Imaging Sales Leader - VIC-TAS/ SA/ NZ

Job Description Summary
Customer facing staff responsible for winning business Impacts approaches, projects and programs in the functional area or affected business organization and ways of working. Impacts quality, efficiency and effectiveness of own team. Guided by commercial practices and policies that may be shaped by the role. Has significant control/influence over commercial priorities. There is moderate autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgement are required to achieve outcomes required.
Job Description
Description:

The Imaging Sales Leader, VIC/TAS/SA NZ is responsible for attaining orders, sales and margin targets across Victoria, Tasmania, South Australia New Zealand. 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-PL business events and strategies.

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

Financial Performance

Is accountable to achieve the quarterly and yearly Product/Service PL 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 Information
Relocation Assistance Provided: No Read more