Segment Manager Wh - Ultrasound Imi Milano

Segment Manager Wh - Ultrasound Imi
Milano
Lombardia, Milano

Job Description Summary**: The Segment Modality Manager WH is accountable to grow orders, revenue and margins for GEHC Ultrasound products within the IMI geographical area (Italy, Israel and Malta). He/she drives a coherent product differentiation and support in designing a commercial strategy for the assigned product range and optimizes the use of resources in conjunction with the Business Development Manager, the Indirect Sales Manager, the Sales Manager to cover market potential for his/her product range in order to achieve the Operating plan.

The Segment Manager is responsible for the WH segment. The Segment Manager will plan, conduct and report KOL related projects with. Will communicate customer feedback to central and Product Marketing teams

for pilots and NPIs, transfer clinical expertise into product roadmap definition. Will be responsible of the documentation related to the WH segments.

**Key Responsibilities**:

**Sales Management

- In conjunction with the Business Development Manager, the Sales Managers and Account Managers, determines the market potential for his/her product range, prioritizes the opportunities, aligns territories to market potential and priorities, and assign optimal sales resources.

- Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within his/her teams in conjunction with the regional Account and Sales Managers.

- Is responsible to ensure that AS have clear opportunity management activities and calls plans to ensure efficient coverage of decision makers and influencers.

- Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting.

- In conjunction with the Sales Managers determines and drives 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 with his/her teams, to monitor and track progress of opportunities in the pipeline as well as forecasting performance against Operating Plan.

- Is responsible to drive optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments.

- Attracts, retains, educates and develops world-class commercial talents to realise product commercial strategy.

**Financial Performance

- Is accountable to achieve the quarterly and yearly Product/Solution Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for the assigned geographical area.

- Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Geographical Region.

- Provides input to the formulation of the yearly business planning cycles within his/her Product Business and Geographical Region.

- Is accountable to keep stock and obsolescence at targets on a quarterly basis.

**Customer, market and Product expertise

- Continuously develops deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms.

- Continuously updates his/her understanding of the customers changing clinical and/or operational issues and challenges.

- Understands and analyzes market dynamics and competition to develop business opportunities in the geography

- Provides ongoing feedback to management, Region and marketing.

- Acts as reference point to the Regional/Zone account teams regarding products' differentiation.

- Knows, interacts and executes the strategy with Key Opinion Leaders in product relevant care areas; maintains 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 One GEHC teamwork

- Works with the team and drives 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, products and modalities.

- Acts as a role model for collaborative mindset across functions.

- Educates account team members on their product/solution strategy and offering.

- Facilitates effective communication & trustful collaboration within the Zone/Product matrix organization. Shares and follows-up identified leads to other product lines within own accounts and or One GEHC accounts

**Promotion Compliance**:

- Adheres to and upholds highest standards of promotion compliance to relevant international and local Regulatory and GE Healthcare Promotional Codes

- Adheres to all applicable GE and GE Healthcare promotion compliance policies, codes and training requirements

- Identifies and reports any quality or compliance promotion concerns and takes immediate corre