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Zone Service Sales Account Leader - North Italy
GE Healthcare Healthcare Europe category Sales Experienced Dec 20th 2019 3404066 Relocation Available : No Milan Italy location Milan, Milan, Italy Apply Now Back to search results Previous job Next job JOB DESCRIPTION
Role Summary :
The Zone Service Account Leader drives a coherent commercial strategy across the GE Healthcare business within the Zone and optimizes the use of resources to drive market potential.
For North-Italy will be responsible for defining a service go-to-market strategy in order to achieve the Operating plan, via both direct and indirect channels.
Acts as a primary customer point of contact in the Zone and represents One GEHC for multi-product projects and cross-P&L business events.
Essential Responsibilities :
Financially accountable to achieve the quarterly and yearly Operating Plan for relevant GE Healthcare Portfolio in geographical area (ie.
orders, sales, and contribution margin, base costs, operating margin, cash where applicable, timely and accurate forecasting of pipeline per products and sales, etc.
together with, customer satisfaction and retention
Provide input and contribute to the formulation of the yearly business planning cycles for their geographical subregion.
In conjunction with relevant regional marketing / product and regional sales force effectiveness resources, determine the market potential for the Zone, prioritize the portfolio opportunities, and develop and execute go-to-market strategy
Attract, retain, educate and develop world-class commercial talent and set appropriate operating plan targets
Actively identify and drive boundaryless selling opportunities within the Zone
Promote Service offerings, identify and escalate commercial service needs
Drive the implementation of routine and accurate data input and usage of customer relationship management (e.g. Siebel, Sales force.com), business
planning and forecasting tools. In conjunction with Modality managers, determine and drive 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
Drive optimal operating mechanisms to monitor and track progress of opportunities in the pipeline, deliver on fulfillment targets and order backlog commitments as well as forecasting performance against operating plan
Drive performance management within the team, providing a regular operating mechanism of feedback, coaching and managing the annual appraisal
Create regular opportunities to involve the team to share best practices on opportunity management and how to maximize total GEHC portfolio.
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
Communicate and execute the Variable Sales Incentive plans with team
Know Key Opinion Leaders in care areas; manage professional relations with key customers, academia government and administrative bodies in order to deepen understanding of customer challenges and needs
Nurture relationship with professional society stakeholders within geographical area. Understand and analyze market dynamics and competition to develop business opportunities for the Account Management teams in the Zone
Provide ongoing feedback to Ensure and validate up to date knowledge of GEHC Disease and Care Area Solutions’, Products’, Services’ and other solutions’ positioning and differentiation messages with in their teams
Maintain up to date market and competitor knowledge related to the full GEHC product and services solutions and ensure that teams strengthen their knowledge on how to differentiate GE offering
Continuously update understanding of the customers’ changing business, clinical and / or operational issues and challenges.
In cooperation with Product leadership and Marketing teams, drive One GE Healthcare marketing events in assigned Zone
Act as role model for collaborative mindset in the Zone
Work with the team and drive employee engagement activities to ensure retention across the zone, recognizing success, and providing exposure to people within the team with senior leaders within the region, products and modalities
Qualifications / Requirements :
Degree in biomedical subjects or a similar field, relevant experience in Service Environment acting as front client referee or equivalent knowledge or work experience
Experienced in process / people management in complex organizations in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market
Exemplary people management, leadership skills, as well as sales coaching and team building skills
Strong business acumen; financial and organizational skills
Advanced negotiation, problem solving and influencing skills
High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships
Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization
Act as inspirational leader with optimism, highly approachable and humble
Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude
Italian / English fluent
About Us :
GE Healthcare provides transformational medical technologies and services to meet the demand for increased access, enhanced quality and more affordable healthcare around the world.
GE works on things that matter - great people and technologies taking on tough challenges. From medical imaging, software & IT, patient monitoring and diagnostics to drug discovery, biopharmaceutical manufacturing technologies and performance improvement solutions, GE Healthcare helps medical professionals deliver great healthcare to their patients.
Learn More About GE Healthcare.
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