Role Summary/Purpose: Responsible for creating and winning sales opportunities for theirproducts/solutions/services in an assigned territory, and/or in a listof named accounts individually or as part of a One GE Healthcare team.Act as the clinical/technical expert to establish and continuouslydevelop the relationship with departmental and technical decision makersin their assigned accounts and where applicable work in conjunction withAccount Executives and Managers to gain access to C-Suite decisionmakers.
Essential Responsibilities: As the technical sales expert for his/her assignedproducts/solutions/services, will differentiate GE’s offerings, conveycompelling value propositions, lead the opportunity, qualify thecustomer needs, develop & present solutions proposals/quotations,& respond to customers’ technical/process questions in order tosuccessfully close increasingly complex technical/solutionsales.Financial Performance - Accountable to achieve orders & sales OP target for assignedaccounts/territory - Provide input to deal pricing strategy & ensure pricing compliancefor segment opportunities - Forecast orders/sales within the applicable sales funnel tools &reports for their products/solutions/services in their assignedterritory/accountsTerritory & Account Management - Create business plans for territory/assigned accounts including, butnot limited to opportunity development, competitive strategies &targets - Build strong business relationships & formulate account strategiesto continuously strengthen relationships within the assignedaccounts/territory. Identify & respond to key account technical& departmental decision makers’ needs and maintain customer contactrecords in the relevant CRM tools - Continuously develop and improve a network of key opinion leaderswithin the assigned territory - Track and communicate market trends to/from the field includingcompetitor data, and develop and lead effectivecounter-strategiesProduct & Market Expertise - Maintain up to date detailed knowledge of their product/services. Ableto present/discuss the technology & clinical benefits in terms whichare relevant to customers - Maintain up to date market & competitor knowledge related to theirproduct/solutions/services - Continuously update their understanding of customers changing clinicaland/or operational issues and challenges - Create viable product configurations meeting customer needseffectively, while achieving optimum margin for GE - Differentiate assigned product offering during the various stages ofthe sales process, effectively using GE resources/approved productmarketing/product promotion material to actively support the customerthrough their decision-making process towards a successful outcome forGE - Promote product/solution and the company at relevant medicalconferences/technical exhibitionsOpportunity management - Identify/create new opportunities and work with sales leaders &account teams to continuously increase prospect funnel - Drive tender/bid process including the needs qualification, vendorselection, quotation and closure of their sales opportunities to meetorders/sales/margin targets as well as to maximize customer satisfaction - Create and maintain opportunities in the applicable sales funnel tooland/or CRM tools - Ownership of order & configuration quality at the point of entryto ensure accuracy, configuration integrity and that all requirementsare tied to documented customer inputs - Estimate date of delivery to customer based on knowledge of thecompany's production and delivery schedules ensuring fulfillment of theorder is according to customer expectations and enhances customersatisfactionOne GEHC teamwork - Contribute to account plans as applicable covered by accountmanagers/executives - Continuously educate/coach account team members on theirproduct/service/solution strategy & offerings - Collaborate with & leverage subject matter experts/other resourceswithin GEHC channels to build relationships and secure business - Share and follow-up identified leads to other product lines within ownaccounts and/or One GEHC accountsCompliance - Adhere to & uphold highest standards of compliance to relevantinternational and local Regulatory and GE Healthcare Promotional Codes - Adhere to all applicable GE/GE Healthcare compliance policies, codesand training requirements - Identify and report any quality or compliance concerns and takeimmediate corrective action as required
Qualifications/Requirements: - Bachelor’s Degree or minimum 3 years of selling experience in a LifeSciences field - Previous experience in the LS Industry - Ability to interface with both internal team members and externalcustomers as part of solutions based sales approach - Ability to energize, develop and build rapport at all levels within anorganization - Strong capacity and drive to develop career - Excellent verbal and written communication skills in local language aswell as good command of English - Ability to synthesize complex issues and communicate in simplemessages - Excellent organizational skills - Excellent negotiation & closing skills - Strong presentation skills - Able to travel - Valid motor vehicle license
Desired Characteristics: - Proven and progressive previous experience in sales/services/promotionto C-suite and technical decision makers