Services Manager at General Electric - GE

Relocation Assistance

No

Role Summary/Purpose

The role is responsible for leading the commercial growth, top-line revenue and contribution margin for GE Healthcare service in assigned territory.

Essential Responsibilities

• Effective coverage of current install-base customers (teaching hospitals, private hospitals, clinics, diagnostics centers, packagers, Ministry of Health, etc.) to understand their needs by capturing the voice of the customer and
• Developing profitable win-win solutions.
• Prospecting for new service contracts and business in addition to growing and maintaining the existing customer portfolio, and qualifying new leads to maintain identified business to support a balanced sales funnel for future sales.
• Generating proposals, preparing sales quotations, planning customer meetings, and demonstrating equipment and service capabilities on assigned products in assigned territory
• Sales negotiation and deal closure at the customer, interfacing with all key buying influencers such as direct users of the product, and possibly department heads or Chief Medical Directors.
• To effectively collaborate with the equipment sales Account manager, modality leaders and regional point of sales leader to sell point of sale service contracts, financing and drive margin though selling value and holding price.
• Develop and maintain a high level of product and service knowledge of GE and competitive products
• Achieve annual and quarterly achievement of multiple order and revenue targets through accurate monthly and quarterly forecasting, by prioritizing selling time to generate sales volume, achieve account penetration and complete territory coverage.
• Maintaining satisfactory relationships and development of long-term customer relationships coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs
• Develop account penetration strategies for key target and competitive accounts and communicating current market intelligence back to the business, along with field concerns, issues and requirements
• Secure Equipment Service Sales, Service Operating Margins, and Customer Satisfaction targets.
• Work with Channel Partners (Distributors) to grow their business both in short and long term. Drive the highest level of compliance and integrity.
• Identify new Distributors per business needs, and in full alignment with Equipment Sales growth strategy
• Ensure full visibility on the performance of Distributors, both financially (revenue, cost and margins) and service delivery, against targets.
• Proactively identify risks and opportunities and ensure quick resolution to issues.
• Drives business results and manages customer and distributor relationships within area of responsibility
• Owns operational processes (PM completion, Overtime management, Field Engineer Tool utilization) Leads and cultivates a culture of GE Values and integrity.
• Leverage internal relationships to enhance business

performance and customer experiences.

Promotes a safe working environment and ensures compliance with

applicable EHS policies and procedures.

Qualifications/Requirements

• 3+ years of consultative sales experience including strategic selling and negotiation in a complex sales environment involving multiple decision-makers/influencers, progressively larger formal leadership roles working in a complex technical environment.
• Proficiency in computer skills in Microsoft Office Suite products
• Willingness to travel within your specified geographic region with occasional overnight stays depending on geography and business needs as well as to sales meetings and tradeshows
• To the extent you are applying for a position that requires you to operate a GE owned/leased, privately owned/leased or rental vehicle for company business, you must be willing to submit to a check of your driving record
• Ability to communicate using English language and local language

Desired Characteristics

• Bachelor’s Degree
• Previous Healthcare high-end capital equipment sales experience especially Radiology Equipment
• Robust interpersonal skills, with demonstrated ability to work independently as well as with a team
• Ability to energize, develop, and build rapport at all levels within an organization
• Demonstrated ability to analyze customer data and develop financially sound sales solutions
• 3+ years of demonstrated strategic selling skills including customer presentations, price quoting, product demonstration, negotiation, closing and growing a sales territory
• Proven customer acumen and relationship building skills in a healthcare environment
• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process
• Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously
• Knowledge of Healthcare industry and market place trends
• Specific clinical application and/or product knowledge within assigned area
• Channel Management experience
• Prior field sales or field service experience