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USCAN Commercial Zone Leader - Mid Atlantic

  • GE Healthcare
  • Experienced
  • Posted 7/18/2017 7:49:40 PM
  • 2934015
  • Job Function: Sales
  • Business Segment: Healthcare Life Sciences
Location(s): United States; Delaware, Georgia, Maryland, New Jersey, New York, Pennsylvania, Virginia; Philadelphia, New Jersey, or Baltimore/Washington Preferred


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.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. 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.

Role Summary:
The Zone Manager drives a coherent commercial strategy across the GE Healthcare Life Sciences business within the Zone and optimizes the use of resources to drive market potential. The Zone Manager is responsible for defining strategy for the Zone that is aligned with the Regional strategy and leading all Life Sciences account management activities in conjunction with Modality Leaders within the Zone to achieve the Operating plan, via both direct and indirect channels.

Essential Responsibilities:
Is accountable to achieve the quarterly & yearly Operating Plan for relevant Life Sciences Portfolio in their geographical area while driving customer satisfaction & retention.
• Accountable for timely & accurate forecasting of pipeline & sales through SalesForce.com per the normal reporting cycles within Geographical Region.
• Provides input to & contributes to the formulation of the yearly business planning cycles for their zone.
• In conjunction with relevant regional marketing, Modality & regional Sales Force Effectiveness resources, determine the market potential for their Zone & prioritize the portfolio opportunities.
• Develop & execute Go-to-market strategy in conjunction with the relevant Modality leaders in order to cover the prioritized potential within the geography.
• Align territories to market potential & priorities & assign optimal account management & product specialist sales resources in conjunction with the Modality teams.
• Attract, retain, educate & develop world-class commercial talents to execute on Zone go-to-market strategy. This includes building a bench of talent across the experience continuum & evaluating opportunities for individuals to build experience through roles within & outside of the Zone.
• Is responsible to set appropriate Operating Plan targets based on the market potential, for the Account Managers in conjunction with the Modality Leadership in the geography.
• Accountable to develop & implement account management strategy for the Zone & ensure compliance & execution of the regional sales process & rules of engagement within their teams in conjunction with the Regional Product Leaders.
• In conjunction with account management team, actively identify & drive boundaryless selling opportunities within the Zone. Promote Service offerings, identify & escalate commercial service needs. Manage within the organization matrix to optimize the coordination & use of Company, Product, Region & Zone resources. • Is responsible to ensure that all Account Managers have clear opportunity management activity & relationship building plans to ensure efficient coverage of decision makers & influencers through-out the total opportunity management cycle. • Drive the implementation & routine & accurate data input & usage of Customer Relationship management (Salesforce.com), business planning & forecasting tools.
• In conjunction with Modality managers determine & drive ownership of order & configuration quality at the point of entry to ensure accuracy, configuration integrity & that all requirements are tied to documented customer inputs.• Is responsible for driving optimal operating mechanisms to monitor & track progress of opportunities in the pipeline as well as forecasting performance against Operating Plan with their teams.
• Is responsible to drive optimal operating mechanisms to deliver on fulfillment targets & order backlog commitments.
• Is responsible to communicate & execute the Variable Sales Incentive plans with their teams.
• Drives performance management within the team, providing a regular operating mechanism of feedback, coaching & managing through ongoing Performance Development.
• Is responsible to regularly have “infield coaching” sessions with each one of their account managers. Coach the Account Managers on & assist with improving for example their coverage of opportunities & territory, differentiation of GEHC Life Sciences solutions or 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.
• Create regular opportunities to involve the team to share best practices on opportunity management & how to maximize total GEHC portfolio.
• Is role-model to team for utilizing GEHC resources & networks to create & manage opportunities.
• Regularly provides update to team on company, region product strategies & customer insights.

Qualifications/Requirements:
1. Education to Bachelor Degree level or equivalent related Life Sciences experience.
2. Experienced in Sales in progressive leadership positions within the Life Sciences industry with in-depth knowledge of Life Sciences market.
3. Very experienced in closing large, complex, strategic deals.
4. Demonstrated business management and resource allocation skills including business plan development.
5. Deep knowledge of Life Sciences solutions and the products and services offered.
6. Exemplary people management, leadership skills, as well as sales coaching & team building skills.
7. Strong business acumen; financial and organizational skills.
8. Advanced negotiation, problem solving and influencing skills.
9. High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships.
10. Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization. Act as inspirational leader with optimism, highly approachable and humble.
11. Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude.
12. Must be willing and able to live within the zone near a major airport.
13. Extensive travel required including up to an average of 35% overnight travel.

Desired Characteristics:
1. Master’s degree preferred.
2 Healthcare experience.
3. Direct and/or Indirect management experience; managing in a matrix organization.
4. Strong track record in highly technical product sales / solutions.
5. Philadelphia, New Jersey, or Baltimore/Washington are preferred working locations for this position.

Locations: United States; Delaware, Georgia, Maryland, New Jersey, New York, Pennsylvania, Virginia; Philadelphia, New Jersey, or Baltimore/Washington Preferred

GE offers a great work environment, professional development, challenging careers, and competitive compensation.  GE is an Equal Opportunity Employer.  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.
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