National Interventional and Cardiology Sales Specialist
Posted 11/10/2017 4:53:13 PM
Business Segment: Healthcare USA & Canada
Location(s): Canada; Ontario; Mississauga
About Us: GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.
Role Summary: Product Sales Specialist supports sales of the GEHC portfolio as the clinical/technical expert for their products/solutions/services. Differentiate GE’s product offerings, convey compelling value propositions, qualify identified opportunities, develop & present solutions proposals & quotations, & respond to customers’ clinical/technical questions. Part of Modality team & with Account Manager, leads the qualification, vendor selection & quoting phases of the opportunity management process.
Essential Responsibilities: Financial Performance 1. Accountable to achieve the Product Operating Plan target for Canada. 2. Contribute to account plans in conjunction with Account Manager within the assigned territory/accounts. 3. In conjunction with relevant Account Manager, establish & develop strong business relationships, identify & respond to key decision maker’s needs, record & maintain account contact records in the relevant CRM tools. 4. In conjunction with Account Manager, establish & develop a network of key opinion leaders within the assigned territory 5. Communicate & track market trends to/from the field including competitor data, & support implementation of effective counter-strategies.
Product & Market Expertise 1. Maintain up to date detailed knowledge of their product / services. Be able to present & discuss the technology & clinical benefits in terms which are relevant to customers. 2. Maintain up to date market & competitor knowledge related to their product/solutions/services. 3. Continuously update their understanding the customers changing clinical and/or operational issues & challenges. 4. Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE. 5. Differentiate assigned product offering during the various stages of the sales process, effectively using GE resources & approved product marketing & product promotion material to actively support the customer through their decision making process towards a successful outcome for GE. 6. Represent the company at relevant medical conferences & technical exhibitions to promote product/solution & company. 7. Continuously develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms, and understanding the customers changing clinical and/or operational issues and challenges.
Opportunity Management 1. In conjunction with Account Managers, lead the needs qualification & vendor selection, configuration, & quote phases of the sales process & support the Account Manager during negotiation & closure of product opportunities in order to meet orders, sales, & margin targets as well as to maximize customer satisfaction in assigned territory. 2. Update & maintain opportunities in the applicable sales funnel tool and/ or other product CRM tools 3. Ownership of order & configuration quality at the point of entry to ensure accuracy, configuration integrity & that all requirements are tied to documented customer inputs. 4. Educate and coach the differentiation the position, value proposition and key messages of product/solution/service within their assigned territory. 5. Execute the strategy with Key Opinion Leaders in product relevant care areas; maintain professional relations with key customers, academia, government & administrative bodies in order to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of these key customer groups. 6. In conjunction with relevant marketing and regional SFE resources, determine the market potential for product/range or segment and prioritize the opportunities
One GEHC teamwork 1. Educates account team members on their product/service/solution strategy & offerings. 2. Share & follow-up identified leads to other product lines within own accounts & or One GEHC accounts
Compliance 1. Adhere to & uphold highest standards of compliance to relevant international & local Regulatory & GE Healthcare Promotional Codes. 2. Adhere to all applicable GE & GE Healthcare compliance policies, codes & training requirements 3. Identify & report any quality or compliance concerns & take immediate corrective action as required.
Qualifications/Requirements: 1. Bachelor’s Degree/Technologist Diploma & minimum 5 years of technical product promotion/selling experience in a medical, healthcare or technical field (e.g. biomedical engineering, medical physicists) or Life Sciences field 2. Specific experience in medical imaging or interventional device sales, with demonstrated track record of revenue and share growth, preferably with clinical domain expertise in cardiology or interventional radiology 3. Knowledge of healthcare informatics, with understanding and/or experience selling IT systems 4. Strong ability to interface with both internal team members & external customers as part of solutions based sales approach 5. Excellent ability to develop & build rapport at all levels within an organization 6. Excellent verbal & written communication skills in English and preference for French bilingual 7. Strong presentation skills with excellent ability to synthesize & explain complex issues 8. Able to travel greater than 50% including US and International with a valid motor vehicle license 9. Ability to work effectively as part of a cross functional team in a matrixed organizational structure
Desired Characteristics: Quality Specific Goals: 1. 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. 2. Complete all planned Quality & Compliance training within the defined deadlines. 3. Identify and report any quality or compliance concerns and take immediate corrective action as required.
Additional Quality Specific Goals: 1. 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. 2. Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
Characteristics: 1. Post graduate degree in physics or related technical/engineering disciplines 2. Previous experience as a radiologist/technologist & or healthcare professional within a hospital/private practice setting
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