GI segment leader - Emerging market

Job Description Summary

The “Segment Leader– General imaging, Emerging Markets” is accountable to grow sales revenue, drive coherent product differentiation and commercial strategy for the Segment in Emerging Markets. Optimizes the use of resources to cover market potential for this Segment to achieve the operating plan. Responsible to update upstream marketing and engineering of evolving market and customers’ needs to drive the continuous product innovation adapted to local market needs. Has direct management responsibility

Job Description

Roles and Responsibilities

• Financially accountable to set and achieve the quarterly and yearly segments Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable)) for Emerging Markets.
• Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Zones as well as input into yearly business planning.
• Continuously update understanding the customers changing clinical and/or operational challenges, develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms.
• Understand and analyse market dynamics and competition to develop business opportunities for the Account and Product Specialist teams in the geography. Provide ongoing feedback to respective stakeholders.
• Act as reference point to the account teams and lead, coach and direct the differentiation i.e.: positioning, value proposition, and key message of the product/solution/service. Ensure and validate up to date knowledge of product positioning.
• Manage professional relations with key customers, academia, government & administrative bodies and nurture relationships with professional society stakeholders.
• In conjunction with relevant resources, determine the market potential for their product/product range or segment and prioritize the opportunities.
• In conjunction with Zone Manager, align territories to market potential and priorities and assign optimal sales resources.
• Attract, retain, educate and develop world-class commercial talents to realize product commercial strategy.
• Is accountable to ensure compliance and execution of the sales process and rules of engagement within their teams in conjunction with the Account
• Ensure all team members utilize the required sales systems to create pipeline visibility and accurate forecasting.
• In conjunction with Zone Manager determine and drive 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.
• Is responsible for driving optimal operating mechanisms to monitor and track progress of opportunities in the pipeline, forecast performance against Operating Plan, and deliver on fulfilment targets and order backlog commitments.
• Ensure and drive the sharing of best practices on opportunity management
• Regularly provides update to team on company, product strategies and customer insights.
• Work with the team and drive employee engagement activities to ensure retention across the zone, recognizing success, sharing best practices, providing exposure to people within the team with senior leaders within the Emerging Markets, products and modalities.
• Act as a role model for collaborative mindset across functions.
• Educates account team members on their product/service/solution strategy and offerings.
• Facilitate effective communication & trustful collaboration within the Zone/Product matrix organization. Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts
• Acts as a product customer point of contact and represents the product/product range in case of multi-product projects and cross-P&L business events.
  
  

Qualifications/Requirements

• Education at bachelor’s degree level.
• 10 years of experience in a relevant role , preferable in ultrasound .
• Experienced in Business Management or Sales / Marketing in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers.
• Demonstrated business management and resource allocation skills including business plan development.
• Strong knowledge of GEHC and exceptional knowledge of products and services offered within the modality.
• Strong business acumen; financial and organizational skills.
• Advanced negotiation, problem solving and influencing skills.
• High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships.
• Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization. Act as inspirational leader with optimism, highly approachable and humble.
• Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude.
• Fluency in English language.
  
  

Desired Characteristics

• Master’s degree is a plus.
• Direct and/or Indirect management experience; managing in a matrix organization.
• Strong track record in high technology product sales / solutions
  
  

Additional Information

Relocation Assistance Provided: No