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Role Summary: The Segment Specialist- VNA is an indirect leadership role supporting the sales team for strategic projects and solutions in the Vendor Neutral Archive (VNA) product portfolio. This role reports to the Segment Leader, ICA and is designed to provide strategic product and workflow expertise to the product sales specialists including deal support and training.
Coach and train product sales specialists (PSSs) in the sale of VNA as well as ensuring that an overall operating plan is met.
Support the PSSs for designated product across set geography – measured by pooled OP
Coaches and mentors PSS and Sales Managers on deal strategy and product compatibility at customer site – participate in in high-visibility customer meetings
Liaison to commercial product organization (inside sales, demo teams, solutions architects) providing domain expertise and visibility across designated product
Work closely with Product Management, Product Marketing and Field Marketing to develop, execute and maintain programs and initiatives specifically designed to drive Orders, Revenue and Customer Experience.
Drive VNA product sales strategy, funnel development and management, territory development and close deals or assist in closing deals within assigned geography.
Enable field teams to met and exceeded quarterly and annual quotas by providing product strategy, demo expertise, and deal support as necessary.
Actively monitor funnel analytics for national products, while conducting longer term gap analysis to coordinate with Field and Product teams
Act as liaison between field sales & P&L – insuring sales training, strategic approach, technical support of all field sales activities
Responsible for onboarding and training of new PSSs across designation geography
Serve as Sales leader liasion for commercial org. Coordinate issues, problem solve, and recommend suggestions for implementation to ensure product strategy is aligned with business goals – organize calls as needed across designation territory
Responsible for coaching and mentoring of PSSs in the sale of designated products, this may include jointly developing sales strategies, field ride-alongs and visits or creating training plans and opportunities.
Develop and maintain a high level of product knowledge of designated product portfolio, 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
Occassionally develop and maintain consultative sales relationships with key-buying influences in key accounts, including multiple levels within the customer's organization including IT, department administrators, physicians, and the C suite to include - CFO, CIO, CEO and CMO, as well as be able to coach sales executives in these relationships.
Minimum 4 years experience in the healthcare business segment and consultative sales/marketing experience including strategic selling and negotiation
Located within designated geography of position
Willingness to travel 50-70%
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 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
In-depth knowledge of and Experience in the Healthcare Technologies, IT, Software markets and GE HCD software solutions Ability to demonstrate deep VNA product, market and industry knowledge
Experience interfacing with both internal team members and external customers as a part of a solution-based sales process• 2 years of indirect or direct management experience
Minimum 8 years of consultative sales/marketing experience including strategic selling and negotiation
5+ years specified product sales experience selling GE Centricity [Rad or CPS)
Demonstrated strong strategic planning skills and performance track record
Strong communication skills to synthesize complex issues and communicate into simple messages
Demonstrated ability to energize, develop, and build rapport at all levels within an organization
Inclusive leadership style with a focus on personal involvement, trust and flexibility
Demonstrated aptitude and success in fostering solid, value-based executive customer relationships
Intellectual capacity to interpret trends and data, translating the information into actions and improvements
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
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