The Service Account Manager (Upgrades & Solutions) is the subject matter expert for driving Lifecycle Upgrades conversation with Customers. The candidate is responsible for creating and winning sales opportunities that cuts across services contracts and products/solutions, working individually or where applicable act as part of a One GE Healthcare team to deliver value and solutions to customers.
You are expected to take the lead in building and conveying compelling Lifecycle Upgrades value proposition, lead sales opportunities, qualify customer needs, develop and present solution proposals and quotations, and respond to customers’ clinical/technical/process questions, so as to successfully execute and close sales.
You are also expected to collaborate closely with the country equipment and channel teams to build relationship and manage short and long term business goals for Lifecycle Upgrades portfolio.
GE Healthcare is a leading global medical technology and digital solutions innovator. Our mission is to improve lives in the moments that matter. Unlock your ambition, turn ideas into world-changing realities, and join an organization where every voice makes a difference, and every difference builds a healthier world.
Roles and Responsibilities
Is accountable to achieve Lifecycle Upgrades sales target
Ensure pricing compliance for all opportunities
Manage opportunities and funnel using applicable CRM sales funnel tools and reports
Collaborate with the Service Account managers and Services Marketing to develop Lifecycle opportunities, build an understanding of competitive landscape/strategies so as to develop effective counter-strategies.
Be the subject matter expert to respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools.
Product & Market Expertise
Be the point of contact to dispense detailed knowledge of Lifecycle Upgrades. Be ready to present Lifecycle Upgrades value proposition and discuss the benefits which are relevant to customers.
Maintain up to date market and competitor knowledge related to Lifecycle Upgrades.
Develop understanding of customers’ changing clinical and/or operational issues and challenges.
Create viable product and service configurations which meet customer needs effectively, while achieving optimum margin for GE.
Differentiate assigned product and service offerings during the various stages of the sales process, effectively using GE resources and approved marketing and promotion materials to actively support the customer through their decision making process towards a successful outcome for GE.
Represent the company at relevant medical conferences and technical exhibitions to promote product/solution/services and company.
Identify and create new opportunities and work with account teams (where applicable) to continuously increase prospect and opportunity funnel.
Support and manage tender/bid process to meet sales and margin targets as well as to maximize customer satisfaction.
Create, maintain and ownership opportunities in sales CRM tool – owner of configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.
Estimate date of delivery to customer based on knowledge of the company's production and delivery schedules ensuring fulfillment of the order is according to customer expectations and enhances customer satisfaction.
One GEHC teamwork
Contribute to account plans for strategic accounts covered by account managers/executives.
Educate account team members on their product/service/solution strategy and offerings where applicable.
Collaborate with and leverage subject matter experts and other resources within GEHC channels to build relationships and secure business.
Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts
Adhere to and uphold highest standards of compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes
Adhere to all applicable GE and GE Healthcare compliance policies, codes and training requirements
Identify and report any quality or compliance concerns and take immediate corrective action as required.
Quality Specific Goals
Be 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
Maintain knowledge of and understand all applicable Global and Regional Privacy and Anti-Competition Policies and operate within them to ensure that no company policy or Local/ Int’l Law is broken.
Maintain knowledge of and understand all applicable 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 local / 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.
Bachelors Degree and minimum 5 years of selling/promotion experience in a medical or healthcare field.
Previous experience in selling to Healthcare industry, whether direct hospitals or business groups linked to healthcare facilities and business
Ability to interface with both internal team members and external customers as part of solutions based sales approach
Excellent verbal and written communication skills in local language as well as good command of English
Ability to synthesize complex issues and communicate in simple messages
Excellent organizational, negotiation/closing and presentation skills
Proven and progressive previous experience in sales/services/promotion to technical decision makers e.g. Facilities/Estates managers, Biomedical Engineers, nursing staff, medical specialty staff (Anesthesiology, Radiology, Intensive care, Nuclear Physicists etc.)
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.
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.
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.