General Electric MRI Product Leader A&NZ in Parramatta, Australia
Job Description Summary
The MRI Leader is accountable to lead GE Healthcare’s MRI product portfolio across Australia & New Zealand. The MRI Leader drives a coherent product differentiation and product strategy for their segment and optimizes the use of resources in conjunction with region to cover market potential to achieve the operating plan.
The MRI Leader is responsible to inform key stakeholders of evolving market and customer needs to drive the continuous product innovation adapted to local market needs.
The MRI Leader has direct management of the Product Sales Specialists (PSS) and Clinical Specialists. They will assist and contribute to the coordination of One GEHC account activities in conjunction with the Horizontal Leaders to bring maximum business results and customer satisfaction to GEHC.
Key Responsibilities/essential functions include (but are not limited to) :
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 Product
Customer, market and Product expertise
Continuously develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms
Continuously update their understanding the customers changing clinical and/or operational issues and challenges
Understand and analyze market dynamics and competition to develop business opportunities for the PSS teams and account teams in the geography
Provide ongoing feedback to management, Region and marketing
Engagement with global MRI Marketing, owning the feedback & communication channel to ensure MRI A&NZ has a voice and is influencing to global MRI product roadmap
Educate, coach and direct the differentiation (position, value proposition and key messages) of MRI within A&NZ. Act as referrence point to the Regional/Zone acccount teams regarding differentiation of their products. Continiously positions the value of their product within the relevant GEHC care areas/disease areas.
Know, interact and execute the strategy with Key Opinion Leaders in product relevant care areas; maintain professional relations with key customers, academia, government & administrative bodies to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of these key customer groups. Nurture relationships with professional society stakeholders.
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 PSS teams as well as relevant account teams.
Go to Market
In conjunction with relevant Sales Leader, determine the market potential for MR and prioritize the opportunities
Align territories to market potential and priorities and assign optimal sales resources
Attract, retain, educate and develop world-class commercial talents to realise product commercial strategy
Is responsible to communicate appropriate operating plan targets based on their product market potential, for the MR PSS team
Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the regional Account Managers and Horizontal Managers
Is responsible to ensure that all PSS have clear opportunity management activity and call 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 CPQ Team determine and drive 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 to drive or input into 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 or input into 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.
Drives performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal 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.
Coach and assist the PSS/CS with the differentiation of product offerings during the various stages of the sales process to actively move the customer through their decision-making process towards a successful outcome for GE.
One GEHC teamwork
Work with the team and drive 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.
Act as a role model for collaborative mindset across functions.
Educates team members on their product/service/solution strategy and offerings.
Facilitate effective communication & trustful collaboration within the Zone/Product matrix organization. Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts
The Modality Manager acts as a primary product customer point of contact in the region and represents the product/product range in case of multi-product projects and cross-P&L business events.
Adhere to and uphold highest standards of promotion compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes
Adhere to all applicable GE and GE Healthcare promotion compliance policies, codes and training requirements
Identify and report any quality or compliance promotion concerns and take 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 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 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 Drive 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 Experienced in Sales / Marketing in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers 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.
Fluency in English language. Healthcare experience. Direct and/or Indirect management experience; managing in a matrix organization. Strong track record in high technology product sales / solutions
Relocation Assistance Provided: No