Segment Manager - Monitoring Systems, Emerging Markets at GE - General Electric

Ref. ID: R3546095
Location: Victoria Island, Lagos
Level: Senior Level

Job Description Summary

• This role is accountable to grow sales revenue, drive coherent product differentiation and commercial strategy for Monitoring Systems (MS) in Emerging Markets.
• Optimizes the use of resources to cover market potential for MS Segment in order to achieve the operating plan.
• Responsible to update upstream marketing and engineering of evolving market and customer needs to drive the continuous product innovation adapted to local market needs.
• Has direct management responsibility.

Essential Responsibilities

• Financially accountable to set and achieve the quarterly and yearly MS Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for EM
• Is accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the Product Business unit and Emerging Markets as well as input into yearly business planning
• Continuously update understanding the customers changing clinical and/or operational challenges, develop deep clinical and technical knowledge including awareness of current and future trends in healthcare technology and healthcare funding mechanisms
• Understand and analyze market dynamics and competition to develop business opportunities for the Account and Product Specialist teams in the assigned Geography
• Provide ongoing feedback to Management, Marketing and ComOps
• Act as reference point to the Emerging Markets/Zone account teams and lead, coach and direct the differentiation ie. position, value proposition, and key message of the product/solution/service
• Ensure and validate up to date knowledge of product positioning
• Manage professional relations with key customers, academia, government; administrative bodies and nurture relationships with professional society stakeholders
• In conjunction with relevant marketing and Emerging Markets Channel Partners resources, determine the market potential for their product/product range or segment and prioritize the opportunities
• In conjunction with Zone Manager, align territories to market potential and priorities and assign optimal sales resources
• Attract, retain, educate and develop world-class commercial talents to realize product commercial strategy
• Is accountable to ensure compliance and execution of the Emerging Markets sales process and rules of engagement within their teams in conjunction with the Emerging Markets Accounts
• Is responsible to communicate, execute and leverage the Variable Sales Incentive plans with their teams and ensure all team members utilize the required sales systems to create pipeline visibility and accurate forecasting
• In conjunction with Zone Manager and LCT Managers determine and 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, forecast performance against
• Operating Plan, and deliver on fulfillment targets and order backlog commitments
• Drive performance management within the team, providing a regular operating mechanism of feedback and coaching and managing the annual appraisal system
• Provide regular, timely and productive team and individual development feedback
• Ensure and drive the sharing of best practices on opportunity management
• Regularly provides update to team on company, Emerging Markets product strategies and customer insights
• 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 Emerging Markets, products 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
• Acts as a primary product customer point of contact in the sub Emerging Markets and represents the product / product range in case of multiproduct projects

Qualifications / Requirements

• Education to Bachelor's degree level or equivalent knowledge or Experience
• Experienced in Business Management or Sales / Marketing in progressive leadership positions within the Healthcare industry with in-depth knowledge of healthcare market and decision makers
• Demonstrated business management and resource allocation skills including business plan development
• Strong knowledge of GEHC and exceptional knowledge of products and services offered within the modality
• Exemplary people management, leadership skills, as well as 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 that builds effective strategic relationships
• Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization
• Act as 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
• Fluency in English language

Desired Characteristics:

• Master’s degree is a plus or equivalent knowledge or experience
• Direct and / or Indirect management experience; managing in a matrix organization
• Strong track record in high technology product sales / solutions