The product leader is accountable to grow sales revenue and margins for a specific GEHC product/product range or segment within an assigned geographical area within a Global Region. The product leader drives a coherent product differentiation and commercial strategy for their assigned product/product range or segment and optimizes the use of resources in conjunction with Territory Manager to cover market potential for his/her produc trange or segment in order to achieve the Operating plan
Is accountable to achieve the quarterly and yearly Product/Solution/Service P&L Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin)
Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Region.
Provide input to the formulation of the yearly business planning cycles for within their Product Business Unit and Geographical Region e.g. Growth Playbook and Session II.
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/PS teams and account teams in the geography Provide ongoing feedback to management, Region and marketing.
Educate, coach and direct the differentiation (position, value proposition and key messages) of their product/solution/service within their assigned territory. Act as referrence point to the Regional/Territory acccount teams regarding differentiation of t
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 in order to ensure understanding of needs and that GEHC produ
Ensure and validate up to date knowledge of product positioning and differentiation messages with in their PSS/PS teams as well as relevant account teams.
In conjunction with Territory Leader, determine the market potential for their product/product range or segment and prioritize the opportunities.
In conjunction with relevant territory leaders, 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 their first line managers (if applicable) and/or PSS/PS/AS within their geography.
Is responsible to ensure that all PSS/PS 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 Territory Leader 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, execute and leverage the Variable Sales Incentive plans with their teams.
핵심 직무 역량
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.
Proven and progressive previous experience in sales/services/promotion to C-suite and technical decision makers e.g. CEOs, Strategic Planning Directors, Facilities/Estates managers, Biomedical Engineers, nursing staff, medical specialty staff.
영업/제휴, 영업기획/관리/지원, 의약영업