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GE Healthcare provides transformational medical technologies and services to meet the demand for increased access, enhanced quality and more affordable healthcare around the world.
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Role Summary :
The Imaging Zone Sales Manager drives a coherent commercial strategy across the GE Healthcare Imaging business, by defining and executing a go-
to-market strategy for the Zone assigned and optimizing the use of resources to drive market potential.
The Imaging Zone Sales Manager has direct management of the Account Managers and works closely to the Product Modalities and Service Sales organizations, to maximize business results and customer satisfaction.
Essential Responsibilities :
Drive a Culture of Commercial Excellence :
Develop and execute a Go-to-market strategy in collaboration with the Product’s teams, setting appropriate Operating Plan targets based on the Market potential, ensuring compliance and execution of the regional sales process
Is responsible for funnel / demand generation, driving optimal operating mechanisms at Zone level to monitor and track progress of opportunities.
Is responsible to coordinate and drive actions across the horizontal team (AM, PS, CES, SAL), to implement the business strategy and deliver value for our customer
Is responsible to drive regular infield coaching sessions with each one of her / his account managers, to assure alignment between business priorities, identifying gaps and setting proper corrective actions
Maintaining satisfactory after-sale relationships and development of long-term customer relationships
Operational Rigor and Financial :
Is accountable to achieve the quarterly and yearly Operating Plan defined for her / his geographical area (orders, sales, and Contribution Margin), together with customer satisfaction & retention
Drive and supervise the execution of accurate data inputs and usage of Salesforce.com , leveraging on it to define and review the business plan and to ensure the visibility of the market
Is accountable for timely and accurate forecasting for Order and Sales
GPO Strategy and Execution
Work closely to the Product’s team, to develop and execute a strategy for Group Purchasing Organizations (GPOs), understanding regional market drivers, designing a value based offering and aligning it to key business outcomes.
Develop relationships with Key Opinion Leaders in care areas and key stakeholders at COX level in Academic institutions, regional governments & administrative bodies, in order to deep understand customer challenges and needs.
Nurture relationships with professional society stakeholders within her / his geographical area.
Initiatives Coordination :
Responsible to drive the IB Retention program, setting clear targets for her / his team and regular follow up meetings with the horizontal teams to define actions and monitor results
In coordination with the service sales team, drive and further expand the Franchise collaboration (O&U) to maximize business opportunities on our installed base Responsible to implement at local level specific product replacement campaigns and monitor outcomes through accurate tracking in SFDC.
Quality Specific Goals :
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 / position
Complete all planned Quality & Compliance training within the defined deadlines
Identify and report any quality or compliance concerns and take immediate corrective action as required
Knowledge and understanding of all Global Privacy and Anti-Competition Policies
Knowledge and understanding of all Environmental Health Policies (including but not limited to GE Healthcare Environmental Health and Safety Policies, GE Healthcare Fleet Rules, etc.
and operate within them to ensure that no company policy or Country / Int’l Law is broken
Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
Qualifications / Requirements :
Education to Bachelor Degree level or the same knowledge / experience.
Experienced in Business Management or Sales / Marketing OR equivalent in progressive leadership positions within the Healthcare industry with in-
depth knowledge of healthcare market.
Very experienced in closing large, complex, strategic deals.
Demonstrated business management and resource allocation skills including business plan development.
Deep knowledge of GEHC care area solutions and the products and services offered.
Exemplary people management, leadership skills, as well as sales coaching & 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.
EU Work permit.
Fluency in English language.
Desired Characteristics :
Master’s degree or the same knowledge / experience preferred.
Direct and / or Indirect management experience; managing in a matrix organization.
Strong track record in high technology product sales / solutions.
Locations : Italy; Italy - North West