Area Sales Leader

Job description / Role

Area Sales Leader - LCS Pakistan

Role Summary/Purpose: Accountable to grow sales revenue and margins for a specific GEHC product/product range or segment within an assigned geographical area (e.g. small country, sub-region) within a Global Region. Executes a coherent product differentiation and commercial strategy for their assigned product/product range or segment and optimizes the use of resources in conjunction with the next level Modality Manager or Zone Manager to cover market potential.

Responsibilities

Financial Performance
- Accountable to achieve quarterly & yearly Product/Solution/Service P&L Operating Plan targets
- Accountable for timely and accurate forecasting of pipeline and sales per normal reporting cycles
- Provide input to yearly business planning cycles

Customer, Market & Product Expertise
- Maintain deep clinical & technical knowledge, including awareness of current and future trends in healthcare technology and funding mechanisms
- Understand customers' changing clinical and/or operational challenges
- Understand and analyze market dynamics and competition to develop business opportunities; provide feedback to management, region & marketing
- Educate and coach the differentiation of product/solution/service; act as reference point to account teams
- Execute strategy w/ Key Opinion Leaders; maintain professional relations w/ key customers, academia, government & administrative bodies to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of key customer groups; nurture relationships w/ professional society stakeholders
- Ensure and validate up to date knowledge of product positioning and differentiation messages within PSS/PS and relevant account teams

Sales Management
- Determine market potential for product/product range or segment and prioritize opportunities
- Attract, retain, educate and develop world-class commercial talents
- Communicate appropriate operating plan targets based on product market potential
- Ensure compliance and execution of regional sales process & rules of engagement within teams
- Ensure all PSS/PS/AS have clear opportunity management activity and call plans to ensure efficient coverage of decision makers and influencers
- Ensure all team members utilize required sales systems to create pipeline visibility and forecast accurately
- Drive ownership of order & configuration quality at the point of entry to ensure accuracy, configuration integrity and all requirements tied to documented customer inputs
- Drive optimal operating mechanisms to monitor and track progress of opportunities in the pipeline and forecast performance against Operating Plan
- Drive optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments
- Communicate, execute and leverage Variable Sales Incentive plans w/ teams

Team Coaching
- Drive performance management, provide regular operating feedback and coaching mechanism; manage annual appraisal system
- Have infield coaching sessions w/ each team member; provide regular, timely and productive development feedback
- Create regular opportunities for team to share opportunity management best practices
- Role-model utilizing GEHC resources & networks to create and manage opportunities
- Regularly update team on company, region product strategies & customer insights
- Coach and assist with the differentiation of product offerings to actively move customers through decision making process

One GEHC teamwork
- Drive employee engagement activities to ensure retention across zone, recognize success, share best practices, provide exposure to people within the team to senior leaders
- Exemplify collaborative mindset across functions
- Educate account team on product/service/solution strategy & offerings
- Facilitate effective communication & trustful collaboration; share and follow-up identified leads to other product lines within own accounts and/or One GEHC accounts
- Primary product customer point of contact in the sub region; represent the product/product range in case of multi-product projects and cross-P&L business events

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

Requirements

- Education to Bachelor Degree level.
- Experienced in Sales / Marketing management positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers.
- Strong knowledge of GEHC and exceptional knowledge of products and services offered within the modality.
- Previous experience of people management, leadership skills, as well as sales coaching & team building skills.
- 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.

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.
- 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 Country / Int’l Law is broken.
- Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Preferred Qualifications:
- Master’s degree preferred.
- Fluency in English language.
- Healthcare experience.
- Direct and/or Indirect management experience; managing in a matrix organization.
- Strong track record in high technology product sales / solutions.

About the Company

GE is a diversified technology, media and financial services company, dedicated to creating products that make life better. From aircraft engines and power generation to financial services, medical imaging, television programming and oil and gas, GE operates in more than 100 countries and employs over 300,000 people worldwide.

GE's Oil & Gas business is a leader in the development and delivery of advanced product and service offerings for the global oil and gas industry. As a consequence of the rapid expansion of its technology base, GE's Oil & Gas is capable of addressing the largest and most complex engineering and application challenges entirely from its own worldwide resources. So whether it's the world's largest LNG compression trains, re-injection of high sulfur gas, enhancing the safety and productivity of the world's oil and gas pipelines, or equipment for the production of oil and gas from harsh environments, GE is leading the charge.