职位描述
DescriptionThe Product Sales Leader is accountable to grow sales revenue and margins for a specific GEHC product/product range or segment within an assigned geographical (e.g. small country, sub-region) area within a Global Region. The Product Sales Leader executes a coherent product differentiation and commercial strategy for their assigned product/product range or segment and optimizes the use of resources in conjunction with the next level Modality Manager or Regional Manager to cover market potential for his/her product, product range or segment in order to achieve the Operating plan.The Product Sales Leader is responsible to update product management leaders of evolving market and customer needs to drive the continuous product innovation adapted to local market needs. The Product Sales Leader has direct management of the Product Sales Specialists (PSS) or Product Specialists (PS) or Applications Specialists (AS) in their assigned geographical sub-region. They will assist and contribute to the coordination of One GEHC account activities in conjunction with their direct Modality Manager or Regional Managers and their teams of Account Managers/Executives to bring maximum business results and customer satisfaction to GEHC.Key responsibilities include (but are not limited to)Financial Performance• Is accountable to achieve Product/Solutions/Service orders and sales OP target for assigned accounts and or territory• Provide input to deal pricing strategy and ensure pricing compliance for segment opportunities.• Forecast orders and sales within the applicable sales funnel tools and reports for their products/solutions/services in their assigned territory/accounts Territory & Account Management• Create business plans for territory/assigned accounts including, but not limited to opportunity development, competitive strategies and targets. • Build strong business relationships and formulate account strategies and plans to continuously strengthen relationships within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools.• Continuously develop and improve a network of key opinion leaders within the assigned territory.• Track and communicate market trends to/from the field including competitor data, and develop and lead effective counter-strategies.Product & Market Expertise• Maintain up to date detailed knowledge of their product / services. Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.• Maintain up to date market and competitor knowledge related to their product/solutions/services.• Continuously update their understanding the customers changing clinical and/or operational issues and challenges.• Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE. • Differentiate assigned product offering during the various stages of the sales process, effectively using GE resources and approved product marketing and product promotion material to actively support the customer through their decision making process towards a successful outcome for GE.• Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company.Opportunity management• Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel. • Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction assigned territory.• Create and maintain opportunities in the applicable sales funnel tool and/or CRM tools.• Ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.• Estimate date of delivery to customer based on knowledge of the company's production and delivery schedules ensuring fulfillment of the order is according to customer expectations and enhances customer satisfaction.Team coaching• Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system.• Is responsible to regularly have “infield coaching” sessions with each one of their team members on for example how to cover opportunities and territory, differentiating and presenting the value of product and managing opportunities. Provides regular, timely and productive development feedback.• Create regular opportunities to involve the team to share best practices on opportunity management• Is role-model to team for utilizing GEHC resources and networks to create and manage opportunities• Regularly provides update to team on company, region product strategies and customer insights.• Coach and assist the PSS/PS with the differentiation of product offerings during the various stages of the sales process to actively move the customer through their decision making process towards a successful outcome for GE.One GEHC teamwork• Contribute to account plans where applicable at accounts covered by account managers/executives.• Continuously educate and coach account team members on their product/service/solution strategy and offerings.• Collaborate with and leverage subject matter experts and other resources within GEHC channels to build relationships and secure business.• Share and follow-up identified leads to other product lines within own accounts and or One GEHC accountsCompliance1. Adhere to and uphold highest standards of compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes• Adhere to all applicable GE and GE Healthcare compliance policies, codes and training requirements• Identify and report any quality or compliance concerns and take immediate corrective action as required.Quality Specific Goals1. Aware of and comply with the GEHC Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations as they apply to this job type/position2. Complete all planned Quality & Compliance training within the defined deadlines3. Identify and report any quality or compliance concerns and take immediate corrective action as required4. Maintain knowledge of and understand all applicable Global Privacy and Anti-Competition Policies and operate within them to ensure that no company policy or Local/ Int’l Law is broken. 5. Maintain knowledge of and understand all applicable Environmental Health Policies (including but not limited to GE Healthcare EHS Policies, GE Healthcare Fleet Rules, etc.) and operate within them to ensure that no company policy or local / Int’l Law is broken.6. Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.Qualifications1. Bachelor’s Degree or minimum 5 years of selling experience in a medical, healthcare or technical field( e.g. biomedical engineering, medical physics) or Life Sciences field2. Previous experience in the Healthcare Industry3. Ability to interface with both internal team members and external customers as part of solutions based sales approach4. Ability to energize, develop and build rapport at all levels within an organization5. Strong capacity and drive to develop career6. Excellent verbal and written communication skills in local language as well as good command of English7. Ability to synthesize complex issues and communicate in simple messages8. Excellent organizational skills9. Excellent negotiation & closing skills10. Strong presentation skills11. Able to travel 12. Valid motor vehicle licensePreferred Qualifications1. Proven and progressive previous experience in sales/services/promotion to C-suite and technical decision makers e.g. CEOs, Strategic Planning Directors, Facilities/Estates managers, Biomedical Engineers, nursing staff, medical specialty staff (Anesthesiology, Radiology, Intensive care, Nuclear Physicists etc.)
