Zone Sales Manager IMI Indirect South-PCS

Job Description Summary

The Patient Care Solutions (PCS) Zone Sales Manager IMI Indirect South drives a coherent commercial strategy across the PCS business within assigned business segment territory and optimizes the use of commercial resources to drive market potential.

The Zone Sales Manager IMI Indirect South is responsible for implementing overall PCS Indirect South go-to-market strategy through developing a robust channel partner framework as defined together with the PCS IMI Country sales leader and for leading all PCS commercial activities in conjunction with Product Leaders within the LCT to achieve the operating plan, via indirect distribution channels in the assigned geographic regions.

Locations: Calabria, Basilicata, Puglia, Campania, Abruzzo, Molise

Job Description

Roles and Responsibilities

• Leading the Sales organization to deliver on the key metrics (orders, sales, profit, cash, Customer satisfaction and market share), whilst also shaping the future of the business and our market through collaboration with external third-party stakeholders and supported by functional experts from within our business.
• Develop and implement strategic initiatives that provide a stronger value proposition to our customers, ensuring execution on long term growth plans and meeting short-term business objectives.
• Ensure channel partner management and seamless execution from target setting to performance reviews, to strengthen partner relationships and results.
• Develop a strategic framework for selecting channel partners, outlining their roles, responsibilities, and creating aligned incentive models to drive performance.
• Establish and track performance metrics, ensuring regular strategic, business, and compliance reviews with channel partners.
• Is accountable to achieve the quarterly and yearly Operating Plan for relevant PCS Portfolio in their geographical area of the assigned business segment territory.
• Is accountable for timely and accurate forecasting of orders pipeline per product and sales per the normal reporting cycles within Geographical Zone.
• Provides input to and contributes to the formulation of the yearly business planning cycles.
• Execute Go-to-market strategy in conjunction with the relevant Modality leaders in order to cover the prioritized potential within the assigned business segment territory.
• Manages experienced local team of distributors’ account managers and/or product sales application specialists.
• Mobilizes and motivates both sales team and indirect distributors’ teams towards PCS portfolio solutions and fulfilling strategic business goals.
• Attract, retain, educate and develop world-class commercial talent to execute on LCT Go-to-market strategy.
• Ensure all sales team have approved annual Goals & Objectives and receive an annual performance appraisal based on these goals & objectives.
• Drives performance management within the team, providing a regular operating mechanism of feedback, coaching and managing the annual appraisal system.
• Know Key Opinion Leaders in care areas; manage professional relations with key customers, academia government & administrative bodies in order to deepen understanding of customer challenges and needs. Nurture relationship with professional society stakeholders within geographical area.
• Maintain up to date market and competitor knowledge related to the full PCS product solutions and ensure that teams strengthen their knowledge on how to differentiate GE offering.
• In conjunction with product leaders, determine the market potential for product/product range or segment and prioritize the opportunities, while ensuring the optimum pricing strategy in order to maximize share and profitability.
• Ensure order booking quality and linearity improves for the LCT, and ensure improved engagement/handshake between ITO & OTR takes place.
• In conjunction with teams, builds a working environment which values teamwork to the overall benefit of customer satisfaction.

Required Qualifications

• Bachelor’s Degree
• 7+ years’ experience in Business Management, Sales, Marketing or equivalent years of experience in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market.
• Solid sales/marketing leadership experience including strategic selling and negotiation.
• Proven track record in working and managing indirect channel partners.
• Ability to shape growth vision and strategy.
• Demonstrated ability to energize, develop, and build rapport at all levels within an organization.
• Proven leadership and ability to orchestrate resources and motivate teams. An inclusive leader who builds a connection to the workforce through personal involvement and trust.
• Strong business acumen with ability to analyze financial needs accurately and establish budget effectively.
• Understanding of customer/marketplace and drivers that influence customer behavior.
• Ability to develop and execute multiple priorities and approaches to meet objectives.
• Strong management skills and capability to develop talents.
• Proven ability to influence and drive change.
• Excellent oral and written communications skills.
• Willingness and ability to travel within IMI on a regular basis when needed.
• Fluent English.
• Proven and solid on ethics and integrity, able to guide the team and the organization safely in the demanding legal and regulatory HC environment. Strongly compliance driven.

Desired Characteristics

• Strong business acumen, financial and organizational knowledge.
• Technical competency in using financial reporting tools.
• Deep knowledge of GE Healthcare and the PCS products and services offered.
• Proven track record of sales success and sales team rigor.

For this application we also evaluate candidates who meet the requirements set out in the art. 1 or belonging to the protected categories referred to in art. 18 of law 68/99.

Inclusion and Diversity

GE HealthCare is an Equal Opportunity Employer where inclusion matters. 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.

Behaviors

We expect all employees to live and breathe our behaviors: to act with humility and build trust; lead with transparency; deliver with focus, and drive ownership – always with unyielding integrity.

Total Rewards

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.

Additional Information