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: The Service Account Development Manager is the subject matter expert for driving Lifecycle Upgrades conversation with Customers. He/she is expected to take the lead in building and conveying compelling Lifecycle Upgrades value proposition, lead sales opportunities, qualify customer needs, develop and present solution proposals and quotations, and respond to customers’ clinical/technical/process questions, so as to successfully execute and close sales.
Essential Responsibilities: Financial Performance • Is accountable to achieve Lifecycle Upgrades sales target • Ensure pricing compliance for all opportunities • Manage opportunities and funnel using applicable CRM sales funnel tools and reports • Collaborate with the Service Account managers and Services Marketing to develop Lifecycle opportunities, build an understanding of competitive landscape/strategies so as to develop effective counter-strategies. • Be the subject matter expert to respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools. Product & Market Expertise • Be the point of contact to dispense detailed knowledge of Lifecycle Upgrades. Be ready to present Lifecycle Upgrades value proposition and discuss the benefits which are relevant to customers. • Maintain up to date market and competitor knowledge related to Lifecycle Upgrades. • Develop understanding of customers’ changing clinical and/or operational issues and challenges. • Create viable product and service configurations which meet customer needs effectively, while achieving optimum margin for GE. • Differentiate assigned product and service offerings during the various stages of the sales process, effectively using GE resources and approved marketing and promotion materials to actively support the customer through their decision making process towards a successful outcome for GE. • Represent the company at relevant medical conferences and technical exhibitions to promote product/solution/services and company. Opportunity management • Identify and create new opportunities and work with account teams (where applicable) to continuously increase prospect and opportunity funnel. • Support and manage tender/bid process to meet sales and margin targets as well as to maximize customer satisfaction. • Create, maintain and ownership opportunities in sales CRM tool – owner of configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs. • Estimate date of delivery to customer based on knowledge of the company's production and delivery schedules ensuring fulfillment of the order is according to customer expectations and enhances customer satisfaction. One GEHC teamwork • Contribute to account plans for strategic accounts covered by account managers/executives. • Educate account team members on their product/service/solution strategy and offerings where applicable. • Collaborate with and leverage subject matter experts and other resources within GEHC channels to build relationships and secure business. • Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts Compliance • Adhere to and uphold highest standards of compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes • Adhere to all applicable GE and GE Healthcare compliance policies, codes and training requirements • Identify and report any quality or compliance concerns and take immediate corrective action as required.
Quality Specific Goals
• Be 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 • Maintain knowledge of and understand all applicable Global and Regional Privacy and Anti-Competition Policies and operate within them to ensure that no company policy or Local/ Int’l Law is broken. • 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.
Qualifications/Requirements: • Bachelors Degree and minimum 5 years of selling/promotion experience in a medical or healthcare field. • Previous experience in selling to Healthcare industry, whether direct hospitals or business groups linked to healthcare facilities and business • Ability to interface with both internal team members and external customers as part of solutions based sales approach • Excellent verbal and written communication skills in local language as well as good command of English • Ability to synthesize complex issues and communicate in simple messages • Excellent organizational, negotiation/closing and presentation skills
Desired Characteristics: • Proven and progressive previous experience in sales/services/promotion to technical decision makers e.g. Facilities/Estates managers, Biomedical Engineers, nursing staff, medical specialty staff (Anesthesiology, Radiology, Intensive care, Nuclear Physicists etc.)
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