National Account Leader
Location:
, Pennsylvania
Posted:
October 12, 2016
Reference:
2749713
Job Number

2749713

Business

GE Healthcare

Business Segment

Healthcare Digital

About Us

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 anEqual Opportunity Employer. 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.

Posted Position Title

National Account Leader

Career Level

Experienced

Function

Sales

Function Segment

Client, Account and Affiliate Origination and Management

Location(s) Where Opening Is Available United States

U.S. State, China or Canada Provinces

Alabama

Alaska

Hawaii

Idaho

Illinois

Indiana

Iowa

Kansas

Kentucky

Louisiana

Maine

Maryland

Massachusetts

Michigan

Minnesota

Mississippi

Missouri

Montana

Nebraska

Nevada

New Hampshire

New Jersey

New Mexico

New York

North Carolina

North Dakota

Ohio

Oklahoma

Oregon

Pennsylvania

Puerto Rico

Rhode Island

South Carolina

South Dakota

Tennessee

Texas

Utah

Vermont

Virginia

Washington

West Virginia

Wisconsin

Wyoming

Arizona

Arkansas

California

Colorado

Connecticut

Delaware

District Of Columbia

Florida

Georgia

American Samoa

Guam

Northern Mariana Islands

United States Minor Outlying Islands

Virgin Islands, U.S.

Relocation Assistance

No

Role Summary/Purpose

The Healthcare Digital Enterprise Sales Executive (ESE) is responsible for managing the long term

success of GEHC Digital's relationship with strategic accounts within the Zone and Regions.

The ESE will be responsible for driving "outcomes" focused solutions for Assigned Scope and

Territories. The successful ESE will create influential C-suite relationships, develop commercial

account plans, and sell outcomes in order to generate net new sockets for the business.

Essential Responsibilities

-Provide strategic leadership and direction for the GE Healthcare Digital Account Team

encompassing

total responsibility for 100% of the GE Healthcare Digital business at assigned Accounts.

-Achieve sales, orders and margin targets for GEHC Digital sales in assigned national accounts

while

managing costs within budget.

-Lead and leverage the Account Team, including Product Sales Specialists, Segment Specialists,

Service Operations, and other Company resources to provide the necessary technical, clinical and

business content to customers as needed.

-Capitalize on the strength of GE Healthcare Digital's broad portfolio of products, services and

solutions and is expected to lead and secure large, strategic, cross-segments customer

purchases.

-Own and ensure full collaboration and alignment with other GEHC P&L teams involved/engaged

in the assigned account

-Develop and maintain a detailed understanding of the business of the assigned account, including

customers' key initiatives and priorities, and keep GE Healthcare Region Managers, Zone General

Managers and Commercial Solutions Leaders informed and appropriately involved. Lead and own

communication activities and operating mechanisms for the assigned account throughout the

account (teams) and the HC Digital enterprise (GE Internal: Corporate to Zone/Region/Product

Sales

Specialists, within GEHC Digital and with other GEHC P&Ls, External: As applicable and/or

required)

-Develop & implement Go-to-Market plans with Zone and Regions cross functional teams to

achieve results through effective project proposals, negotiations, and contracts. Grow GE HC

Digital's share of customer investments in capital and operational expenditures.

Financial Performance

1. Is accountable to achieve Product/Solutions/Service orders and sales OP target for assigned

accounts and or territory

2. Provide input to deal pricing strategy and ensure pricing compliance for segment opportunities

3. Forecast orders and sales within the applicable sales funnel tools and reports for their

products/solutions/services in their assigned territory/accounts

Territory & Account Management

1. Create business plans for territory/assigned accounts including, but not limited to opportunity

development, competitive strategies and targets

2. Build strong business relationships and formulate account strategies and plans to continuously

strengthen relationships within the assigned accounts/ territory. Identify & respond to key account

technical and departmental decision makers' needs and maintain customer contact records in the

relevant CRM tools

3. Continuously develop and improve a network of key opinion leaders within the assigned territory

4. Track and communicate market trends to/from the field including competitor data, and develop

and lead effective counter-strategies

Product & Market Expertise

1. Maintain up to date detailed knowledge of their product / services. Be able to present and

discuss the technology and clinical benefits in terms which are relevant to customers

2. Maintain up to date market and competitor knowledge related to their product/solutions/services

3. Continuously update their understanding the customers changing clinical and/or operational

issues and challenges

4. Create viable product configurations which meet customer needs effectively, while achieving

optimum margin for GE

5. Differentiate assigned product offering during the various stages of the sales process,

effectively using GE resources and approved product marketing and product promotion material to

actively support the customer through their decision making process towards a successful

outcome for GE

6. Represent the company at relevant medical conferences and technical exhibitions to promote

product/solution and company

Opportunity management

1. Identify and create new opportunities and work with sales leaders and account teams

Qualifications/Requirements

Rev Cycle Experience required

Bachelor's Degree

7+ years experience in Healthcare Digital or Software Sales & Business management.

3+ years experience in closing large, complex, net new Healthcare Digital opportunities.

Broad experience of the Healthcare Digital industry, with specific experience selling Revenue

Cycle Solutions.

Proven key account management and project planning skills.

Outstanding influencing, interpersonal and networking skills to drive collaborative culture at all

levels.

Proven track record on relationship building skills.

High level presentation skills; able to present ideas to customers in a way that produces

understanding and impact.

Willingness to travel 50%

Strong computer skills and experience using sales tools like SalesForce, Apptus or similar

application

Proficiency in Microsoft Office

Quality Specific Goals

1. 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

2. Complete all planned Quality & Compliance training within the defined deadlines

3. Identify and report any quality or compliance concerns and take immediate corrective action as

required

4. Maintain knowledge of and understand all applicable Global Privacy and Anti-Competition

Policies and operate within them to ensure that no company policy or Local/ Int'l Law is broken.

5. 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.

6. Drive continuous improvement on all related processes, work instructions, and procedures to

ensure ongoing standardization and simplification of the Quality Management System.

GE will only employ those who are legally authorized to work in the United States for this opening.

Any offer of employment is conditioned upon the successful completion of a background

investigation and drug screen

Additional Eligibility Qualifications

GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a background investigation and drug screen.

Desired Characteristics

Master's degree preferred.

US Healthcare economics in a commercial environment.

Direct and/or Indirect management experience; managing in a matrix organization.

Deep knowledge of GE Healthcare Digital and the portfolio of integrated care solutions offered
A little about us:
GE imagination at work.

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