General Electric LCS Region Sales Manager in Boston, Massachusetts
GE is the world's Digital Industrial Company, transforming industry with software-defined machines and solutions that are connected, responsive and predictive. Through our people, leadership development, services, technology and scale, GE delivers better outcomes for global customers by speaking the language of industry.
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer at http://www.ge.com/sites/default/files/15-000845%20EEO%20combined.pdf . 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.
Accountable to grow sales revenue, drive coherent product differentiation and commercial strategy for the LCS product portfolio. Optimizes the use of resources to cover market potential for product/product range or segment in order to achieve the operating plan. Has direct management responsibility, and will cover the New England region.
Ideal candidate to live in Boston, MA; Hartford, CT or Albany, NY
Financially accountable to set and achieve the quarterly and yearly Product/Solution/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 within the Product Business unit and Geographical Region as well as input into yearly business planning e.g. Growth Playbook and Session II
Continuously update understanding the customers changing clinical and/or operational challenges, develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms.
Understand and analyze market dynamics and competition to develop business opportunities for the Account and Product Specialist teams in the geography. Provide ongoing feedback to management, Region and marketing. Act as reference point to the Regional/Zone account teams and lead, coach and direct the differentiation ie. position, value proposition, and key message of the product/solution/service. Ensure and validate up to date knowledge of product positioning.
Manage professional relations with key customers, academia, government & administrative bodies and nurture relationships with professional society stakeholders.
In conjunction with relevant marketing and regional SFE resources, determine the market potential for their product/product range or segment and prioritize the opportunities.
In conjunction with Zone Manager, align territories to market potential and priorities and assign optimal sales resources.
Attract, retain, educate and develop world-class commercial talents to realize product commercial strategy.
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 teams.
Is responsible to communicate, execute and leverage the Variable Sales Incentive plans with their teams and ensure all team members utilize the required sales systems to create pipeline visibility and accurate forecasting.
In conjunction with Zone Manager 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, forecast performance against Operating Plan, and deliver on fulfillment targets and order backlog commitments.
Drive performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system.
Provide regular, timely and productive team and individual development feedback.
Ensure and drive the sharing of best practices on opportunity management
Regularly provides update to team on company, region product strategies and customer insights.
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 account 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.
Acts as a primary product customer point of contact in the sub region and represents the product/productrange in case of multi-product projects and cross-P&L business events. Qualifications/Requirements:
Minimum of 8 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 live and travel within your specified geographic region, which includes the New England area
To the extent you are applying for a position that requires you to operate a GE owned/leased, privately owned/leased or rental vehicle for company business, you must be willing to submit to a check of your driving record Desired Characteristics:
Previous experience managing sales professionals
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 Locations: United States; Maine, Massachusetts, New Hampshire, New York, Rhode Island, Vermont; Boston, Hartford, AlbanyGE will only employ those who are legally authorized to work in the United States for this opening.