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Molecular Imaging Zone Sales Manager - Western Region

Company: General Electric
Location: Long Beach
Posted on: June 12, 2021

Job Description:

Job Description Summary

Role Summary/Purpose

Responsible for driving, defining, and executing commercial strategy across the Molecular Imaging (MI),

Neurology & Nuclear Medicine, business within Pharma Diagnostics for the Zone. Leads account

management activities to achieve Operating plan, via both direct and indirect channels. Optimizes the use of resources to drive market potential (access creation & demand generation). Plays a critical role in

shaping the US MI strategy for our growing segments in Neurology, Cardiology and Oncology.

Job Description

Essential Responsibilities

  • Execute on quarterly and yearly Operating Plan achievement for Molecular Imaging (MI) in the Zone (Revenue, Sales Margin, Base Costs, and Cash Collections), along with driving customer satisfaction & retention.
  • Deliver timely and accurate forecasting & funnel management by business segment utilizing SalesForce.com (SFDC).
  • Provide continuous input and contribute to the formulation of yearly business planning processes as well as long-term strategy for the MI business. Participate in strategic growth initiatives of the MI business (including but not limited to distribution model exploration, sales role innovation, product launch activities, etc.).
  • Partner with US regional & global marketing leadership to determine the zone market potential for and prioritize portfolio opportunities, areas of necessary investment, etc.
  • Assist in the development and drive execution of the Go-to-Market strategy to maximize the impact of the Sales Team (alignment of market potential & execution) to accelerate ROI.
  • Align territories to market potential, prioritize time and areas of focus for thorough & efficient account management.
  • Attract, retain, educate and develop world class commercial talent in the operation of a high performing team.
  • Establish a team culture of acceptance and accountability both in personal and business interactions in the pursuit of creating a Destination Workplace.
  • Determine and set appropriate quarterly & yearly Operating Plan targets based on market potential, for the Sales Team by product segment.
  • Develop & implement account management and specific deal strategies to ensure compliance and execution of the regional sales process and rules of engagement. Ensure the Sales Team keeps SFDC up to date and develop clear deal strategies.
  • Identify & drive boundaryless selling opportunities within Zone. Leverage existing customer relationships, while promoting overall brand and mission of the Pharma Diagnostics MI Team; promote broader GEHC offerings (where applicable & compliant), identify and escalate commercial service needs.
  • Build and own strong horizontal relationships within the organization to maximize the impact and success of team.
  • Establish & drive optimal operating mechanisms with the Team to monitor and track progress of deal development, forecasting performance against Operating Plan while continuing to educate the Team on happenings within the business unit.
  • Own & drive performance management within the team, providing a regular operating mechanism for insight/coaching and managing the appraisal system. Leverages regular coaching, career development sessions and tools provided to establish and re-visit Team & individual priorities regularly.
  • Regularly engage in "in-field coaching" sessions (includes regularly in-person travel) with each Sales Team member. Coach the Sales Team on and assist with improving, for example, their coverage of opportunities and territory, differentiation of GE Pharmaceutical Diagnostics solutions or product offerings during the various stages of the sales process to actively move the customer through their decision-making process towards a successful outcome.
  • Create regular opportunities to involve the team in the sharing of best practices on opportunity management, product selling, negotiation tactics, clinical differentiation and leveraging the total GEHC portfolio (including the USCAN Healthcare Systems Team).
  • Serve as role-model for the team in engaging & utilizing their Pharma Diagnostics & GEHC resources and
  • networks to create and manage opportunities, while expanding their own personal brand.
  • Travel extensively within territory (some overnight travel required) to serve our customers, coach our team, and pulse the market. This position involves 50% - 70% travel across 12 states in the Western United States.

Qualifications/Requirements

  • Bachelor's degree from an accredited university or college
  • 5+ years of progressive sales experience within the Healthcare industry
  • Demonstrated servant leadership while inspiring others. Optimistic, highly approachable and humble.
  • Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization.
  • Experienced in closing large, complex, strategic deals.
  • Demonstrated business management and resource allocation skills including business plan development.
  • Direct and/or Indirect management experience; managing in a matrix organization.
  • Exemplary leadership skills, as well as sales coaching; team building skills, etc.
  • Strong business acumen; financial and organizational skills, etc.
  • 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 operate effectively in a multi-tasking, dynamic environment, while maintaining a forward thinking and customer-first attitude.

Desired Characteristics

  • Master's degree preferred.
  • People leadership experience.
  • Knowledge of Pharma Diagnostics solutions and the products and services offered.
  • Healthcare experience, specialty in Nuclear Medicine and or Neurology, Cardiology & Oncology.

#LI-NR1

Additional Information

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.

GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

Relocation Assistance Provided: No

Keywords: General Electric, Long Beach , Molecular Imaging Zone Sales Manager - Western Region, Other , Long Beach, California

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