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Product Sales Specialist - X-Ray

  • GE Healthcare
  • Experienced
  • Posted 1/31/2017 12:02:14 PM
  • 2751885
  • Job Function: Sales
  • Business Segment: Healthcare USA & Canada
Location(s): United States ; Iowa, Minnesota, Nebraska; Minneapolis


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 PSS-X-Ray role creates and wins sales opportunities for their products, solutions, services in a territory/ and/or accounts. Works individually or as part of a team, establishes and continuously develops relationships with departmental & technical decision makers in conjunction with Account Executives/Managers to gain access to C-Suite decision makers. The PSS is a clinical, technical & sales expert for assigned products/services, and is expected to differentiate GE's offerings

Essential Responsibilities:
Territory & Account Management:
  • Create business plans for territory/assigned accounts including, but not limited to opportunity development, competitive strategies and targets.
  • Build strong business relationships and formulate account strategies and plans to continuously strengthen relationships 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.
  • Continuously develop and improve a network of key opinion leaders within the assigned territory.
  • Track and communicate market trends to/from the field including competitor data, and develop and lead effective counter-strategies.

    Product & Market Expertise:
  • Maintain up to date detailed knowledge of their product / services.
  • Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.
  • Maintain up to date market and competitor knowledge related to their product/solutions/services.
  • Continuously update their understanding the customers changing clinical and/or operational issues and challenges.
  • Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE.
  • Differentiate assigned product offering during the various stages of the sales process, effectively using GE resources and approved product marketing and product promotion material to actively support the customer through their decision making process towards a successful outcome for GE.
  • Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company.

    Opportunity Management:
  • Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel.
  • Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction assigned territory.
  • Create and maintain opportunities in the applicable sales funnel tool and/or CRM tools.
  • Ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.
  • 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 where applicable at accounts covered by account managers/executives.
  • Continuously educate and coach account team members on their product/service/solution strategy and offerings.
  • 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

    Compliance:
  • Adhere to and uphold highest standards of compliance 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.

    Qualifications/Requirements:
  • Bachelor’s Degree or minimum 5 years of selling experience in a medical or healthcare field.
  • Previous experience in the Healthcare Industry
  • Previous experience selling healthcare capital goods
  • 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.
  • Valid motor vehicle license

    Quality Specific Goals:
  • 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 Healthcare Fleet Rules, etc.) and operate within them to ensure that no company policy or Country / Int’l Law is broken.
  • Ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.
  • Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
  • GE will only employ those who are legally authorized to work in the United States for this opening.
  • Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.

    Desired Characteristics:
    Leading & Relating to Others:
  • Establishes good relationships with customers and staff.
  • Builds wide and effective networks of contacts inside and outside the organization.
  • Relates well to people at all levels.
  • Manages conflict

    Shares Expertise:
  • Applies specialist and detailed technical expertise.
  • Develops job knowledge and expertise through continual professional development.
  • Shares expertise and knowledge with others. Uses technology to achieve work objectives.
  • Demonstrates an understanding of different organizational departments and functions.

    Organizing & Executing:
  • Focuses on customer needs and satisfaction.
  • Sets high standards for quality and quantity.
  • Monitors and maintains quality and productivity.
  • Works in a systematic, methodical and orderly way.
  • Consistently achieves project goals.
  • Takes responsibility for actions, projects and people.
  • Takes initiative, acts with confidence and works under own direction. Initiates and generates activity.

    Communicating:
  • Speaks clearly and fluently.
  • Expresses opinions, information and key points of an argument clearly.
  • Makes presentations and undertakes public speaking with skill and confidence.
  • Responds quickly to the needs of an audience and to their reactions and feedback.
  • Projects credibility.

    Coping with Pressure:
  • Works productively in a pressurized environment.
  • Keeps emotions under control during difficult situations.
  • Balances the demands of a work life and a personal life.
  • Maintains a positive outlook at work.
  • Handles criticism well and learns from it.

    Supporting & Cooperating:
  • Demonstrates an interest in and understanding of others.
  • Adapts to the team and builds team spirit.
  • Listens, consults others and communicates proactively.
  • Supports and cares for others.
  • Upholds ethics and values.
  • Appropriately follows instructions from others without unnecessarily challenging authority.
  • Follows procedures and policies.
  • Compiles with legal obligations and safety requirements of the role.

    Embracing Change & Demonstrating Enthusiasm:
  • Adapts to changing circumstances.
  • Accepts new ideas and change initiatives.
  • Adapts interpersonal style to suit different people or situations.
  • Works hard and puts in longer hours when it is necessary.
  • Identifies development strategies needed to achieve career goals and meet new or changing demands of the job.

    Commercial Thinking:
  • Keeps up to date with competitor information and market trends.
  • Identifies business opportunities for the organization. Demonstrates financial awareness.

    Locations: United States ; Iowa, Minnesota, Nebraska; Minneapolis

    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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