Job Description Summary

The Imaging Sales Leader, NSW is responsible for attaining orders, sales and margin targets across Queensland and Western Australia. The Imaging Sales Leader will drive the go to market strategy as defined in partnership with the Modality leads and the Imaging Commercial Leader ANZ. The Imaging Sales Leader is responsible for all sales resources for Imaging, achieving their financial metrics in their assigned region. The Sales Leader will work collaboratively with modality and other organizational Sales Leaders representing Imaging in the case of multi-modality and/or cross-P&L business events and strategies.

Job Description

Key Responsibilities/essential functions include (but are not limited to):

Financial Performance

• Is accountable to achieve the quarterly and yearly Product/Service P&L Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for assigned geographical area
• Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles
• Provide input to the formulation of the yearly business planning cycles for their Imaging product portfolio
• Improve customer engagement, quality installations and NPI launches through collaboration with the Project Management, Field Services and Applications teams
• Ensure and validate up to date knowledge of product positioning and differentiation messages within their Product Sales Specialist teams as well as relevant account teams.

Sales Leadership

• Directly managing Account Managers in region. Select, train, and develop personnel to optimize effectiveness
• Attract, retain, educate and develop world-class commercial talents to execute on Zone Go-to-market strategy
• Work closely with Channel Manager where relevant to develop and execute key market distribution models
• Developing and implementing sales strategies to drive organic growth in the market
• Cultivating and leveraging customer relationships at the executive level
• Development of long-term customer relationships through the ability to identify and capitalize on opportunities that immediately satisfy customer needs
• As a senior leader, ensure seamless teamwork with Service and other channels to provide total customer satisfaction
• Deploying resources to meet financial / operating objectives including orders, revenue, contribution margin, and base cost control

• Align territories to market potential and priorities and assign optimal sales resources
• Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams
• Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting
• Is responsible for driving optimal operating mechanisms to monitor and track progress of opportunities in the pipeline as well as forecasting performance against Operating Plan, with their teams
• Is responsible to drive optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments
• Is responsible to communicate, execute and leverage the Variable Sales Incentive plans with their teams.

Team coaching

• Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual development system
• Is responsible to regularly have “infield coaching” sessions with each one of their team members on for example how to cover opportunities and territory, differentiating and presenting the value of product and managing opportunities. Provides regular, timely and productive development feedback
• Create regular opportunities to involve the team to share best practices on opportunity management
• Is role-model to team for utilizing GEHC resources and networks to create and manage opportunities
• Regularly provides update to team on company, region product strategies and customer insights.

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 (including but not limited to GE HealthCare HIPPA Guidelines, NEMA Regulations, etc.) and operates within them to ensure that no company policy or US / Int’l Law is broken.
• Knowledge and understanding of all Environmental Health Policies (including but not limited to GE Healthcare Environment, Health & Safety Policies) and operate within them to ensure that no company policy or US / Int’l Law is broken
• 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.
• Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Qualifications:

• Bachelor’s Degree
• Minimum of 10 years of consultative sales experience including strategic selling and negotiation
• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process
• Strong communication skills to synthesize complex issues and communicate into simple messages
• Willingness and ability to travel within your specified geographic region
• You must have an active drivers licence.

Preferred Qualifications:

• Previous experience managing sales professionals
• Minimum 10 years Healthcare capital equipment sales experience
• Prior experience working for a large company in a matrix environment
• Demonstrated ability to energize, develop, and build rapport at all levels within an organization

Additional Job Description

Additional Information

Compensation Grade

SPB3

Relocation Assistance Provided: No