Job Description Summary

The Modality Leader is accountable to grow sales revenue and margins for Monitoring Systems (MS) and Diagnostic Cardiology (DCAR) within the Life Care Solutions portfolio in Turkey, Iran & Central Asia (TICA)region. The Modality Leader executes a coherent product differentiation and commercial strategy for the assigned product range and optimizes the use of resources in conjunction with the next level Region Product Manager or Modality Segment Manager or Zone Manager to cover market potential for his/her product, product range or segment in order to achieve the Operating plan.

The modality Leader is responsible to update Modality management leaders of evolving market and customer needs to drive the continuous product innovation adapted to local market needs.

The Modality Leader contributes to the development of the Marketing Plan for his/her modality in his/her geography in collaboration with the Marketing Manager and will coordinate its execution with all the stakeholders.

The Modality Leader facilitates the identification and availability of the necessary tools, demonstration equipment and infrastructure for the PSS, PS and AS to enable an efficient sales process.

Job Description

Key Responsibilities/essential functions include (but are not limited to):

Financial Performance

• Is accountable to achieve the quarterly and yearly Product/Solution/Service P&L Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for assigned geographical area.
• Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the MS & DCAR Business unit and Geographical Region.
• Provide input to the formulation of the yearly business planning cycles for within their Product Business Unit and Geographical Region e.g. Growth Playbook, Session II, win loss analysis and marketing planning.

Customer, market and Product expertise

• Continuously develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms.
• Continuously update their understanding of the customers’ changing clinical and/or operational issues and challenges.
• Understand and analyze market dynamics and competition to develop business opportunities for the PSS/PS teams and account teams in the geography. Provide ongoing feedback to management (Region and marketing).
• Educate and coach the differentiation (position, value proposition and key messages) of the MS & DCAR products/solution/service within their assigned territory. Act as reference point to the Regional/Zone acccount teams regarding differentiation of Monitoring Solutions & Diagnostic Cardiology.
• Execute the strategy with Key Opinion Leaders in product relevant care areas; maintain professional relations with key customers, academia, government & administrative bodies in order to ensure understanding of needs and that GEHC product value proposition is differentiated in the minds of these key customer groups. Nurture relationships with professional society stakeholders.
• Ensure and validate up to date knowledge of product positioning and differentiation messages within their PSS/PS teams as well as relevant account teams.

Sales Management

• In conjunction with relevant marketing and regional Sales team resources, determine the market potential for the MS & DCAR product range and prioritize the opportunities.
• Attract, retain, educate and develop world-class commercial talents for direct and indirect channels to realize product commercial strategy.
• Is responsible to communicate appropriate operating plan targets based on their product market potential PSS/PS/AS within their geography.
• Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the regional Account Managers and Zone Managers
• Is responsible to ensure that all PSS/PS/AS have clear opportunity management activity and call plans to ensure efficient coverage of decision makers and influencers.
• Is responsible to utilize the required sales systems to create pipeline visibility and assist accurate forecasting
• 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 targets and order backlog commitments.

One GEHC teamwork

• Work with the team and drive employee engagement activities to ensure retention across the zone, recognizing success, sharing best practices, providing exposure to people within the team with senior leaders within the region and modalities.
• Act as a role model for collaborative mindset across functions.
• Educates account team members on their product/service/solution strategy and offerings.
• Facilitate effective communication & trustful collaboration within the Zone/Product matrix organization. Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts
• The Modality Leader acts as a primary product customer point of contact in the sub region and represents the product/product range in case of multi-product projects and cross-P&L business events.

Promotion Compliance:

• Adhere to and uphold highest standards of promotion compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes
• Adhere to all applicable GE and GE Healthcare promotion compliance policies, codes and training requirements
• Identify and report any quality or compliance promotion concerns and take immediate corrective action as required.

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 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 Country / Int’l Law is broken Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Required Qualifications:

• Education to Bachelor Degree level.
• Experienced in Sales / Marketing management positions within the Healthcare industry
• In-depth knowledge of healthcare market and decision makers specifically in the Monitoring Solutions and Diagnostic Cardiology business
• Strong knowledge of GEHC and exceptional knowledge of Monitoring Solutions and Diagnostic Cardiology products and services offered within the modality. Strong business acumen; financial and organizational skills.
• Advanced negotiation, problem solving and influencing skills.
• High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships.
• Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization.
• Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude.

Preferred Qualifications:

• Master’s degree preferred
• Fluency in English and Turkish Healthcare experience
• Direct and/or Indirect management experience; managing in a matrix organization.
• Strong track record in high technology product sales / solutions

Additional Information