Location
Milan, LOMBARDIA, Italy, Italy
Posted on
Sep 08, 2022
Profile
The Zone Manager has direct management of the Account Managers and nd will help coordinate the activities of the Product Sales Specialists and/or Service Sales Specialists to bring maximum business results and customer satisfaction.
Job Description
Key Responsibilities/essential functions include (but are not limited to)
Financial Performance and business management
Is accountable to achieve the quarterly and yearly Operating Plan for relevant GE Healthcare Portfolio in their geographical area.(orders, sales, and Contribution Margin, Base Costs, Operating Margin and Cash where applicable), together with, customer satisfaction & retention.
Is accountable for timely and accurate forecasting of pipeline per product and sales per the normal reporting cycles within Geographical Region.
Provides input to and contributes to the formulation of the yearly business planning cycles for their geographical sub-region e.g. Growth Playbook and Session II.
Sales Management
In conjunction with relevant regional marketing, Product and regional Sales Force Effectiveness resources, determine the market potential for their Zone and prioritize the portfolio opportunities.
Develop and execute Go-to-market strategy in conjunction with the relevant Modality leaders in order to cover the prioritized potential within the geography
Align territories to market potential and priorities and assign optimal account management and product specialist sales resources in conjunction with the Product regional management teams.
Attract, retain, educate and develop world-class commercial talents to execute on Zone Go-to-market strategy.
Is responsible to set appropriate Operating Plan targets based on the market potential, for the Account Managers and Executives (Product Sales Specialists where applicable) in conjunction with the Product Leadership in the geography
Is accountable to develop & implement account management strategy for the Zone and ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the Regional Product Leaders.
In conjunction with account management team, actively identify & drive boundaryless selling opportunities within the Zone. Promote Service offerings, identify and escalate commercial service needs. Manage within the organization matrix to optimize the coordination and use of Company, Product, Region and Zone resources.
Is responsible to ensure that all Account Managers and Account Executives have clear opportunity management activity and relationship building plans to ensure efficient coverage of decision makers and influencers through-out the total opportunity management cycle.
Drive the implementation & routine and accurate data input and usage of Customer Relationship management (e.g. Siebel, Sales force.com), business planning and forecasting tools.
In conjunction with Modality managers 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 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 and execute the Variable Sales Incentive plans with their teams.
Team coaching
Drives performance management within the team, providing a regular operating mechanism of feedback, coaching and managing the annual appraisal system
Is responsible to regularly have “infield coaching” sessions with each one of their account managers. Coach the Account Managers and Account Executives on and assist with improving for example their coverage of opportunities and territory, differentiation of GEHC solutions or 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.
Create regular opportunities to involve the team to share best practices on opportunity management and how to maximize total GEHC portfolio.
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.
Customer, Market and GEHC solutions awareness
Know Key Opinion Leaders in care areas; manage professional relations with key customers, academia government & administrative bodies in order to deepen understanding of customer challenges and needs. Nurture relationship with professional society stakeholders within geographical area.
Understand and analyze market dynamics and competition to develop business opportunities for the Account Management teams in the Zone. Provide ongoing feedback to Management, Region and Marketing.
Ensure and validate up to date knowledge of GEHC Disease and Care Area Solutions’, Products’, Services’ and other solutions’ positioning and differentiation messages with in their teams
Maintain up to date market and competitor knowledge related to the full GEHC product and services solutions and ensure that teams strengthen their knowledge on how to differentiate GE offering.
Continuously update understanding of the customers’ changing business, clinical and/or operational issues and challenges.
In cooperation with Product leadership and Marketing teams, drive One GE Healthcare marketing events in assigned Zone.
Please note we are pipelining for a future opportunity that we would hire for in Q1 of 2023
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Additional Information
Relocation Assistance Provided:
No
Company info
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