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Business Development Manager – Northern Region

  • GE Healthcare
  • Experienced
  • Posted 5/17/2017 5:09:43 PM
  • 2917637
  • Job Function: Sales
  • Business Segment: Healthcare Life Sciences
Location(s): Australia; Parramatta; Springfield

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:
This BDM is responsible for identifying, negotiating and winning new business in existing and new market segments across the breadth of Life Sciences product and service portfolios. The BDM will establish commercial relationships/alliances with new accounts for GE Life Sciences, (contract research organisations, biotech and pharmaceutical companies, bioprocess organisations, universities, research institutes etc.) and partner closely with the account management team.

Essential Responsibilities:
Key Responsibilities:

Financial Performance
• Achieve/exceed product and service sales targets within their assigned region
• Forecast orders and sales using the applicable sales funnel tools for their assigned region

Opportunity Management
• Prospecting for new customers and business opportunities
• Create strategic business plan including opportunity development, competitive strategies, anticipated challenges and risk mitigation activities
• Partner with Account Managers to co-ordinate transition of newly acquired accounts for ongoing relationship management
• Prioritise new leads to create a balanced sales funnel for future sales
• Lead and leverage Product Specialists, Account Managers, Field Engineers and other Company resources to provide the necessary technical, clinical and business content to create a competitive differentiation
• Lead & coordinate preparation of sales proposals, planning customer meetings, and demonstrating equipment capabilities across multiple product portfolios with relevant Product Specialists and other sales support staff
• Develop and nurture a network of key opinion leaders
• Partner with OTR to deliver order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs
• Lead successful negotiations and closure of sales opportunities, interfacing with all key buyer influencers. Assist Product Specialists in negotiation and deal closure of single product deals as required
• Promote point of sale service contracts and financing solutions, and drive margin through selling value and achieving price targets

Account Management
• Maintain up to date CRM
• Establish and maintain account relationships, develop a business strategy, and maximize business opportunities for all GE Life Sciences products & services within allocated region. Provide on-going feedback to management, product teams, services and marketing
• Maintain Go-to-Market plans in conjunction with cross functional and multi-product teams to achieve targets and grow GE’s share of customer investments in Life Sciences product and operational expenditures
• Maintain a high level of customer satisfaction through consistent high quality interactions with customer management. Build long term strategic alliances with a portfolio of accounts and partner with Account Managers to continue to add value and promote service offerings

GE Product & Market awareness
• Develop a solid knowledge of GE Life Sciences and competitive products and services
• Develop and maintain expertise of market and technology trends in order to understand customer issues and challenges as well as educating customers on their unmet clinical and business needs
• Develop/maintain a deep understanding of C level business and clinical needs and how GE can provide solutions/offerings to meet these needs differently from the competition

• Adhere to and uphold the highest standards of compliance with respect to relevant international and local Regulatory and GE Healthcare Promotional Codes
• Adhere to all applicable GE and GE Healthcare compliance policies, codes and training requirements
• Identify and report any quality or compliance concerns and take immediate corrective action as required

Quality Specific Goals
• Be 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
• Complete all planned Quality & Compliance training within the defined deadlines
• Identify and report any quality or compliance concerns and take immediate corrective action as required
• Knowledge and understanding of all Global Privacy and Anti-Competition Policies
• Knowledge and understanding of all Environmental Health Policies (including but not limited to GE Healthcare EHS Policies, GE H

Required Qualifications:
• Education to Bachelor Degree level
• 2 years of strategic sales experience
• 2 years experience in healthcare/life sciences sales
• Proven track record in building relationships and generating sales growth in new accounts and market segments
• Proven key account management and project planning skills
• Strong customer focus and desire to continuously improve expertise
• Strong competitive drive
• Well developed listening, influencing, interpersonal and networking skills to drive collaborative culture at all levels
• High level presentation skills; able to present ideas to customers in a way that produces understanding and impact
• Ability to travel
• Valid motor vehicle license

Desired Characteristics:
• Master’s degree
• Experience closing large, complex, strategic deals
• Deep knowledge of GE Healthcare/Life Sciences and the products and services offered
• Fluent in English language

Locations: Australia; Parramatta; Springfield
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