Product Manager - Periop Care Area, LCS, ASEAN
- GE Healthcare
- Posted 7/21/2017 8:49:31 AM
- Job Function: Sales
- Business Segment: Healthcare Life Care Solutions
Location(s): Malaysia, Singapore; Singapore, Malaysia
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.
In this role, the Product Manager will be responsible for attaining the sales objectives for GE Healthcare Life Care Solutions (LCS) - Anesthesia & Patient monitoring in Periopcare area. This role is based in GEHC Singapore office and reports directly to GM of LCS - ASEAN and dotted line to Business Manager, PERIOP, APAC.
•Overall responsible for Care Area (Peri-op, Critical Care etc), Care Area branding, Solution selling - Box to Bedside to Enterprise; Care station branding in OR : Differentiated ICU solution
•Own product life cycle (NPI & EOS) - Own the complete process of NPI launch and End of Sales. Provide feedback to factory to create opportunity of development of new products.
•"Positioning/ Go To Market Strategy - Create and drive care area strategy. Develop and manage processes and programs to increase customer awareness, reference and purchase intent (e.g., lead generation campaigns) - Map product attributes to customer benefits by care area. Identify cross care area selling opportunities.
•Strategic Direction of business and key deals/Key account management
•Drive sales funnel for Total care area opportunities
•Competition Dynamics- Constantly monitor and report competition activities, initiatives. Track market share.
•Win/Loss Analysis with dealers/account managers
•Trade show/Workshops/Clinical Talks/show sites/Customer visits- Identify theme of the conferences and drive Care area branding
•Improve Distribution capability/reach for the care area and leverage synergy
•Meet performance targets in areas of sales, orders and contribution margin. Achieve annual and quarterly achievement of multiple order and revenue targets through accurate monthly and
quarterly forecasting, by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage
•Develop account penetration strategies for key target and competitive accounts and communicating current market intelligence back to the business, along with field concerns, issues and requirements
•Provide leadership in market analysis and development/execution of strategies and action plans to drive product sales
•Develop, coach and train distributors/direct commercial staff to ensure they are effective in sales in their assigned product portfolio and geographical coverage
•Select, evaluate and appoint new distributors where necessary to ensure adequate market coverage
•Maintain an accurate and timely feedback in areas of customer feedback on the products, market dynamics and competitive landscape.
•Participate and contribute in business meetings on commercial, product and strategic issues in a regional framework
•Work with cross-functional teams (OTR, Finance, Service, Sourcing, etc.) to solve commercial issues, realize opportunities and improve work flow processes.
•Promote unique differentiators based on customer’s clinical needs, competition, values and benefits sought.
•Work with RA - ASEAN and global team to ensure product gets to the market on time.
•5+ years of consultative sales experience including strategic selling and negotiation
•Highly advantageous if you have had similar responsibilities for the last 3 years, with track record of achieving sales targets
•Strong knowledge and deep understanding of the medical device regulatory requirement
•Strong presentation skills (public speaking and lecture experience desired)
•Demonstrated ability to understand and present complex material in understandable terms
•Demonstrated interpersonal & communication skills (ability to effectively communicate, verbally and in writing, to external customers, global counterparts and to team members in other functional organizations)
•Solid problem solving skills (ability to manage and resolve conflict, communicate issues and propose solutions to both internal team members and external customers)
•Proven professional business acumen (experience interfacing with both internal team members and external customers as a part of a solution-based sales process)
•Self-motivated, willingness to take the initiative to identify opportunities for improvement and take actions to improve
•Team oriented with a customer satisfaction mindset
•Ability to multi-task effectively and manage multiple priorities at one time
•Flexible and ability to adapt to changing work environments
•Willingness to travel within your specified geographic region with occasional overnight stays depending on geography and business need.
•Able to work independently with minimum supervision
•Energetic, tenacious, persuasive and able to withstand set-backs
•General Finance knowledge, able to understand and analyze accounting reports, profit & loss, budgeting and forecasting, etc
•Minimum 5 years’ Healthcare, Pharma and or Life Sciences sales experience
•Minimum 3 years’ experience in ASEAN experience preferred
•Prior experience working for a big international company in a matrix environment
•Prior experience in promoting products and maintaining strong customer relationships in the care areas of Operating room, Critical Care, Cardiology preferred.
Locations: Malaysia, Singapore; Singapore, Malaysia