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Territory Manager

  • GE Healthcare
  • Experienced
  • Posted 11/15/2017 3:49:22 AM
  • 3025455
  • Job Function: Sales
  • Business Segment: Healthcare Sustainable Solutions
Location(s): India; Ahmedabad, Surat, Varodara

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:
Responsible for creating and winning sales opportunities for their products/solutions/services in an assigned territory, and/or in a list of named accounts individually or as part of a One GE Healthcare team. Act as the clinical/technical expert to establish and continuously develop the relationship with customers, departments and technical decision makers of the assigned accounts.

Essential Responsibilities:
As the clinical sales expert for his/her assigned products/solutions/services, will differentiate GE’s offerings, convey compelling value propositions, lead the opportunity, qualify the customer needs, develop & present solutions proposals/quotations, & respond to customers’ clinical/technical/process questions in order to successfully close increasingly complex clinical/technical/solution sales.

Financial Performance
- Conduct sales calls to meet, promote & sell Life Sciences products to existing and potential customers in order to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
- Provide input to deal pricing strategy & ensure pricing compliance for segment opportunities
- Forecast orders/sales within the applicable sales funnel tools & reports for their products/solutions/services in their assigned territory/accounts
- Dealer handling to accelerate growth with proper customer service

Territory & Account Management
- Build strong business relationships & formulate account strategies to continuously strengthen relationships within the assigned accounts/territory. Identify & respond to key account technical & 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
- Strengthens customer relationships by performing sales support activities (e.g. internal and external customer training, Sharing clinical data, orientations, launches, and updates).
- Provide ongoing field intelligence reports on competitive activity, changes in markets, distribution, and pricing, as well as input on customer preferences and product features.
- Develops action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with regional manager to help the organization achieve its sales goals.
- Differentiate assigned product offering during the various stages of the sales process, effectively using GE resources/approved product marketing/product promotion material to actively support the customer through their decision-making process towards a successful outcome for GE

Opportunity management
- Identify/create new opportunities and work with sales leaders & account teams to continuously increase prospect funnel
- Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their sales opportunities to meet orders/sales/margin targets as well as to maximize customer satisfaction
- Create and maintain opportunities in the applicable sales funnel tool and/or CRM tools

One GEHC teamwork
- Contribute to account plans as applicable covered by account managers/executives
- Continuously educate/coach account team members on their product/service/solution strategy & offerings
- Collaborate with & leverage subject matter experts/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 & uphold highest standards of compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes
- Adhere to all applicable GE/GE Healthcare compliance policies, codes and training requirements
- Identify and report any quality or compliance concerns and take immediate corrective action as required

- Bachelor Degree (Preferably Science/Pharma/Biotechnology) with 4-8 years of medical device/healthcare sales experience with a good understanding of specified functional area.
- Preferred background would include prior experience selling to Intervention cardiologists and/or into the Cath lab/OR Radiologist , Neurologist as customer set.
- Exposure of Gujrat territory with ability to travel extensively

Desired Characteristics:
Excellent organization, communication ( English & Hindi) , problem solving & Negotiation skills.
Good Interpersonal Skills, Ability to lead and drive, adaptability. Able to communicate complex technical issues, with good presentation skills.
Self-motivated and adaptable to be able to work with minimal supervision.

Locations: India; Ahmedabad, Surat, Varodara

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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