Service Strategic Account Development Manager
- GE Healthcare
- Posted 7/26/2017 5:08:22 PM
- Job Function: Sales
- Business Segment: Healthcare Imaging
Location(s): Indonesia; Jakarta
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.
Responsible to build, maintain and strengthen the relationship between GE Healthcare and hospital management and key stakeholders for all service strategic accounts. Also, responsible for creating and winning sales opportunities for products/solutions/services in these accounts and may work individually or where applicable act as part of a One GE Healthcare team to deliver value and solutions to customers and to foster long term partnerships as well.
•accountable to achieve Product/Solutions/Service sales OP target for assigned strategic accounts in designated areas.
•Ensure pricing compliance.
•Manage opportunities & funnel using applicable CRM sales funnel tools & reports for their products/solutions/services in their assigned strategic accounts & territory.
Territory & Account Mgmt
•Create territory/account plans including opportunity development, competitive strategies/targets.
•Build strong business relationships & formulate strategic account relationship plans within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools.
•Maintain a network of KOL within the assigned territory.
•Track and communicate market trends to/from the field including competitor data and develop effective counter-strategies.
Product & Market Expertise
•Maintain up to date detailed knowledge of their product/solution/services. Able to present and discuss the value proposition and benefits which are relevant to customers.
•Maintain up to date market and competitor knowledge related to their product/solutions/services.
•Develop their understanding of the customers changing clinical and/or operational issues and challenges.
•Create viable product and service configurations which meet customer needs effectively, while achieving optimum margin for GE.
•Differentiate assigned product and service offerings during the various stages of the sales process, to support the customer through their decision making process towards a successful outcome for GE.
•Represent the company at relevant medical conferences and technical exhibitions
•Identify & create new opportunities and work with sales/service leaders and account teams (where applicable) to continuously increase prospect & opportunity funnel.
•Support & manage tender/bid processes including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet sales and margin targets as well as to maximize customer satisfaction in the assigned territory.
•Create & maintain opportunities in the applicable sales CRM tools.
•Ownership of opportunities and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs including service contract offerings.
•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.
One GEHC teamwork
•Contribute to account plans for strategic accounts covered by account managers/executives.
•Educate account team members on their product/service/solution strategy and offerings where applicable.
•Collaborate with and leverage subject matter experts and other resources within GEHC channels to build relationships and secure business.
•Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts
•Adhere to and uphold highest standards of compliance of GE Healthcare Promotional Codes
•Identify and report any quality or compliance concerns and take immediate corrective action as required.
Quality Specific Goals
•Comply with the GEHC Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws as they apply to this job type.
•Maintain knowledge of and understand all applicable Global and Regional Privacy and Anti-Competition Policies and operate within them to ensure that no company policy or Local/ Int’l Law is broken.
•Maintain knowledge of & understand all applicable Environmental Health Policies and operate within them.
•Drive continuous improvement on all related processes,
• Bachelors Degree and minimum 5 years of selling/promotion experience in a medical or healthcare field
• Previous experience in managing large key accounts linked to Healthcare industry, whether direct hospitals or business groups linked to healthcare facilities and business
• Ability to interface with both internal team members and external customers as part of solutions based sales approach
• Ability to energize, develop and build rapport at all levels within an organization
• Strong capacity and drive to develop career
• Excellent verbal and written communication skills in local language as well as good command of English
• Ability to synthesize complex issues and communicate in simple messages
• Excellent organizational skills
• Excellent negotiation & closing skills
• Strong presentation skills
• Able to travel frequently to maintain good quantity / quality of face-time with accounts in both countries
• Valid motor vehicle license
Proven and progressive previous experience in sales/services/promotion to technical decision makers e.g. Facilities/Estates managers, Biomedical Engineers, nursing staff, medical specialty staff (Anesthesiology, Radiology, Intensive care, Nuclear Physicists etc.)
Locations: Indonesia; Jakarta