Stefan Hjelm

Questioner
DISC Type : c

IT Director Nordics, Benelux & Austria at Air Liquide Healthcare

Stockholm, Stockholm County, Sweden

Overview

Stefan is a results-driven IT Director with over 25 years of experience in the MedTech and pharmaceutical sectors. He specializes in leading digital transformations and implementing innovative tech solutions to drive growth while ensuring regulatory compliance, holding ITIL and APICS certifications.

He is passionate about leveraging technology to improve patient outcomes and advance value-based healthcare.

He has specific experience working with both the AI Data Act and the European Accessibility Act (EAA).

Personality Overview

Price-Sensitive

Not Easily Convinced

Cautious & Analytical

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They prefer to analyze every situation thoroughly.
 They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Healthcare Digitalization
He focuses on leading digital transformations and implementing technology solutions to drive business growth and enhance operational efficiency in the healthcare sector.
MedTech Compliance
He has extensive experience in highly regulated industries, with strong knowledge of ISO standards, GDPR, the AI Data Act, and the European Accessibility Act.
IT Leadership
He is focused on building and managing high-performing teams, as evidenced by his recent social media posts aimed at recruiting skilled analysts for his group.

Media Appearances

Stefan has no verified media appearances

Work History

2-2026
IT Director Nordics, Benelux & Austria at Air Liquide Healthcare
6-2021 - 2-2026
Head of Digital & IT at NordicInfu Care AB
2-2021 - 6-2021
Head of IT Operations NordicInfu Care AB at NordicInfu Care AB
7-2019 - 2-2021
IT Manager Nordic Countries at NordicInfu Care AB
2-2019 - 7-2019
Interim IT Team Lead & IT Project Manager at NordicInfu Care AB

Education

2014 - 2014
Logistics from APICS
2012 - 2012
Education details unavailable from ITIL

More Information

Social Presence :

Prographics :

Exp : 24 Location : Stockholm, Stockholm County, Sweden Job Level : Mid-senior Designation : IT Director Nordics, Benelux & Austria at Air Liquide Healthcare
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Insights For Selling To Stefan

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Stefan is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Stefan

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Stefan move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Stefan take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Stefan

Personality Compatibility


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