Additional Information on the Job: The incumbent is the clinical/technical and sales expert assigned products, solutions/services, and is expected to be able to differentiate GE's product/solution/service offerings, convey compelling value propositions, lead the opportunity, qualify the customer needs, develop and present solutions proposals and quotations, and respond to customers' questions in order to successfully close clinical/technical/solution sales.
Financial Performance
1. Is accountable to achieve Product/Solutions/Service orders and sales OP target for assigned accounts and or territory.
2. Ensure pricing compliance for segment opportunities.
3. Forecast orders and sales within the applicable sales funnel tools and reports for their products/solutions/services in their assigned territory/accounts.
Territory & Account Management
1. Maintain the relationship with departmental and technical decision makers in their assigned accounts and where applicable work in conjunction with Account Executives and Managers to gain access to C-Suite decision makers.
2. Create territory/account plans including opportunity development, competitive strategies and targets.
3. Build strong business relationships and formulate account relationship plans within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers' needs and maintain customer contact records in the relevant CRM tools.
4. Maintain a network of key opinion leaders within the assigned territory.
5. Track and communicate market trends to/from the field including competitor data and develop effective counter-strategies.
Product & Market Expertise
1. Maintain up to date detailed knowledge of their product/solution/services. Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.
2. Maintain up to date market and competitor knowledge related to their product/solutions/services.
3. Develop their understanding of the customers changing clinical and/or operational issues and challenges.
4. Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE.
5. Differentiate assigned product offering during the various stages of the sales process, effectively using GE resources and approved product marketing and product promotion material to actively support the customer through their decision making process towards a successful outcome for GE.
6. Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company.
Opportunity management
1. Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel.
2. Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction assigned territory.
3. Create and maintain opportunities in the applicable sales funnel tool and/ or CRM tools.
4. 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.
5. Estimate date of delivery to customer based on knowledge of the company's production and delivery schedules ensuring fulfillment of the order is according to customer expectations and enhances customer satisfaction.
One GEHC teamwork
1. Contribute to account plans at accounts covered by account managers/executives.
2. Educates account team members on their product/service/solution strategy and offerings.
3. Collaborate with and leverage subject matter experts and other resources within GEHC channels to build relationships and secure business.
4. Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts
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