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Sales Specialist - Breast Imaging

  • GE Healthcare
  • Experienced
  • Posted 1/24/2017 11:59:50 AM
  • 2796688
  • Job Function: Sales
  • Business Segment: Healthcare Ultrasound
Location(s): United States ; Indiana, Kentucky, Ohio; Indianapolis, Cincinnatti


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:
Establish/develop relationships with department & technical decision makers working with AE/AMs to access to C-Suite decision makers to create/win opportunities. Act as clinical/technical/sales expert for Breast Imaging (BI), selling the full portfolio of Automated Breast Ultrasound (ABUS) & Mammography. Expected to differentiate GE offerings, convey compelling value propositions, demo review workstation, develop & present solutions proposals, close complex sales & respond to customer inquiries.

Essential Responsibilities:
Key responsibilities include (but are not limited to):

Financial Performance
• Achieve BI orders and sales OP targets for the assigned accounts & territory.
•Work with customers from opportunity development, to competitive strategies, product demonstration, and close of order, creating a funnel of opportunities to meet objectives.
•Develop deal pricing strategy to ensure pricing compliance on opportunities.
•Use market and product knowledge to assist sales team in developing sales, marketing and customer service strategies

Product & Market Expertise
•Build strong business relationships and formulate account strategies to 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 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. Maintain up to date market and competitor knowledge related to breast imaging. Become a breast imaging expert, and coach AE/AM teams in strategies around breast imaging.
•Maintain up to date detailed knowledge of Breast Imaging market. Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.
•Clinical expert to support territory selling efforts and customer requests/questions.
•Deliver demonstrations of the ABUS and IDI review workstation.
•Prepare and deliver sales presentations targeted to prospects specific needs.
•Develop key accounts in the zone to be reference and show sites. Cultivate these customers to support sales efforts and address any advanced clinical questions from the sales cycle.
•Manage existing installed base of ABUS & Mammo products, ensuring that all customers are engaged and satisfied with product performance and support.
•Continuously updating 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. Work within zone framework, supporting zone management for both US and Mammography teams, applications, and service leadership.

Team Selling / Opportunity Management
•Communicate BI value proposition to AE/AM team in Zone.
•Contribute to account plans at accounts covered by a One GE Healthcare account team.
•Be able to articulate GEHC’s overall breast imaging vision. Be a driver for cross modality selling and engagement.
•Make cold calls to potential customers where required.
•Best practice sharing with other zones on sales strategies, plan achievement, training, etc.
•Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of ABUS 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.
•Work with the installation teams and customers to plan installation, physician training, and applications.

Qualifications/Requirements:
This position is open to candidates internal and external to GE. Candidate should live in the territory which includes most of Indiana and Kentucky and Ohio. Preferred location is Indianapolis or Cincinnatti.

Bachelors Degree or Associates Degree in Imaging Technologies and minimum 3 years of strategic selling experience in a medical, healthcare or technical field

Excellent verbal and written communication skills

Excellent organizational skills

Strong presentation skills

Willingness to travel 75% within your specified geographic region with occasional overnight stays depending on geography and business need.

The successful applicant must comply with GEHC’s standard background check, including a post-offer drug test. In addition, during employment, the employee must comply with all customer access policies, including but not limited to obtaining and/or providing proof of required immunizations, and additional drug tests or background checks (including a federal government background check if assigned to support a contract with the federal government).

To the extent you are applying for a position that requires you to operate a GE owned/leased, privately owned/leased or rental vehicle for company business, you must be willing to submit to a check of your driving record.

You must be legally authorized to work in the United States without restriction

Basic proficiency in computer skills in Microsoft Office Suite products

Desired Characteristics:
Previous Healthcare high-end capital equipment and solution sales experience, selling to managed care/hospital organizations preferably in breast imaging, or breast biopsy

Understanding of breast center workflow and practice patterns

Established relationships with key accounts

Knowledge of Healthcare Information Systems, networking, connectivity and IT

Demonstrated ability to work independently as well as with a team

Ability to energize, develop, and build rapport at all levels within an organization

Demonstrated ability to analyze customer data and develop financially sound sales offers

5+ years of demonstrated strategic selling skills including customer presentations, price quoting, product demonstration, negotiation, closing and growing a sales territory

Proven and progressive previous experience in sales/services/promotion to C-suite and technical decision makers

Experience interfacing with both internal team members and external customers as a part of a solution-based sales process

Strong communication and clear thinking skills with the ability to synthesize complex issues into simple messages

Knowledge of Healthcare industry trends and market place (Breast Imaging knowledge preferred).

Locations: United States ; Indiana, Kentucky, Ohio; Indianapolis, Cincinnatti

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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