DGS Modality Sales Specialist Job (Riyadh, Saudi Arabia): Job Number: 2033873 Business: GE Healthcare Business Segment: Healthcare Eastern & African Growth Markets About Us: GE Healthcares Healthcare Systems business provides a wide range of technologies and services for clinicians and healthcare administrators that can help caregivers improve the consistency, quality and efficiency of patient care everywhere. These technologies help provide fast, non-invasive ways for doctors to see broken bones, diagnose trauma cases in the ER, view the heart and its function, or identify the early stages of cancers or brain disorders. With X-ray, digital mammography, CT, MR and Molecular Imaging technologies, GE creates industry-leading products that allow clinicians to see inside the human body more clearly than ever. In addition, with efforts in ultrasound, ECG, bone densitometry, patient monitoring, interventional imaging, incubators and infant warmers, respiratory care, anesthesia management and a wide range of technologies and services for clinicians and healthcare administrators, GEs Healthcare Systems business enables clinicians to provide better care for millions of patients every day - from wellness check ups to advanced diagnostics to life-saving treatment. Quality: GE Healthcare is committed to Quality and Compliance in every decision we make & every action we take, believing that this benefits patients, customers, and our business. We support Quality and Compliance in all that we do through two fundamentals: -The Spirit … the integrity of our products, processes and actions -The Letter … the adherence to the rules to make sure our products and practices are in compliance with applicable laws and regulations. What makes GE Healthcare different? Leadership & Learning - Learning is more than a classroom activity. Its how we come together to embrace change, develop skills for change, and get energized. GE spends more than $1 billion annually in employee development and leadership training. What makes GE Healthcare different? High-integrity business practices - Ours is an invigorating, high performance environment that emphasizes high-integrity business practices. We seek to lead in workplace and marketplace integrity by respecting the human rights of everyone touched by our business, and by enforcing legal and financial compliance. Posted Position Title: DGS Modality Sales Specialist Career Level: Experienced Function: Sales Function Segment: Client Account and Affiliate Origination and Management Location: Saudi Arabia U.S. State, China or Canada Provinces: City: Riyadh Postal Code: 11391 Relocation Assistance: No Role Summary/Purpose: The DGS Modality Sales Specialist is accountable to grow sales revenue and margins for a specific GEHC product/product range or segment The DGS Modality Sales Specialist drives a coherent product differentiation and commercial strategy for DGS product range and optimizes the use of resources in conjunction with Zone Manager to cover market potential for his/her product range in order to achieve the Operating plan. Essential Responsibilities: 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. - 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 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. 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 MSS/MTS teams and account teams in the geography Provide ongoing feedback to management, Region and marketing. - Lead, educate, coach and direct 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 their product within the relevant GEHC care areas/disease areas. - Know, interact and develop the strategy with Key Opinion Leaders in product relevant care areas; manage 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 MSS/MTS 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. - In conjunction with Zone Manager, align territories to market potential and priorities and assign optimal sales resources. - Attract, retain, educate and develop world-class commercial talents to realise product commercial strategy. - Is responsible to set appropriate operating plan targets based on their product market potential - Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams. - Is responsible to ensure that all MSS/MTS 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. - In conjunction with Zone Manager determine and 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. Qualifications/Requirements: 1. Education to Bachelor Degree level. 2. Experienced in Business Management or Sales / Marketing in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers. 3. Demonstrated business management and resource allocation skills including business plan development. 4. Strong knowledge of GEHC and exceptional knowledge of products and services offered within the modality. 5. Exemplary people management, leadership skills, as well as sales coaching & team building skills. 6. Strong business acumen; financial and organizational skills. 7. Advanced negotiation, problem solving and influencing skills. 8. 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. 9. 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. 10. Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude. Preferred Qualifications: 1. Masters degree preferred. 2. Fluency in English language. 3. Healthcare experience. 4. Direct and/or Indirect management experience; managing in a matrix organization. 5. Strong track record in high technology product sales / solutions Additional Eligibility Qualifications: Desired Characteristics: Responsibilities 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 MSS/MTS 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. One GEHC teamwork - Work with the team and drive employee engagement activities to ensure retention across the zone, recognizing success, sharing best practices, providing exposure to people within the team with senior leaders within the region, products and modalities. - Act as a role model for collaborative mindset across functions. - Educates account team members on their product/service/solution strategy and offerings. - Facilitate effective communication & trustful collaboration within the Zone/Product matrix organization. Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts - The DGS Modality Leader acts as a primary product customer point of contact in the sub region and represents the product/product range in case of multi-product projects and cross-P&L business events. Promotion Compliance: - Adhere to and uphold highest standards of promotion compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes - Adhere to all applicable GE and GE Healthcare promotion compliance policies, codes and training requirements - Identify and report any quality or compliance promotion concerns and take immediate corrective action as required. Quality Specific Goals: 1. 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 2. Complete all planned Quality & Compliance training within the defined deadlines 3. Identify and report any quality or compliance concerns and take immediate corrective action as required 4. Knowledge and understanding of all Global Privacy and Anti-Competition Policies 5. Knowledge and understanding of all 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 Country / Intl Law is broken 6. Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.TAWZIF
Posted on: Tue, 27 Jan 2015 22:37:21 +0000
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