GE HealthCare
General Manager, Surgery International
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Job Description Summary
Description:
The position of General Manager, International Surgery, is responsible for developing and executing marketing strategies focused on increasing performance for the Surgery business in the International Region. The International Region is comprised of the following geographies: Europe, Middle East, Africa, Russia, LatAm, Japan, AKA, India, and South Asia. Key responsibilities for the role include a focus on offering development, channel strategy, strategic pricing and commercial execution, coordinating across product lines, services, and solutions.
This role is responsible within the International Region for selling products, services, parts, solutions, or projects and for driving growth by working across P&L and regional marketing & sales teams. The General Manager will gather voice of the customer and provide customer input on product and solutions definitions and requirements. In addition, he/she will collaborate with relevant commercial and product marketing teams, Global Strategic Marketing, and Marketing Communications to develop innovative strategies for the modality.
As part of the International Imaging leadership team, the Modality General Manager defines the proper channels (Direct, Indirect, Digital, etc.), the “go to market” strategy for the region, and the commercial intensity programs on which to focus. The segment manager is responsible for the quarterly and yearly Orders/Sales forecast for the region, the yearly region’s target setting, and the achievements versus targets.
Description:
Le poste de General Manager International Surgery est chargé de développer et de mettre en œuvre les stratégies de marketing axées sur l'amélioration des performances dans la modalité Surgery. La région International comprend l’Europe, le Moyen-Orient, l'Afrique, la Russie, l'Amérique latine, le Japon, AKA, l'Inde et South Asia. Les responsabilités clés de ce rôle incluent le développement de l'offre, la stratégie des canaux de distribution, la tarification stratégique, l’exécution commerciale, et la coordination à travers les lignes de produits, les services et les solutions.
Ce rôle est responsable, au sein de la Région International, de la vente de produits, services, pièces, solutions ou projets et de la stimulation de la croissance en travaillant avec les équipes de marketing et de vente P&L et régionales. Le/la General Manager recueillera la voix du client et fournira des retours sur les définitions et les exigences des produits et solutions. De plus, il/elle collaborera avec les équipes commerciales et de marketing des produits concernés, le Marketing Stratégique Global et les Communications Marketing pour développer des stratégies innovantes pour la modalité.
En tant que membre de l'équipe de direction de Imaging International, le/la General Manager de la Modalité définit les canaux de distribution appropriés (Direct, Indirect, Digital, etc.), la stratégie de vente pour la région, et les programmes d'intensité commerciale sur lesquels se concentrer. Le/la General Manager est chargé de la prévision trimestrielle et annuelle des commandes/ventes pour la région, de la définition des objectifs annuels de la région et des réalisations par rapport aux objectifs.
Job Description
Key responsibilities include (but are not limited to):
- Deep domain knowledge in surgical and/or interventional products or adjacencies
- Leading and cultivating a culture of GE Values, Integrity & Teamwork values.
- Managing sales team across large global markets: Select, train, and develop personnel to optimize effectiveness. Also, responsible for driving horizontal working across all segments of GE Healthcare to maximize commercial strength and growth opportunities.
- Together with the Product and Marketing managers, elaborating growth strategies of the equipment and Services business.
- Ensuring optimal sales coverage in each region, reviewing sales teams’ performance with region’s sales managers and improve performances.
- Working closely with the global product managers and pushing for product releases to support customer satisfaction, International market opportunities, and growth potentials.
- As a member of the International senior leadership team, ensuring seamless teamwork with the Equipment & Service operation’s teams and other channels to provide total customer satisfaction. Drive a culture of cross modality teamwork, driving product synergies and solutions to maximize sales for the P&L.
- Deploying resources to meet financial and operating objectives including orders, revenue, contribution margin, and base cost control.
- Proactively identifies customer needs and develops and implements customer-specific solutions.
- Ensure all direct reports have approved annual Goals & Objectives and receive an annual performance appraisal based on these goals & objectives.
- Develop and maintain in-depth knowledge and understanding of market trends and requirements in the modality.
- Interpret internal and external business challenges and recommends best practices to improve products, processes, or services. Utilizes understanding of industry trends to inform decision-making process.
- Ability to attract and retain talents.
- Coordinate the ‘virtual’ cross-functional and cross-business team that will deliver on the strategic business and marketing priorities.
- Help to identify current unmet needs and take the lead role on portfolio management. Partner across functions to identify and evaluate the value of new commercial concepts and technologies.
- Drive or participate in the development of the Growth Playbook and Marketing Blueprint for the modality.
- Align cross-business marketing resources around the modality priorities and ensure the delivering of a common messaging and a holistic value proposition for the customer.
- Direct market research and analysis.
- Provide input to the development of pricing strategies for existing and new products.
- Help to develop a strategy to address the modality market including:
- Defining the strategy for the growth (sales and profitability).
- Obtaining the input and buy-in of key stakeholders within the P&L.
- Driving the cross-functional and cross-organization delivery of the strategy and global marketing plans for the category.
- Partnering with leadership and Business Development to identify new growth opportunities.
- Developing commercial expertise across one or more countries, product lines, markets, sales processes, or customer groups. Influences policy and ensures delivery across large and/or diverse sales territories.
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Quality Specific Goals:
- 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.
- Complete all planned Quality & Compliance training within the defined deadlines.
- Identify and report any quality or compliance concerns and take immediate corrective action as required.
- Knowledge and understanding of all Global Privacy and Anti-Competition Policies (including but not limited to GE Healthcare HIPPA Guidelines, NEMA Regulations, etc.) and operates within them to ensure that no company policy or US / Int’l Law is broken.
- Knowledge and understanding of all 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 US / Int’l Law is broken.
- 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.
- Drive continuous simplification improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.
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Qualifications:
- Minimum of 8 years of sales management experience including strategic selling and negotiation.
- Strong business acumen & experience in the product area.
- Bachelor’s Degree.
- Experience interfacing with both internal team members and external customers as a part of a solution-based sales process.
- Ability to resolve complex issues within functional area and/or area of expertise.
- Strong communication skills to synthesize complex issues and communicate into simple messages.
- Willingness and ability to travel within International on a regular basis.
- Fluent English.
Preferred Qualifications:
- Proven record of thought leadership and clear-thinking abilities.
- Previous experience managing sales managers 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.
- Proven leadership and ability to orchestrate resources and motivate teams.
- Experience in managing a P&L.
- An inclusive leader that builds a connection to the workforce through personal involvement and trust.
- Proven ability to influence and drive change through exceptional written and verbal communication skills.
- Demonstrated tendency to challenge the status quo and drive constant improvement in process and ability to achieve organizational goals.
- Understanding of customer/marketplace and drivers that influence customer behavior.
- Previous direct report management/leadership experience.
- Ability to develop and execute multiple priorities and approaches to meet objectives.
- Direct customer relationship experience.
- Proven ability to effectively communicate across a distributed workforce.
Les responsabilités clés incluent (mais ne se limitent pas à) :
- Une connaissance produit approfondie en Surgery et Interventionnel.
- Diriger et cultiver une culture des valeurs de GEHC, d'intégrité et de travail d'équipe.
- Gérer l'équipe de vente au travers de marchés globaux : Sélectionner, former et développer les équipes pour optimiser l'efficacité. Responsable de la collaboration transversale à travers tous les segments de GE Healthcare pour maximiser la force commerciale et les opportunités de croissance.
- En collaboration avec les responsables Produits et Marketing, élaborer des stratégies de croissance des activités d'équipements et de services.
- Assurer une couverture de vente optimale dans chaque région, réviser les performances des équipes de vente avec les managers des ventes régionaux et améliorer les performances.
- Travailler étroitement avec les gestionnaires de produits mondiaux et pousser pour les lancements de produits afin de soutenir la satisfaction des clients, les opportunités de marché international
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