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 leading HCIT (Healthcare IT) solution selling activities, ensuring high standard and quality of proposals, and managing the sales team members’ motivation and performance. HCIT solution scope includes equipment such as PACS (Picture Archiving and Communications System) and other radiology-related information systems and VNA (Vendor Neutral Archive) applications, and also value-added services such as cloud/ analytics and systems maintenance services via specific contracts.
Essential Responsibilities: As a Sales Leader, s/he is primarily responsible for developing strategies and executing plans to achieve order targets and other business objectives, as well as collaborating with other HCIT leaders and GEHC counterparts to deliver on other objectives such as sales delivery, customer satisfaction, and commercial effectiveness. • Develop strategies and execute commercial processes to achieve business objectives such as topline order targets and margin growth; report along with KPI to the leadership team constantly; consult and obtain buy-in from HCIT region leader(s) • Drive rigors in operating mechanisms, progress tracking and corrective actions, documentation of proposal scope and quality assurance • Own funnel management and closing deals (delegation or execution as national sales leader) • Collaborate with Marketing team to identify Net New account targets and develop effective sales support tools & collaterals • Represent HCIT for commercial leadership, solution capability and industry credibility, and establish HCIT Solution Sales team’s strong standing in the industry and within GEHC Japan • Provide market insights to leadership team and subsequently execute Go-to-Market strategies • Build long-term relationship with key industry leaders for connection to key customers, and business partnership with policymakers and other solution providers • Attract and retain key talent to foster culture of collaboration and mutual growth; nurture respect for diversity • Assign, mobilize and motivate sales team and distribution channels towards fulfilling HCIT strategic business goals • Ensure integrity and compliance throughout proposal processes and sales activities • Coach sales members for making meaningful solutions proposal to address each customer’s clinical, workflow and administrative / business needs • Provide feedback to solutions teams (CSL/Commercial Solution Lead, SA/Solution Architects, and other relevant engineering teams) in terms of customers’ workflow needs and user experiences • To the extent reasonable, lead her/his own account that has influencing impact to other accounts • Collaborate with and reflect feedbacks from other team managers (ITPS, Customer Care, and GEHC Japan commercial / zone leaders etc.) to continuously improve quality of sales activities • Cultivate new growth opportunities in terms of net new accounts, new types of solution and services offering
Qualifications/Requirements: • BA/BS or global equivalent, and minimum 7 years of successful sales or marketing leadership experience related to software solutions selling; or 10 years of equivalent experiences • Proven record or drive to meet targets, with clear mechanisms, appropriate documentation and rigor in process • Strong understanding (learnable) of and capability to establish footprint in Japan healthcare IT marketplace including clinical workflow, radiology-specific data flows and current trend in healthcare reform • Knowledge with (learnable) latest solution platform and healthcare IT trends, including but not limited to OS, HW, SW, Virtualization, Analytics, Network and articles such as cloud technologies • Ability to articulate customer needs with sufficient support information, written and verbal, and both in Japanese and in English • Presentation and effective hearing skills with all levels of customers on topics ranging from hospital management to deep-dive workflow discussions; customers include CxO’s, department chiefs, physicians of all specialties, technologists and administrators • Leadership to deliver results in complex sales environment where multiple stakeholders are involved in the purchasing decisions • Commitment to quality standards and compliant culture • Ability to lead, inspire and collaborate well with multi-faceted counterparts in a cross-matrix organization with emphases on growth, continuous improvement and disseminating best practices • Good management skills and capability to attract & develop talent • Willingness to travel to sales meetings and tradeshows • Ability to operate a PC and use Windows based software
Desired Characteristics: • Strong business/financial acumen, and proficiency in strategic selling principles and tools • Exposure / experience with GE HCIT solutions • Experience in high-tech, software, informatics or information-services sector • Knowledge and experience of large complex sales and marketing processes • Communication skills to work effectively with both internal and external counterparts or customers, including having constructive feedbacks and influencing senior level managers • Robust interpersonal skills, with evidence of teamwork and collaboration • Resilience to multiple rounds of pressure and adaptability to new assignments, systems and tools • Exceptional written and verbal communication skills with customers at all levels • Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously • 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 (including but not limited to GE Healthcare HIPAA Guidelines, NEMA Regulations, etc.) and operates within them to ensure that no company policy or US / Int’l Law is broken. • 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 US / 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.
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