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Practice Sales Account Manager, APS

  • GE Healthcare
  • Experienced
  • Posted 1/12/2017 3:56:42 PM
  • 2821760
  • Job Function: Sales
  • Business Segment: Healthcare Digital
Location(s): United States ; Alabama, Mississippi, North Carolina, South Carolina, Virginia, Florida, Georgia; Preference for candidates living in the southeast region


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:
You will be responsible for creating and winning sales opportunities for ambulatory products, solutions and services with ambulatory install base customers. You will have exceptional outcome selling skills and a curiosity to understand customer business models, healthcare IT market, and operational profiles.

Essential Responsibilities:
You will be able to establish a deep understanding of our customers’ most important business outcomes at both the C-Suite and Departmental levels and will partner with the ambulatory sales and service organization to deliver double digit orders and revenue growth. Position requires exceptional influencing skills with all level decision-makers to drive new thinking about how they run their business. Responsible for direct sales management of customers within designated territory, operating at both a strategic and a tactical level to ensure customer satisfaction, success and growth by fostering a balanced relationship that benefits both GE Healthcare and the customer with the goal of maintaining reference ability and outstanding customer performance.
• Bring deep outcome selling experience and skills to this role to lead GE’s outcome selling approach at each of our strategic customer sites to drive growth in region orders, sales and operating profit
• Develop and drive the strategic growth vision and objectives, including participating in essential operating rhythm processes as a member of the ambulatory customer sales team
• Meet assigned quarterly and yearly order, sales and strategic account objectives in the assigned territory
• Lead outcome selling account planning process with each strategic account to establish a deep understanding of their business outcomes and needs, and align and quantify our value proposition with our customer’s specific business outcomes
• Build strong business relationships and formulate account strategies and plans to continuously 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
• Partner with USCAN/HCIT Zone and Regional sales teams
• Build and execute on growth plans while meeting short term business objectives
• Develop effective market and transactional strategies in line with the business objectives
• Focus on programs that are aligned with business strategy and ensure resources are aligned properly
• Responsible for earning customer trust through solid execution – establish win/win partnerships and deepen relationships
• Expert level detailed knowledge of product / services; be able to present and discuss the technology and clinical benefits in terms relevant to customers
• Expert level market and competitor knowledge related to their product/solutions/service
• Continuously update understanding of customers' changing clinical and/or operational issues and challenges
• Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE

Qualifications/Requirements:
• Bachelor’s degree plus a minimum of 2-3 years in sales management, account management, sales or healthcare leadership roles OR 5 years of relevant experience
• Strong executive presence and high degree of professionalism. Experience and high comfort level engaging with hospital and ambulatory organizations and company employees of all levels
• Experience in previous positions requiring the exercise of discretion and independent judgment with respect to significant organizational and customer matters
• Strong analytical skills and business acumen (i.e. knowledge of healthcare service lines, Profit & Loss centers, balance sheets, capital & operational planning
• Strong communication skills and ability to synthesize complex issues and communicate clearly. Exceptional follow-up and response to customer requests, daily sales and account management activities.
• Demonstrated ability to energize, develop, and build rapport at all levels within an organization

Desired Characteristics:
• Strong preference for candidate to be located in the west zone of United States.
• Experience working in the Healthcare industry including interaction with hospital and ambulatory practice administration (i.e. account management, relationship-building experience
Proven and documented experience managing and exceeding annual operating plan exceeding 3 M annually.

• Experience working in a highly-matrixed environment, effectively influencing and persuading others to achieve GEHC goals defined in client growth strategy
• Experience anticipating challenges or roadblocks and successfully mitigating those risks while achieving desired outcomes for client and GE
• Experience maintaining flexible approach when faced with business or client course corrections (i.e. client cost-out initiatives, industry economic conditions, healthcare reform legislation, etc)

Locations: United States ; Alabama, Mississippi, North Carolina, South Carolina, Virginia, Florida, Georgia; Preference for candidates living in the southeast region

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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