously think in generations instead of quarters. We are a recognized leader in high-quality and innovative solutions that create unique value for our customers. Based on our success we sustainably increase revenues and profits. As a global family company, KARL STORZ is active worldwide to support and consult customers around the globe. Across all continents, KARL STORZ is represented by more than 70 KARL STORZ subsidiaries in over 40 countries. Committed staff members at our production, sales, and marketing companies ensure optimal customer and market support worldwide.
About the role:
The main purpose is to focus on Drive the implementation, growth and profitability of the Stay Ready program and service solutions, turning audit findings and installed base information into commercial opportunities for repair, replacement, renewal, technology upgrade and service expansion. The position will contribute to generating incremental billing and margin, improving equipment availability and developing proposals tailored to each customer's clinical, operational and budgetary needs.
Tasks and Responsibilities:
Manage and support the implementation of Stay Ready in Spain, from customer identification (according to customer segmentation) to the monitoring of the agreed actions.
Plan and coordinate Stay Ready audits.
Analyze the results to identify damaged, obsolete, incomplete, redundant, or performance-losing drives.
Transform Stay Ready findings and installed base information into qualified business opportunities.
Generate billing for repairs, replacement of damaged or obsolete units, non-repairable equipment, upgrades, technological renewals, exchange and contract extensions.
Design and prepare proposals for maintenance, availability, repair, exchange, inventory optimization and other value-added solutions.
Develop business cases that demonstrate the economic and operational value of the proposed solutions.
Provide advisory tasks to clients to identify needs and define service solutions adapted to their clinical, operational and budgetary reality.
Analyse the processes related to the management, maintenance, availability and life cycle of the equipment, identifying opportunities for improvement and optimisation.
Design and train customers and internal teams on Stay Ready, service solutions, best practices and equipment lifecycle management.
Analysing the installed base and identifying risks of breakdown, obsolescence, end of life or reduction in performance, proposing replacement and renewal plans.
Create and maintain a qualified pipeline; record opportunities in Salesforce and ensure the quality of the forecast and follow-up until closing.
Contribute to Service Solutions' annual billing and margin targets and document the reasons for conversion, loss, or deferral.
Collaborate with Technical Service, Sales, Business Development, Finance and Marketing to ensure the viability and execution of the proposals.
Participate in visits, business reviews and strategic account planning, supporting the negotiation and closing of proposals.
Prepare reports and KPIs on activity, coverage, conversion, turnover, margin, renewals and quality of execution.
University degree in Engineering, Health Sciences or equivalent discipline.
1 year of experience in business development, service solutions, technical sales, healthcare consulting, or related functions.
Experience working with hospitals and preparing commercial proposals; experience in medical technology, maintenance contracts, installed base management and public procurement is an asset.
Knowledge of business models of services, maintenance and management of the medical technology life cycle.
Ability to analyze inventories and installed bases, prepare business cases and perform basic analysis of profitability and return on investment.
Management of Salesforce, Excel and commercial analysis and monitoring tools.
Orientation to results and profitability, consultative selling, commercial negotiation and project management.
Analytical thinking, data-driven decision-making, initiative, prioritization, and ability to execute.
Clear communication and ability to present value propositions to clinical, technical, economic and purchasing interlocutors.
Ability to collaborate transversally and coordinate multiple internal and external areas.
B2 English and availability to travel domestically.
What we offer
competitive salary
car company
Life and health insurance
Performance bonus
Digital tools
