Job Description Summary

The Executive Account Partnerships and Solutions Manager (PSM) with an assigned set of strategic accounts/ academia/regional ICSs in order to achieve the goals and objectives identified by the customer and GE Healthcare. The PSM is required to develop, communicate and execute strategy at the account level that creates the environment where complex pursuits can be executed, leading the team, through collaboration with the Account Managers, Product Sales Specialists, (without direct authority) to a successful conclusion through increased customer intimacy and strength of relationships.

There is a responsibility with the role to drive orders and sales growth through influencing the appropriate level of investments and increasing GEHC’s share of wallet. The PSM will explore and monitor territories to identify and generate partnership opportunities at earliest time possible. The PSM will be required to build an executive business relationship with C-suite level of executives to define and implement a 1-3 year plan.

The assigned Accounts within the ICS regional structure are typically very large, market leading, and highly strategic health systems, governments, large private/public chains, Group Purchasing Organizations, etc. The PSM is responsible for proactively developing and executing a “One GE Healthcare” Sales strategy that capitalizes on the strength of GE Healthcare’s broad portfolio of products (Imaging, Ultrasound, PCS and Digital), services and solutions and is expected to lead and secure large, strategic, cross-P&L customer purchases.

GEHC has an inclusive company culture who sees the strengths in diversity. We are looking for a PSM who is curious and bold. To be inspired and thinks differently, thinks big, is wanting to push the boundaries, challenge the status quo and ultimately, to succeed.

This role covers the south excluding London.

Job Description

Responsibilities

• Responsible for managing the long-term success of GEHC's relationship within the regional ICS which will include select accounts within regional ICSs. The PSM needs to drive partnership in order to achieve the goals and objectives identified by the customer and GEHC through understanding of the strategic plans of the customers. Ultimately driving orders and sales growth with assistance from the wider sales teams.
• Required focus on building customer intimacy and growing the GEHC commercial relationships by orchestrating all of GEHC’s resources to that customer’s advantage.
• Provide strategic leadership and direction for the wider GE Healthcare Account Team encompassing total responsibility for 100% of the GE Healthcare business at assigned Accounts/regional ICS.
• Achieve sales, orders and margin targets for GEHC sales in assigned strategic accounts while managing costs within budget.
• Analyze accounts to develop a business plan and strategy that creates new business opportunities for all GE Healthcare products & service.
• Work hand in hand with Enterprise Solutions team to provide wider solutions and assist in the co-development and delivery of digital tools and services.
• Lead and leverage the subject matter experts: Account Team, including Product Sales Specialists, Account Managers, Service Operations, and other Company resources to provide the necessary technical, clinical and business content to customers as needed. The PSM needs to empower, inspire the community teams.
• Develop and maintain a detailed understanding of the business of the assigned accounts, including customers’ key initiatives and priorities. Transparent communication to the Region Manager, Zone Manager and Product business leaders to ensure true teamwork and collaboration.
• Develop & implement “Go–to-Market” plans with cross functional teams to achieve results through effective project proposals, negotiations, and contracts. Grow GEHC’s share of customer investments in capital and operational expenditures.
• Establish and enhance relationships at C-suite level through responsive resolution of issues and addressing customer needs by integrating all appropriate GEHC resources. Promote service offerings to identify and escalate commercial service needs to drive customer NPS.
• Build long term strategic alliances with the portfolio of strategic accounts/ICS/acaedemia and to continue to add value. Building long term solution partnerships answering our customer’s problems (such as Innovation) is key.
• Has a broad knowledge of the equipment, Digital and Services portfolios and a desire to stay on top of the capability offered within GEHC.
• Has a broad knowledge of, and compliance with, Quality, Regulatory, integrity and company policies.
• Select KPIs to monitor account development relationship.
• Acts as a resource for colleagues with less experience. May lead small to medium size projects with moderate risks and resource requirements. Explains difficult or sensitive information; works to build consensus. Developing persuasion skills required to influence others on topics within field.
• Lead communication on the external network such as LinkedIn and encourage the rest of the Account team to share successful stories with our customers.