A&NZ Commercial Leader - Imaging

Job Description Summary

Reporting to A&NZ CEO, this role is accountable for attaining commercial growth objectives including sales revenue, orders, margins and market share for Imaging (Radiology) products in Australia and New Zealand regions. The A&NZ Commercial Leader - Imaging shall optimize the use of resources (sales, applications and service) to drive a coherent product differentiation and sales strategy for Imaging products in A&NZ to achieve operating plan.

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.

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Job Description

Key Responsibilities/essential functions include:

Financial Performance

• Is accountable to achieve the quarterly and yearly Imaging P&L Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for A&NZ regions.
• Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles for Imaging product in A&NZ region.
• Provide input to the formulation of the yearly business planning cycles for Imaging product in A&NZ regions.
  
  

Customer, Market and Product expertise

• Continuously develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms.
• Continuously update their understanding the customers changing clinical and/or operational issues and challenges.
• Understand and analyze market dynamics and competition to develop business opportunities for the Product Sales teams and account teams in A&NZ and provide ongoing feedback to management, region and marketing teams.
• Educate, coach and direct the differentiation (position, value proposition and key messages) of Imaging products in A&NZ. Act in conjunction with product leaders as referrence point to the Regional/Zone acccount teams regarding differentiation of their products. Continiously positions the value of their product within the relevant GEHC care areas/disease areas.
• Know, interact and execute the strategy with Key Opinion Leaders in product relevant care areas; maintain professional relations with key customers, academia, government & administrative bodies in order to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of these key customer groups. Nurture relationships with professional society stakeholders.
• Ensure and validate up to date knowledge of product positioning and differentiation messages with in their Account Management teams as well as relevant product teams.
• Provide first line leadership to key corporate accounts, developing relationships and business interactions for successful growth for both GEHC and the customer account.
  
  

Commercial Team Leadership

• Lead the existing leadership roles directly
• In conjunction with relevant Product Modality Leader, and Commercial Service leader determine the market potential for their product/product range or segment and prioritize the opportunities.
• Align territories to market potential and priorities and assign optimal sales resources.
• Attract, retain, educate and develop world-class commercial talents to realise product commercial strategy.
• Is responsible to communicate appropriate operating plan targets based on their product market potential, for their Account Management team.
• Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the regional Account Managers (AM’s).
• Is responsible to ensure that all AM’s have clear opportunity management activity and call plans to ensure efficient coverage of decision makers and influencers.
• Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting.
• In conjunction with Product Modality 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 as well as forecasting performance against Operating Plan, with their teams.
• Is responsible to drive optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments.
• Is responsible to communicate, execute and leverage the Variable Sales Incentive plans with their teams.
  
  

Team Coaching

• Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system.
• Is responsible to regularly have “infield coaching” sessions with each one of their team members on for example how to cover opportunities and territory, differentiating and presenting the value of product and managing opportunities. Provides regular, timely and productive development feedback.
• Create regular opportunities to involve the team to share best practices on opportunity management
• Is role-model to team for utilizing GEHC resources and networks to create and manage opportunities
• Regularly provides update to team on company, region product strategies and customer insights.
• Coach and assist the AM’s with the differentiation of product offerings during the various stages of the sales process to actively move the customer through their decision-making process towards a successful outcome for GE.
  
  

One GEHC Teamwork

• 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 region, 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
• The Sales Leader acts as a primary product customer point of contact in the sub region and represents the product/product range in case of multi-product projects and cross-P&L business events.
  
  

Required Qualifications

• Bachelor Degree level.
• 7+ experience in Business Management or Sales / Marketing OR equivalent years of experience in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers.
• Exemplary people management, leadership skills, as well as sales coaching & team building skills.
• Ability to energize, develop and build rapport, collaboration and influence at all levels within an organization.
• Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude.
• Demonstrated a high degree of cultural EQ, ability to work across business and culturally diverse environments.
• Proficient in English, written and speaking.
• 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.
• Excellent 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.
  
  

GE HealthCare is an Equal Opportunity Employer where inclusion matters. Employment decisions are made without regard to race, colour, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

Our total rewards are designed to unlock your ambition by giving you the boost and flexibility you need to turn your ideas into world-changing realities. Our salary and benefits are everything you’d expect from an organization with global strength and scale, and you’ll be surrounded by career opportunities in a culture that fosters care, collaboration and support.

• Flexible working options and flexible hours
• Competitive salary
• 5 weeks leave (ask about "take 5")
• Generous leave & family policies
• Long term career opportunities (locally and globally)
• Generous discounts for goods & services via our employee benefits program (think travel, entertainment & shopping!) *This was recently rated as one of our employees favourite benefits!
  
  

Women and indigenous candidates are strongly encouraged to apply. Please note that to be considered for this position you must have unrestricted working rights for Australia and be prepared to undergo a background check which includes a police check. All GE HealthCare employees are required to be fully vaccinated for Covid-19.