В международную компанию-производитель медоборудования GE Healthcare требуется Modality manager IGT RCIS.
Job Description Summary:
- Segment Leader is accountable to grow sales revenue and margins for IGT modalities in RCIS region within a Global Region. He/she executes a coherent product differentiation and commercial strategy for their assigned product segment and optimizes the use of resources in conjunction with the next level Modality Manager to cover market potential for his/her therapy product segment in order to achieve the Operating plan
- Segment Leader updates Modality management leaders of evolving market and customer needs to drive the continuous product innovation adapted to local market needs
- Segment Leader manages the Product Sales Specialists (PSS) or Product Specialists (PS) or Applications Specialists (AS) in their assigned geographical sub-region within RCIS region. They will assist and contribute to the coordination of One GEHC account activities in conjunction with their direct Modality Manager or Zone Managers and their teams of Account Managers/Executives to bring maximum business results and customer satisfaction to GEHC
- GE Healthcare is a leading global medical technology and digital solutions innovator. Company`s mission is to improve lives in the moments that matter
Job Description:
Financial Performance:
- Is accountable to achieve the quarterly and yearly Product/Solution/Service P&L Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for assigned geographical area (RCIS region)
- Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Region
- Provide input 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
Customer, market and Product expertise:
- Continuously develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms
- Continuously update their understanding the customers changing clinical and/or operational issues and challenges
- Understand and analyze market dynamics and competition to develop business opportunities for the PSS/PS teams and account teams in the geography
- Provide ongoing feedback to management, Region and marketing
- Educate and coach 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
- 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. Nurture relationships with professional society stakeholders
- Ensure and validate up to date knowledge of product positioning and differentiation messages with in their PSS/PS teams as well as relevant account teams
Sales Management:
- In conjunction with relevant marketing and regional SFE resources, determine the market potential for their product/product range or segment and prioritize the opportunities
- Attract, retain, educate and develop world-class commercial talents to realise product commercial strategy
- Is responsible to communicate appropriate operating plan targets based on their product market potential PSS/PS/AS within their geography
- Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the regional Account Managers and Zone Managers (Region Managers-US only)
- Is responsible to ensure that all PSS/PS/AS have clear opportunity management activity and call 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
- Drive ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs
- Is responsible for driving optimal operating mechanisms to monitor and track progress of opportunities in the pipeline as well as forecasting performance against Operating Plan, with their teams
- Is responsible to drive optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments
- Is responsible to communicate, execute and leverage the Variable Sales Incentive plans with their teams
Team coaching:
- Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system
- Is responsible to regularly have infield coaching” sessions with each one of their team members on for example how to cover opportunities and territory, differentiating and presenting the value of product and managing opportunities. Provides regular, timely and productive development feedback
- Create regular opportunities to involve the team to share best practices on opportunity management
- Is role-model to team for utilizing GEHC resources and networks to create and manage opportunities
- Regularly provides update to team on company, region product strategies and customer insights
- Coach and assist the PSS/PS with the differentiation of product offerings during the various stages of the sales process to actively move the customer through their decision making process towards a successful outcome for GE
Minimum Requirements:
- Bachelor/master/specialist degree in medicine
- Education to Bachelor, Master Degree level in Economics, Management, Marketing or another related sphere
- At least 5 years of experienced in Sales / Marketing management positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers
- Strong knowledge of GEHC and exceptional knowledge of products and services offered within the modality
- Previous experience of people management, leadership skills, as well as sales coaching & team building skills
- Strong business acumen; financial and organizational skills
- Advanced negotiation, problem solving and influencing skills
- 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
- Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization. Act as inspirational leader with optimism, highly approachable and humble
- Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude
- Russian - fluent, English - advanced