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Account Manager

  • GE Healthcare
  • Experienced
  • Posted 1/2/2017 10:54:42 AM
  • 2812572
  • Job Function: Sales
  • Business Segment: Healthcare Life Sciences
Location(s): Belgium ; Diegem

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 Healthcare provides transformational medical
technologies and services to meet the demand for increased access, enhanced quality and more affordable
healthcare around the world. GE works on things that matter - great people and technologies taking on tough
challenges. From medical imaging, software & IT, patient monitoring and diagnostics to drug discovery,
biopharmaceutical manufacturing technologies and performance improvement solutions, GE Healthcare helps
medical professionals deliver great healthcare to their patients.
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Role Summary:
An Account Manager is responsible for selling GE Healthcare Contrast Agents (Iodine and Gadolinium products) in their defined market. This role is responsible for new account development and/or expanding existing accounts within an established geographic territory (French/Dutch speaking : Brussels, Wallonie, GDLuxembourg & Limburg) as well as maintaining customer relationships with the accounts in their established geographic territory and in a tender environment.

Essential Responsibilities:
Account Manager visits Key Decision Makers & Key Influencers in order to obtain greater knowledge of the customer and investigate ways to mutually deliver value
• Maintain the existing customer portfolio & identified business to support a balanced sales funnel for future sales. Prospect for new customers & opportunities. Visit Prescribers (Radiologists, Neurologists, Cardiologists, ….) & Key decision Makers in the hospitals (Pharmacists, Buyers, Nurses,..).
• Generating proposals, preparing sales quotations, planning customer meetings, and demonstrating capabilities on assigned products in assigned territory
• Sales negotiation and deal closure at the customer, interfacing with all key buying influencers such as direct users of the product, but also possibly department heads, pharmacists, medical directors or CXO & CEO level personnel
• Expected to drive margin though selling value and holding price
• Develop and maintain a high level of product knowledge of GE and competitive products
• Achieve annual and quarterly achievement of multiple order and revenue targets through accurate monthly and quarterly forecasting, by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage
• Maintaining satisfactory after-sale relationships and development of long-term customer relationships coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs
• Develop account penetration strategies for key target and competitive accounts and communicating current market intelligence back to the business, along with field concerns, issues and requirements
• Providing leadership in market analysis and development/execution of strategies and action plans to drive product sales

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 (including but not limited to GE Healthcare HIPPA 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.

1. Adhere to and uphold highest standards of compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes
2. Adhere to all applicable GE and GE Healthcare compliance policies, codes and training requirements
3. Identify and report any quality or compliance concerns and take immediate corrective action as required.

• At least one of the following core experiences: substantial consultative sales experience including strategic selling and negotiation in a complex sales tender hospital environment involving multiple decision-makers/influencers, proven experience in customer facing role(s), or substantial experience in progressively larger formal leadership roles working in a complex technical environment
• Proficiency in computer skills in Microsoft Office Suite products
• Willingness to travel within your specified geographic region with occasional overnight stays depending on geography and business needs as well as to sales meetings and tradeshows
• To the extent you are applying for a position that requires you to operate a GE owned/leased, or rental vehicle for company business, you must be willing to submit to a check of your driving record
• Ability to communicate using local language French (fluent), Dutch & English.
• Robust interpersonal skills, with demonstrated ability to work independently as well as with a team

Desired Characteristics:
• Bachelor's Degree or equivalent knowledge and experience

• Previous Healthcare high-end capital equipment sales experience or LifeSciences or Pharma

• Knowledge of Healthcare Information Systems, networking and IT
• Ability to energize, develop, and build rapport at all levels within an organization

• Demonstrated ability to analyze customer data and develop financially sound sales solutions

• Substantially demonstrated strategic selling skills including customer presentations, price quoting, product demonstration, negotiation, closing and growing a sales territory
• Proven customer acumen and relationship building skills in a healthcare environment
• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process

• Strong written and verbal communication and clear thinking skills with the ability to synthesize complex issues into simple messages
• Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously

• Knowledge of Healthcare or Pharma industry and market place trends
• Specific clinical application and/or product knowledge within assigned area

• Be pro-active and take initiatives

• Customer and results oriented

• Experienced in Radiology market and in neurologic and cardiologic pathologies


Locations: Belgium ; Diegem

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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