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Dealer Sales

  • GE Healthcare
  • Experienced
  • Posted 1/24/2017 3:54:58 AM
  • 2626730
  • Job Function: Sales
  • Business Segment: Healthcare China
Location(s): China ; ShanDong; Ji'nan

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:
Lead and coach Channel Partners to drive growth of his/her assigned GEHC product portfolio, drive financial results, ensure compliance and be accountable for keeping risk profile within the region norms and standards. Work closely with the Region, Zone and P&L commercial leaders and teams to deliver appropriate and effective channel strategies and support programs.

Essential Responsibilities:
Financial performance
1. Own and deliver financial performance for Channel Partner portfolio
2. Identify target end user accounts and create account plans in conjunction with Channel Partner
3. Create and/or maintain Channel Partner specific business plans and set G&Os

Channel Partner Effectiveness
1. Analyze territories and maintain in conjunction with region leadership and marketing appropriate coverage models
2. Identify potential Channel Partners, recruit, qualify and facilitate thru appointment process including gaining necessary approvals/P&L support
3. On-board Channel Partner as per checklist and coordinate with respective P&Ls
4. Train channel partner sales force & coordinate with P&L product certification programs
5. Apply methodology to evaluate Channel Partner effectiveness
6. Share leads, manage opportunities and pipeline
7. Optimize channel partner portfolio; leverage synergies across GEHC
8. Embrace and implement Channel Partner management best practices

1. Create a culture of highest integrity and compliance within Channel Partner.
2. Enforce global compliance standards, collaborate with compliance manager to perform due diligence activities

Leading Channel Development
1. Maintain relationships with the senior management/owners within the Channel Partner and their sales team
2. Manage relationships on day-to-day basis and provide transactional support
3. Act as business development coach to grow the Channel Partner capability.
4. Simplify the point of contact between GEHC and Channel Partner and proactively align internal GE resources to support Channel Partner
5. Introduce and coordinate delivery of GEHC Channel Partner support programs and commitments
6. Schedule joint sales calls with Channel Partner & relevant GE commercial teams as opportunities to coach and maintain relationships with the customer decision makers

Coordinating internal support for the Channel partner
1. Analyzes, identifies, and communicates the internal and external resource needs of the Channel partner
2. Coordinate internal GE resources to support and grow the Channel partner
3. Continuously keep both region and P&L leaders updated on the status and progress of the channel partner

1. Bachelor degree or above
2. At least 3 - 5 years’ experience in Healthcare related sales or marketing with solid account management methodology exposure
3. Strong business finance knowledge
4. Successful experience in multi-stakeholder environment
5. High ethics and integrity
6. Fluent English and local language speaking
7. Strong contracts, legal, commercial & negotiation skills
8. Proven coordination and influencing skills to set and drive an agenda with third parties
9. Customer focused mindset with proven ability to respond quickly to internal and external customer needs
10. Ability to build rapport, energize and influence people
11. Analytical with strong ability to assimilate complex data and simplify solutions
12. Interpersonal flexibility and tolerance

Quality Specific Goals
1. 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
2. Complete all planned Quality & Compliance training within the defined deadlines
3. Identify and report any quality or compliance concerns and take immediate corrective action as required
4. Maintain knowledge of and understand all applicable Global Privacy and Anti-Competition Policies (including but not limited to GE Healthcare HIPPA Guidelines, NEMA Regulations, etc.) and operate within them to ensure that no company policy or Local/ Int’l Law is broken.
5. Maintain knowledge of and understand all applicable 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 local / Int’l Law is broken.
6. Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Desired Characteristics:
1. Matter of expertise in local Healthcare Legislation and regulations
2. Experience in managing sales channels of multiple products in Healthcare equipment sales and flow business sales
3. Direct and/ or indirect leadership experience
4. Exposure to business coaching within SME environment
5. MBA desirable, ability to analyze business models

Locations: China ; ShanDong; Ji'nan

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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