Overview
The Surgery Business Leader is accountable to lead GE HealthCare’s product portfolio across Australia & New Zealand. The role drives a coherent product differentiation and strategy for the segment and optimizes resource use in conjunction with the region to cover market potential, achieve the operating plan, grow market share, and inform key stakeholders of evolving market and customer needs to drive continuous product innovation adapted to local market needs. The leader has direct management of Product Sales Specialists (PSS) and Clinical Applications Specialists and assists in coordinating One GEHC account activities in conjunction with Horizontal Leaders to bring maximum business results and customer satisfaction to GEHC.
Key Responsibilities
Financial Performance and Market Share
* Accountable to achieve quarterly and yearly Product/Service P&L Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash where applicable) for the assigned geographic area.
* Accountable for timely and accurate forecasting of pipeline and sales per normal reporting cycles.
* Provide input to formulation of yearly business planning cycles for the product.
* Accountable for overall strategy by territory, optimizing visibility, win rate and share in respective product portfolios.
Customer, Market and Product Expertise
* Continuously develop deep clinical and technical knowledge, including awareness of current and future trends in healthcare technology and funding mechanisms.
* Continuously update understanding of customers’ changing clinical and/or operational issues and challenges.
* Understand and analyze market dynamics and competition to develop business opportunities for PSS teams and account teams.
* Provide ongoing feedback to management, region and marketing.
* Engage with Products & Marketing, owning the feedback & communication channel to ensure ANZ voice influences regional/global product roadmap.
* Create brand awareness and local marketing campaigns to strengthen brand positioning of portfolios.
* Educate, coach and direct differentiation (position, value proposition and pricing) of the product portfolio within A&NZ, acting as a reference point to regional/zone account teams.
* Interact and execute strategy with Key Opinion Leaders, maintain professional relations with key customers, academia, government and administrative bodies, nurturing relationships with professional society stakeholders.
* Improve customer engagement, quality installations and NPI launches through collaboration with Project Management, Field Services and Account teams.
* Ensure and validate up‑to‑date knowledge of product positioning and differentiation messages within PSS teams and relevant account teams.
Go to Market
* Determine market potential for product lines with relevant Sales Leader, prioritise opportunities for high business impact.
* Allocate territories based on market potential and priorities for optimal sales resource allocation.
* Attract, retain, educate and develop world‑class commercial talent to realise product commercial strategy.
* Communicate appropriate operating plan targets to direct PSS team.
* Ensure compliance and execution of regional sales process and rules of engagement within teams in conjunction with regional Account Managers and Horizontal Managers.
* Ensure all PSS have clear opportunity management activity and call plans for efficient coverage of decision makers and influencers.
* Ensure all team members utilize required sales systems to create pipeline visibility and assist accurate forecasting.
* In conjunction with CPQ Team determine and drive ownership of order and configuration quality at the point of entry.
* Drive or input into optimal operating mechanisms to monitor and track progress of opportunities in the pipeline and forecast performance against Operating Plan.
* Drive or input into optimal operating mechanisms to deliver on fulfillment targets and order backlog commitments.
* Communicate, execute and leverage Variable Sales Incentive plans with the team.
Team Coaching
* Drive performance management within the team, providing regular operating mechanisms of feedback and coaching and managing the annual appraisal system.
* Conduct in‑field coaching sessions covering opportunity coverage, territory differentiation, value presentation and opportunity management.
* Create regular opportunities for the team to share best practices.
* Model use of GEHC resources and networks to create and manage opportunities.
* Provide regular updates on company, region product strategies and customer insights.
* Coach and assist PSS/CS with product differentiation throughout the sales process.
One GEHC Teamwork
* Drive employee engagement activities to ensure retention across the zone.
* Act as a role model for collaborative mindset across functions.
* Educate team members on product/service/solution strategy and offerings.
* Facilitate effective communication and collaborative trust within the Zone/Product matrix organization.
* Share and follow up identified leads to other product lines within own accounts and/or One GEHC accounts.
* Act as the primary product customer point of contact representing the product portfolio across multi‑product projects and cross‑P&L business events.
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.
Quality Specific Goals
* Be aware of and comply with the GEHC Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations.
* Complete all planned Quality & Compliance training within defined deadlines; identify and report any quality or compliance concerns and take corrective action.
* Understand and apply Global Privacy and Anti‑Competition Policies and Environmental Health Policies.
* Drive continuous improvement on related processes, work instructions and procedures.
Required Qualifications
* Education to Bachelor’s degree level.
* Experienced in Sales / Marketing in progressive leadership positions within the healthcare industry with deep knowledge of healthcare market and decision makers.
* Demonstrated business management and resource allocation skills, including business plan development.
* Strong knowledge of GEHC and products/services offered within the modality.
* Exemplary people management, leadership skills, and sales coaching & team building skills.
* 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.
* Ability to energise, develop and build rapport, collaboration and influence at all levels within an organisation.
* Inspirational leader with optimism, highly approachable and humble.
* Ability to operate effectively in a multi‑tasking, dynamic environment while maintaining a forward‑thinking and customer‑first attitude.
Preferred Qualifications
* Fluency in English language.
* Previous healthcare experience.
* Direct and/or indirect management experience, managing in a matrix organisation.
* Strong track record in high technology product sales / solutions.
* Technical and clinical expertise in imaging modalities; surgery background preferred.
* Demonstrated business management and resource allocation skills including business plan development.
* Previous experience working with channel partners.
* Excellent verbal and written communication skills.
* Excellent organisational skills.
Inclusion & Diversity
At GE HealthCare, we believe in the value of your unique identity, background, and experiences. We are committed to fostering an inclusive culture, where everyone feels empowered to do their best work because they feel accepted, respected, and that they belong. By embracing diverse teams and perspectives, we are better equipped to help improve lives in the moments that matter and to build a healthier world.
Additional Information
Relocation Assistance: No
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