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Modality Manager, Research Consumables (Central) (f/m)

  • GE Healthcare
  • Experienced
  • Posted 1/12/2018 10:51:19 AM
  • 3039300
  • Job Function: Sales
  • Business Segment: Healthcare Life Sciences
Location(s): Germany; Homeoffice in a metropolitan area in Germany

About Us:
There is no other life sciences company quite like GE Healthcare Life Sciences. A $5 billion business with more
than 11,000 individuals in over 100 countries, we are at work enabling a new era in medicine. For more than 60
years, GE Healthcare Life Sciences has globally supported the development and use of new therapies, helping
accelerate the journey from biological understanding to clinical therapy. GE Healthcare Life Sciences works with
cutting edge technology enabling and advancing the discovery, diagnosis and medical treatments of the present
and the future. We are accelerating biology to cell therapy in ways no other company can.
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Role Summary:
Accountable to grow sales revenue and margins for Consumables products in a zone within Life Sciences EMEA. Implements the product differentiation and commercial strategy for consumables and optimizes the use of resources with Zone Managers, to cover market potential in order to achieve the Operating plan. Responsible, with regional marketing to update the overall Modality organization of evolving market and customer needs to drive the continuous product innovation adapted to market needs.

Essential Responsibilities:
The Modality Manager RS Consumables f/m will manage the team of Consumables Sales Specialists in the zone. He/she will assist and contribute to the coordination of One Life Sciences account activities in conjunction with the Zone Managers and their teams of Account Managers to bring maximum business results and customer satisfaction to GEHC Life Sciences. In detail, he/she:
  • Is accountable to achieve the quarterly and yearly Product Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for assigned geographical area
  • Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Region
  • Provides input to and contribute to the formulation of the yearly business planning cycles for within their Product Business Unit and Geographical Region e.g. Growth Playbook and Session II
  • Continuously develops deep scientific and technical knowledge including awareness of current and future trends in Life Sciences technology
  • Continuously updates his/her and the team's understanding of the customers changing technical and/or operational issues and challenges
  • Understands and analyze market dynamics and competition, establishes extended market intelligence in relation to customer pipeline in order to develop business opportunities for the Modality team and account teams in the geography, with particular focus on the Consumables area. Provide ongoing feedback to management, region and marketing
  • Leads, educates, coaches and directs the differentiation (position, value proposition and key messages) of their product/solution/service within their assigned territory. Act as referrence point to the Regional/Zone acccount teams regarding differentiation of their products. Continiously positions the value of his/her product group within the relevant Life Sciences segments
  • Knows, interacts and develops the strategy with Key Opinion Leaders and decision makers in product relevant scientific areas; manages professional relations with key customers and distributors in the zone in order to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of these key customer groups. Nurtures relationships with professional society stakeholders
  • Ensures and validates up to date knowledge of product positioning and differentiation messages with in their Modality team as well as relevant account teams.
  • Leads the regional plan together with distribution partner and ensure regional level communication and relationship together with distribution management team
  • Coaches team on best practice channel management and proactively monitor distribution team engagement and time allocation of direct reports
  • Prepares & implements a strategy & tactical plan for the designated product area appropriate to the business goals, in line with the global business strategy
  • Is responsible to set appropriate operating plan targets for the Sales Specialists within their geography based on the product market potential
  • Is responsible to ensure that all Sales Specialists have clear opportunity management activity and activity plans to ensure efficient coverage of decision makers and influencers
  • Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting

1. Experienced in Business Management or Sales / Marketing in progressive leadership positions within the Life Sciences industry with in-depth knowledge of Life Sciences market and decision makers
2. Education to Bachelor Degree level, in relevant scientific area
3. 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
4. Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude
5. Fluent in English and German language in written and spoken

Desired Characteristics:
1. Master's degree in Business Management or related fields
2. Having worked with Distribution in a sales or management responsibility before
3. Demonstrated business management and resource allocation skills including business plan development
4. Exemplary people management, leadership skills, as well as sales coaching & team building skills
5. Strong business acumen; financial and organizational skills
6. Advanced negotiation, problem solving and influencing skills
7. Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization. Act as inspirational leader who is optimistic, highly approachable and humble

Locations: Germany; Homeoffice in a metropolitan area in Germany

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.

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