Modality Sales Leader

2 weeks ago

Johannesburg, Gauteng, South Africa GE Healthcare Full time

Job Description Summary:

As the Modality Sales Leader, you will work closely with customer leadership teams to improve financial and operational performance, improve clinical outcomes, develop service line strategies, improve management decision-making, enhance patient/customer experiences, and even adopt GE HealthCare management practices in order to successfully close increasingly complex clinical/technical/solution sales.


Responsibilities:

Financial Performance:

  • Be accountable to achieve Product and Solutions orders and sales targets for MI.
  • Ensure pricing compliance for modality opportunities.
  • Forecast orders and sales within the applicable sales funnel tools and report for their products/solutions/services in their assigned scope.
  • Provide input to deal pricing strategy and ensure pricing compliance for segment opportunities.
  • Analyze and report market dynamics and trends, understand costing and costing implications, communicate market trends to/from the field including competitor data and develop and lead effective counterstrategies.

Territory and Account Management:

  • Create territory/account plans including opportunity development, competitive strategies and targets.
  • Where applicable educate Channel Partners and regularly visit / join customer visits.
  • Build strong business relationships and formulate account relationship plans with customers.

Product and Market Expertise:

  • Maintain up to date detailed knowledge of the product and solutions. Present and discuss the technology and clinical benefits in terms which are relevant to customers. Maintain up to date market and competitor knowledge related to their product and solutions.
  • Develop understanding of the customers' changing clinical and/or operational issues and challenges. Create viable product configurations which meet customer needs effectively, while achieving optimum margins
  • Differentiate assigned product offering during the various stages of the sales process, effectively using GE resources and approved product marketing and product promotion material to actively support the customer through their decisionmaking process.
  • Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company.
  • Have a deeper understanding of the GE HealthCare Product, Clinical and Competition, skills to make high impact presentation to various stake holders.
  • Be responsible to support closing of Multi Product and Modality deals

Opportunity Management:

  • Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel.
  • Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their product/solutions opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction assigned territory.
  • Have 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.
  • 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.
  • Identify and lead upsell/addon opportunities with current clients
  • Lead opportunities with new pursuits and upselling including proposal development, analysis, and project planning

Development:

  • Achieve high NPS (client satisfaction) scores.
  • Share best practices with team on competitive sales process, account planning, product positioning, value proposition, etc.

Desired Characteristics:

  • Proven Sales experience and skills
  • MI Modality Sales experience
  • Fluent English
  • Knowledge of market place
  • Appreciation of business environment
  • Bachelor's degree preferred
  • Strong presentation skills
  • Demonstrated interpersonal and communication skills (ability to effectively communicate, verbally and in writing, to external customers, global counterparts and to team members in other functional organizations)
  • Solid problemsolving skills (ability to manage and resolve conflict, communicate issues and propose solutions to both internal team members and external customers)
  • Selfmotivated, willingness to take the initiative to identify opportunities for improvement and take actions to improve
  • Ability to multitask effectively and manage multiple priorities at one time Willingness to be flexible/adapt to changing work environments

Inclusion and Diversity:

GE Healthcare is an Equal Opportunity Employer where inclusion matters.

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.

We expect all employees to live and breathe

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