Product Sales Specialist, Automated Breast Ultrasound

Job Description SummaryThe Product Sales Specialist (PSS) is responsible for creating and winning sales opportunities for Automated Breast Ultrasound (ABUS) in a designated geographic region. The PSS is responsible to establish and continuously develop the relationship with departmental and technical decision makers in their assigned accounts and where applicable work in conjunction with AE/AMs to gain access to C-Suite decision makers.

The PSS is the clinical/technical/sales expert for automated breast ultrasound and breast imaging, and is expected to be able to differentiate GE’s product offerings, convey compelling value propositions, demo the review workstation, develop and present solutions proposals and quotations, close complex clinical/technical sales and respond to customers’ clinical/technical questions.

Job Description

Key responsibilities include (but are not limited to):

Financial Performance:

• Achieve ABUS orders and sales OP targets for the assigned accounts & territory.
• Work with customers from opportunity development, to competitive strategies, product demonstration, and close of order, creating a funnel of opportunities to meet objectives.
• Develop deal pricing strategy to ensure pricing compliance on opportunities.
• Use market and product knowledge to assist sales team in developing sales, marketing and customer service strategies

Product & Market Expertise

• Build strong business relationships and formulate account strategies and plans to continuously strengthen relationships within the assigned accounts/territory.  Identify & respond to key account technical and departmental decision makers’ needs and 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.  Maintain up to date market and competitor knowledge related to breast imaging.  Become a breast imaging expert, and coach AE/AM teams in strategies around breast imaging.
• Maintain up to date detailed knowledge of ABUS. Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.
• Clinical expert to support territory selling efforts and customer requests/questions.
• Deliver demonstrations of the ABUS review workstation.
• Prepare and deliver sales presentations targeted to prospects specific needs.
• Develop key accounts in the zone to be reference and show sites.  Cultivate these customers to support sales efforts and address any advanced clinical questions from the sales cycle.
• Manage existing installed base of ABUS products, ensuring that all customers are engaged and satisfied with product performance and support.
• Continuously updating understanding the customers changing clinical and/or operational issues and challenges.
• Create viable product configurations which meet customer needs effectively, while achieving optimum margin for GE.
• Differentiate assigned product 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.
• Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company.
• Work within zone framework, supporting zone management for both US and Mammography teams, applications, and service leadership. 

Team Selling / Opportunity Management

• Communicate ABUS value proposition to AE/AM team within the Region.
• Contribute to account plans at accounts covered by a One GE Healthcare account team.
• Be able to articulate GEHC’s overall breast imaging vision.  Be a driver for cross modality selling and engagement.
• Make cold calls to potential customers where required.
• Best practice sharing with other zones on sales strategies, plan achievement, training, etc.
• Drive tender/bid process including the needs qualification, vendor selection, quotation and closure of ABUS opportunities to meet orders, sales and margin targets as well as to maximize customer satisfaction assigned territory.
• Create and maintain opportunities in the applicable sales funnel tool and/or CRM tools.
• 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.
• Work with the installation teams and customers to plan installation, physician training, and applications.

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 improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Qualifications:

• Bachelors Degree OR equivalent, and minimum 3 years of strategic selling experience in a medical, healthcare or technical field
• Previous experience in the healthcare industry, specifically breast imaging and biopsy.
• Excellent verbal and written communication skills
• Excellent organizational skills
• Strong presentation skills
• Able to travel 75% of time
• Valid motor vehicle license

Preferred Qualifications:

• Experience selling capital equipment and solutions in breast imaging, or breast biopsy
• Understanding of breast center workflow and practice patterns
• Understanding of IT workflow and connectivity
• Established relationships with key accounts
• Proven and progressive previous experience in sales/services/promotion to C-suite and technical decision makers
• Ability to interface with both internal team members and external customers as part of solutions based sales approach
• Ability to energize, develop and build rapport at all levels within an organization
• Excellent verbal and written communication skills in local language as well as good command of English
• We are pursuing candidates across California, all locations considered, but large cities are preferred.

We expect all employees to live and breathe our behaviors: to act with humility and build trust; lead with transparency; deliver with focus, and drive ownership –always with unyielding integrity.

Our total rewards are designed to unlock your ambition by giving you the boost and flexibility you need to turn your ideas into world-changing realities. Our salary and benefits are everything you’d expect from an organization with global strength and scale, and you’ll be surrounded by career opportunities in a culture that fosters care, collaboration and support.

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For U.S. based positions only, the pay range for this position is $69,000.00-$103,500.00 Annual. It is not typical for an individual to be hired at or near the top of the pay range and compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate may be influenced by a variety of factors including skills, qualifications, experience and location. In addition, this position may also be eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). GE HealthCare offers a competitive benefits package, including not but limited to medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, and tuition reimbursement.

GE HealthCare offers a great work environment, professional development, challenging careers, and competitive compensation. GE HealthCare is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

GE HealthCare will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).

While GE HealthCare does not currently require U.S. employees to be vaccinated against COVID-19, some GE HealthCare customers have vaccination mandates that may apply to certain GE HealthCare employees.

Relocation Assistance Provided: Yes

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