Sales Specialist - Centricity Business - South Central
Posted 11/13/2017 5:51:52 PM
Business Segment: Healthcare Digital
Location(s): United States; Arkansas, Kansas, Missouri, Oklahoma, Texas
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.
At GE Digital, we are creating technology and solutions to enable social, mobile, analytical and cloud capabilities for the Industrial Internet. The Industrial Internet is an open, global network that connects people, data and machines. It’s about making infrastructure more intelligent and advancing the industries critical to the world we live in. At GE, we believe it’s about the future of industry—energy, healthcare, transportation, manufacturing. It’s about making the world work better. GE is transforming itself to become the world's premier digital industrial company, executing critical outcomes for our customers. Explore how you can drive greater asset reliability, lower operating costs, reduce risk and accelerate operational performance with our Predix platform and software solutions. GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
Role Summary: This role is responsible for selling Centricity Business - a GEHC IT financial management software solutions products and solutions into net new large, complex, high visibility, strategic, or tactically important hospital accounts. This position is responsible for selling products to Installed Base (IB) customers. This role will be responsible for the South Central territory.
Create a holistic territory plan and manage sales process from cold call to close to achieve annual operating plan by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage
Own cold call strategy, funnel development and management, territory development and close deals within assigned geography
Develop and implement an annual business plan supporting attainment of quota and market share growth, and update on a monthly or quarterly basis
Maintain identified business to support a balanced sales funnel and accurate profile of customer assets
Achieve annual operating plan by prioritizing selling time to generate sales volume across new business, achieving account penetration and completing territory coverage
Develop and maintain a high level of product knowledge of IT, GE Healthcare and competitive products
Develop quota attainment business plan and/or account penetration strategies for key target accounts and provide management with a quarterly report of progress
Develop and maintain consultative sales relationships with all key-buying influences in each account, including multiple levels within the customer's organization including billing office, department administrators, physicians, and the C suite to include CFO, CIO, CEO and CMO
Maintain complete knowledge of each account's current and long-term purchase plans and objectives, keeping management informed of all changes in plans, objectives and key buying influences
Consistently deliver solutions that are highly valued by the customer and GE Healthcare and are considered high impact, complex and strategic
Bachelor's degree and minimum 4 years of direct healthcare IT software sales experience; (OR High School Diploma/GED AND minimum 5 years of direct healthcare IT software sales experience)
Minimum 5 years of experience working in a complex sales environment, where multiple people or organizations are involved in the purchasing decisions
Legal authorization to work in the U.S. is required. We will not sponsor individuals for employment visas, now or in the future, for this job
Willingness to travel up to 75% of time, within territory and to nationwide sales meetings and tradeshows
Willingness to submit to and pass a drug test and educational, employment and criminal background checks
To the extent you are applying for a position that requires you to operate a GE owned/leased, privately owned/leased or rental vehicle for company business, you must be willing to submit to a check of your driving record
Must reside in one of the following states: Missouri, Kansas, Oklahoma, Texas or Arkansas
2+ years selling Revenue Cycle Management or Financial Management Software solutions in the healthcare market
6+ years of experience working in a complex sales environment, where multiple people or organizations are involved in the purchasing decision;
Proven track record of year over year sales success in driving growth and/or quota attainment.
Proficiency in Strategic Selling principles and tools
Knowledge of GE Healthcare software solutions and products.
Demonstrated aptitude and success in fostering solid, value-based executive customer relationships
Prior experience working for a large company in a matrix environment.
Intellectual capacity to interpret trends and data, translating the information into actions and improvements
Self-starter and independent thinker, with the aptitude to work autonomously
Robust interpersonal skills, with evidence of teamwork and collaboration
Exceptional written and verbal communication skills with customers at all levels, able to synthesize complex issues and communicate simple messages
Able to present in front of large groups, deal with ambiguity and demonstrate composure in stressful situations where competing priorities must be managed
Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously
Locations: United States; Arkansas, Kansas, Missouri, Oklahoma, Texas
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