Key Accounts and Sales Lead, Nz

3 weeks ago

Auckland City, New Zealand GE Healthcare Full time

**Job Description Summary**: The New Zealand Key Accounts & Sales Lead is responsible for proactively having input to & implementing a GE HealthCare (GEHC) NZ sales strategy by creating & sustaining strategic relationships with their customers across New Zealand (NZ), such as hospitals/hospital groups, government bodies or Group Purchasing Organizations, thereby creating growth for GE HealthCare. The Key Accounts & Sales Lead is responsible for NZ and indirectly managing the activities of first-line sales staff and collaborating with the product teams to focus efforts and resources to deliver on the financial targets.

**Key responsibilities include (but are not limited to)**:

- Build relationships and maximize business opportunities for all GEHC products & services within NZ. Represent GEHC and acts as a primary customer point of contact in the key accounts of the geography
- Is accountable to achieve the quarterly & yearly operating plan for the GE HealthCare portfolio, together with customer satisfaction & retention
- Is accountable for timely and accurate forecasting of the orders and sales pipeline per product per the normal reporting cyceles in NZ
- Indirectly lead the sales teams, bringing the broader NZ team together to collaborate, ensuring the entire sales team is working toward achieving the priorities
- In conjunction with relevant regional marketing, Product and regional Sales Force Effectiveness resources, determine the market potential for their Region and prioritize the portfolio opportunities
- Develop and execute Go-to-market strategy in conjunction with the relevant Modality leaders to cover the prioritized potential within the geography
- Attract, retain and develop world-class commercial talents to execute on the Go-to-market strategy
- Is accountable to develop & implement account management strategy for the region and ensure compliance and execution of the sales process and rules of engagement within their teams in conjunction with Product
- Is responsible to ensure that all Account Managers 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
- In conjunction with Modality 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 of targets and order backlog commitments.

**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 of the NZ team members. Coach the Account Managers on and assist with improving for example their coverage of opportunities and territory, differentiation of GEHC 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 GEHC
- Create regular opportunities to involve the team to share best practices on opportunity management and how to maximize total GEHC portfolio
- 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 to deepen understanding of customer challenges and needs. Nurture relationship with professional society stakeholders within the region
- Understand and analyze market dynamics and competition to develop business opportunities for the Account Management teams. Provide ongoing feedback to Management, Region and Marketing
- Understand and analyse the NZ Public health market dynamics and develop relationships with Key stakeholders. Build business opportunities for the Account Management teams.
- Develop connections with Key Private Radiology and Private Hospital executives. Leverage relationships across the Australia and NZ based entities with support from the Strategic Account Executive.

**Qualifications**:

- Education to Bachelor Degree level
- Experienced in Business Management or Sales / Marketing OR equivalent in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market
- Very experienced in closing large, complex, strategic deals
- Demonstrated business management and resource allocation skills including business plan development
- Deep knowledge of GEHC care area solutions and the products and services offered
- Exemplary people m

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