Commercial Leader

Job Description

Summary

This key leadership position will be responsible for driving the organizational and cultural changes needed to manage the activities of first-line sales managers or activities of sales account managers and the sales operational capabilities and be a role model for boundary less collaboration. You will be responsible for attaining sales objectives for their geography, managing the direct and indirect sale of the organizations products or services. You will own the go-to-market strategy, lead the sales activities to drive the operating plan and optimizing sales/support relationships.

GE HealthCare is a leading global medical technology and digital solutions innovator. Our purpose is to create a world where healthcare has no limits. Unlock your ambition, turn ideas into world-changing realities, and join an organization where every voice makes a difference, and every difference builds a healthier world.

Role & Responsibilities

• Directly managing Sales Managers & Account Managers in a specific sales region. Select, train, and develop personnel to optimize effectiveness.
• Developing and implementing sales strategies to drive organic growth in the assigned sales market.
• Cultivating and leveraging customer relationships at the multiple levels within customers.
• Development of long-term customer relationships through the ability to identify and capitalize on opportunities that immediately satisfy customer needs.
• As a member of Zone leadership team ensure seamless teamwork with the Service, Modality and other functions and channels to provide total customer satisfaction.
• Deploying resources to meet financial / operating objectives including orders, revenue, contribution margin, and market share utilizing and driving companywide commercial tools for CRM (ie. SFDC).
• Target, get access, build relations, develop a business strategy and maximize business opportunities for imaging products allocated accounts/territory.
• Proactively build network with government bodies and Key Opinion Leaders as well as deep understanding of healthcare structure/players in assigned territories/accounts.
• Coordinate multimodality projects and aim at maximizing share within the territory/accounts.
• In Cooperation with Modalities and Marketing drive marketing events in assigned territory.
• Analyze market trends, competition and accounts to develop a business plan and strategy that creates new business opportunities.
• Leverage Product & Application Specialists, Account Managers, Service and other Company resources to provide necessary service, technical or clinical content to customers.
• Develop & implement GTM plans with cross functional teams to achieve results through effective project proposals, negotiations, and contracts. Grow the share of wallet in assigned accounts.
• Develop & maintain a high level of customer satisfaction through consistent high quality interactions with customer management, drive customer R-NPS on their accounts.
• Build long term strategic alliance with portfolio of accounts to continue to add value.
• Follow GE policies, procedures and Operating Mechanism. Proactively participates in company initiatives depending on organizational needs and as directed by management. Ensure knowledge of and compliance of integrity and company policies.

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 / Intl 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 / Intl 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.

Qualifications/Requirements

• Bachelors degree from an accredited university or equivalent knowledge or experience.
• Minimum of 8 years of consultative sales experience including strategic selling and negotiation.
• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process.
• Proven track of sales record and relationship building skills.
• Strong communication skills to synthesize complex issues and communicate into simple messages.
• Willingness and ability to travel within your specified geographic region.
• Proven People Management experience leading sales teams.
• Consultative sales experience including strategic selling and negotiation.

Desired Characteristics

• Proven and progressive previous experience in sales/services/promotion to C-suite and technical decision makers e.g. CEOs, Strategic Planning Directors, Facilities/Estates managers, Biomedical Engineers, nursing staff, medical specialty staff (Radiology, Cardiology, Nuclear Physicists, Oncologists etc.).
• Previous experience managing sales professionals.
• Healthcare capital equipment sales experience.
• Deep knowledge of GE Healthcare and the products and services offered.
• Experience closing large, complex, strategic deals.
• Prior experience working for a large company in a matrix environment.
• Demonstrated ability to energize, develop, and build rapport at all levels within an organization.
• Leadership and Team Building skills.

Inclusion and Diversity

GE HealthCare is an Equal Opportunity Employer where inclusion matters. 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.

We expect all employees to live and breathe our behaviors: to act with humility and build trust; lead with transparency; deliver with focus, and drive ownership always with unyielding integrity.

Locations

Location: Kuala Lumpur, Wilayah Persekutuan Kuala Lumpur, Malaysia, 50470

---