Business Development Manager- Enterprise Solutions, Asia Job (Singapore, Australia, I

[Mr. Job]

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Job Number: 2110745Business: GE HealthcareBusiness Segment: Healthcare Life SciencesAbout Us: GE Healthcare Life Sciences provides products and services used as tools for biopharmaceutical manufacturing, drug discovery and the latest in cellular technologies, thereby enabling our customers around the world to be more productive, effective and creative. Our motivation is to create better health for more people. Through our five decades of supporting the biopharmaceutical industry and its research partners to become more productive, we are helping to reduce costs, increase access and improve quality in the healthcare system. We use our expertise and know-how in imaginative ways to work with our customers to provide what’s needed today and create products and solutions to enable the medical treatments of tomorrow. We add value to our customers by:

- Providing cutting-edge research tools that give deeper insights into cell function to enable disease diagnosis and the development of treatments.
- Enabling manufacturing productivity: we provide solutions for the entire bioprocess workflow (i.e.start-to-finish bioprocessing) helping our customers to develop and manufacture biopharmaceuticals more efficiently.
- Providing high quality support and maintenance services.

We are the home of many famous brands, including Whatman, Amersham, Biacore,MicroCal,WAVE, Applied Precision and more.Posted Position Title: Business Development Manager- Enterprise Solutions, AsiaCareer Level: ExperiencedFunction: SalesFunction Segment: Client Account and Affiliate Origination and ManagementLocation: Australia, India, Japan, Korea, Republic of, SingaporeU.S. State, China or Canada Provinces: City: SingaporePostal Code: 099253Relocation Assistance: NoRole Summary/Purpose: Responsible for creating and winning sales opportunities for their specific Solutions offerings in an assigned territory or accounts. Will work individually in an account or territory, or where applicable act as part of a One GE Healthcare team.Essential Responsibilities: This role is expected to form relationships that are wide and deep within the client organization to include the C Suite, other relevant departmental or technical decision makers. Expected to qualify/create customer need, position and differentiate GE Healthcare Solution, convey compelling value propositions, develop and present solutions proposals and quotations, in order to successfully close increasingly complex solution sales.

Key responsibilities include (but are not limited to)
Financial Performance
Is accountable to achieve Solution offerings orders and sales OP target for assigned accounts and or territory

- Work with relevant internal teams to create deal pricing strategy and ensure optimal margin for GE Healthcare.

- Forecast orders and sales within the applicable sales funnel tools and reports for the offerings in their assigned territory

Territory & Account Management

- Create the CXO need and urgency for Solutions offerings in a highly competitive market space using customer, market, product and industry knowledge to craft offerings to solve customers’ needs/challenges.

- Develop and leverage relationships with customer executives, establishing “trusted advisor” stats with the account.

- Create business plans for the territory with a majority focus on creating/uncovering net new sales opportunities while supporting upsell opportunities as needed, including not limited to opportunity development, competitive strategies and targets.

- Develop deep understanding of customer’s top issues and craft a solution offering to meet customer needs and create ROI,

- Maintain customer contact records in the relevant CRM tools.

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

- Track and communicate market trends to/from the field including competitor data, and develop and lead effective counter-strategies.

Product & Market Expertise

- Maintain up to date detailed knowledge of Solutions offerings. Be able to present and discuss the Enterprise wide benefits and value propositions in terms which are relevant to customers.

- Lead and facilate clients to understand the breadth of GE offerings and how these offerings can best meet customer needs, this includes facilitating strategic vision discussions at the CXO level and leading the customer to align and prioritize their needs

- Maintain up to date market and competitor knowledge related to their Solutions to include deep understanding of Hospital Enterprise wide financial, clinical and operational issues both current and future

- Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE.

- Differentiate GE Healthcare Solution 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.

Leadership

- Lead and influence across multiple internal teams (both inside and outside sales) to bring together unique solution offerings to solve customer problems, including implementation, consulting, finance, legal and regional account teams.

- Play on a coach/mentor to develop more junior Solutions Product Sales Specialists

- Is expected to contribute to the overall organizational health of the sales team through special projects and the ability teach others how to take on increasingly complex customers and offerings

- Is expected to handle some day to day leadership of the sales team in their assigned region or zone.

Opportunity management

- Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel.

- Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of their Solutions opportunities to meet orders, sales and margin targetQualifications/Requirements: Required Qualifications


1.Bachelor’s Degree and 8+ years of selling experience, business development or in client facing account management or consulting roles selling healthcare IT solutions, enterprise wide solutions to large corporate enterprises, consulting/advisory offerings or other intangible products

2.Ability to interface with both internal team members and external customers as part of solutions based sales approach

3.Ability to work effectively in a highly matrixed sales environment

4.Proven track record of selling at the CXO level with large organizations.

5.Proven track record of success in consultative sales.

6.Able to travel

7.Valid motor vehicle license

Quality Specific Goals


1.Be 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.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 are broken.

4.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.

5.Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.Additional Eligibility Qualifications: Desired Characteristics: 1.MBA or MHA
2. 13+ years of selling experience, business development or in client facing account management or consulting roles selling healthcare IT solutions, enterprise wide solutions to large corporate enterprises, consulting/advisory offerings or other intangible products.
3.4+ years experience in consulting delivery.
4.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 (Anesthesiology, Radiology, Intensive care, Nuclear Physicists etc.)
5.5+ years work experience in a Healthcare consulting firm
6.Recent experience selling an intangible product in the healthcare industry
7.Previous experience selling consultative/advisory or outcomes based solutions in the healthcare industry
8.Proven track record of meeting or exceeding sales goals
9.Demonstrated critical thinking skills
10.Ability to energize, develop and build rapport at all levels within an organization
11.Strong capacity and drive to develop career
12.Excellent verbal and written communication skills in local language as well as good command of English
13.Ability to synthesize complex issues and communicate in simple messages
14.Excellent organizational skills
15.Excellent negotiation & closing skills
16.Strong presentation skills
17.Demonstrated ability to analyze customer data and develop financially sound sales offers.
18.Previous GE Healthcare sales experience.
19.Proven understanding of the healthcare market and/or clinical trends
20.Proven understanding of government healthcare purchasing, bidding and purchasing processes

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