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Channels Sales Leader

  • GE Healthcare
  • Experienced
  • Posted 5/8/2017 3:50:09 PM
  • 2844087
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): Angola; Luanda


About Us:
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.

Role Summary:
The Channel Sales Leader is accountable to grow sales revenue and margins for specific modality/product range through both direct & Indirect Channels. The Channel Sales Leader drives a coherent product differentiation and commercial strategy for their assigned modality range or segment and optimizes the use of resources in conjunction with next level Regional Sales Leader & Zone Manager to cover market potential for his/her product/product range or segment in order to achieve the Operating plan.

Essential Responsibilities:
Financial performance
  • Accountable to achieve the quarterly and yearly Operating Plan targets for both direct and indirect channels.
  • Accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Modality.
    Sales Management & Coaching
  • In conjunction with relevant Modality & LCT GMs, determine the market potential for their modality/ segments and prioritize the opportunities.
  • In conjunction with Modality & LCT GMs and Channel Director, align territories to market potential and priorities and assign optimal direct and indirect sales resources.
  • Accountable to ensure compliance and execution of the Zone, LCT and Modality sales process and rules of engagement within their teams as well as between LCT Account Managers and Channel Partners.
  • Responsible to ensure that all direct and indirect teams utilize the required sales systems (SFDC, CPQ systems etc) to create pipeline visibility and assist accurate forecasting.
  • Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system.
  • 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.
  • 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.
    Channel Partner Management
  • Responsible in conjunction with Channel Director to coordinate GE support programs to the Channel Partners.
  • Lead and manage appropriate Product/Segment/Commercial support resources to enable Channel Partner reaching set OP and growth/coverage targets.
  • Continuously develop relationships with the senior management/owners within the Channel Partner and their sales team
  • Simplify the point of contact between GEHC and Channel Partner and proactively align internal GE resources to support Channel Partner
    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.
  • 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 Sales 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 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 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 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 / Int’l Law is broken



    Qualifications/Requirements:

  • Bachelor degree or above
  • At least 5-7 years’ experience in Healthcare related sales or marketing or channel management with a strong record of account management success
  • Strong business finance knowledge
  • Successful experience in multi-stakeholder environment
  • High ethics and integrity
  • Fluent English and local language speaking
  • Strong contracts, legal, commercial & negotiation skills
  • Proven coordination and influencing skills to set and drive an agenda with third parties
  • Customer focused mindset with proven ability to respond quickly to internal and external customer needs
  • Strong business coaching experience
  • Ability to build rapport, energize and influence people
  • Analytical with exceptional ability to assimilate complex data and simplify solutions
  • Interpersonal flexibility and tolerance



    Desired Characteristics:

  • Strong expertise in local Healthcare Legislation and regulations
  • Proven success in managing sales channels of multiple products in Healthcare equipment sales and flow business sales
  • Direct and/ or indirect leadership experience
  • MBA desirable, ability to analyze business models



    Locations: Angola; Luanda

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