General Electric SEGMENT MANAGER GENERAL IMAGING ULTRASOUND IMI in Milan, Italy
Job Description Summary
The Segment Manager General Imaging Ultrasound is accountable to grow orders, revenue and margins for GEHC Ultrasound products within the IMI geographical area (Italy, Israel and Malta). He/she drives a coherent product differentiation and leads the definition of the commercial strategy for the Segment and core product lines associated to it ,optimizes the use of resources in conjunction with the Business Development Manager, the Indirect Sales Manager, the Sales Manager to cover market potential for his/her product range in order to achieve the Operating plan.
The Segment Manager is responsible for the General Imaging Ultrasound segment. The Segment Manager will plan, conduct and report KOL related projects with. Will communicate customer feedback to central and Product Marketing teams for pilots and NPIs, transfer clinical expertise into product roadmap definition. Will be responsible of the documentation related to the GI Segment.
Key Responsibilities/essential functions include (but are not limited to) :
Defines, implements and executes the General Imaging segment strategy for IMI in cooperation with the Business Development Manager, the Indirect Sales Manager, the Sales Manager
Ensures this strategy is aligned with and is active part of developing the Ultrasound region cross segment and franchise strategy
In conjunction with the Business Development Manager, the Sales Managers and Account Managers, determines the market potential for his/her product range, prioritizes the opportunities, aligns 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 his/her teams in conjunction with the regional Account and Sales Managers.
Is responsible to ensure that AS have clear opportunity management activities and calls plans to ensure efficient coverage of decision makers and influencers.
Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting.
In conjunction with the Sales Managers determines and drives 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.
Is responsible for driving optimal operating mechanisms with his/her teams, to monitor and track progress of opportunities in the pipeline as well as forecasting performance against Operating Plan.
Is responsible to drive optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments.
Attracts, retains, educates and develops world-class commercial talents to realise product commercial strategy.
Is accountable to achieve the quarterly and yearly Product/Solution Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for the assigned geographical area.
Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Region.
Provides input to the formulation of the yearly business planning cycles within his/her Product Business and Geographical Region.
Is accountable to keep stock and obsolescence at targets on a quarterly basis.
Customer, market and Product expertise
Continuously develops deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms.
Continuously updates his/her understanding of the customers changing clinical and/or operational issues and challenges.
Understands and analyzes market dynamics and competition to develop business opportunities in the geography
Provides ongoing feedback to management, Region and marketing.
Acts as reference point to the Regional/Zone account teams regarding products’ differentiation.
Knows, interacts and executes the strategy with Key Opinion Leaders in product relevant care areas; maintains professional relations with key customers, academia, government & administrative bodies in order to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of these key customer groups. Nurtures relationships with professional society stakeholders.
One GEHC teamwork
Works with the team and drives employee engagement activities to ensure retention across the zone, recognizing success, sharing best practices, providing exposure to people within the team with senior leaders within the region, products and modalities.
Acts as a role model for collaborative mindset across functions.
Educates account team members on their product/solution strategy and offering.
Facilitates effective communication & trustful collaboration within the Zone/Product matrix organization. Shares and follows-up identified leads to other product lines within own accounts and or One GEHC accounts
Adheres to and upholds highest standards of promotion compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes
Adheres to all applicable GE and GE Healthcare promotion compliance policies, codes and training requirements
Identifies and reports any quality or compliance promotion concerns and takes immediate corrective action as required.
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 Completes all planned Quality & Compliance training within the defined deadlines Identifies and reports any quality or compliance concerns and takes immediate corrective action as required Knowledge and understanding of all Global Privacy and Anti-Competition Policies Knowledge and understanding of all Environmental Health Policies (including but not limited to GE Healthcare EHS Policies, GE Healthcare Fleet Rules, etc.) and operate within them to ensure that no company policy or Country / Int’l Law is broken Drives continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
Required Qualifications :
Education to Bachelor Degree level or equivalent experience Experienced in Sales / Marketing in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers. Ultrasound experience Fluency in English language Demonstrated business management and resource allocation skills including business plan development Strong knowledge of GEHC and exceptional knowledge of products and services offered within the modality. Exemplary people management, leadership skills, as well as sales coaching & team building skills Strong business acumen; financial and organizational skills Advanced negotiation, problem solving and influencing skills. High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization. Act as inspirational leader with optimism, highly approachable and humble Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude
Master’s degree preferred. Direct and/or Indirect management experience; managing in a matrix organization.
Strong track r record in high technology product sales / solutions
Relocation Assistance Provided: No