IMI Segment Leader- Women's Health Ultrasound

Location: Via Milano

IMI Segment Leader
- Women's Health Ultrasound

Job Description Summary
The Women's Health Ultrasound Segment Leader is accountable to grow sales revenue and margins for GEHC Women's Health Ultrasound products within the IMI geographical area (Italy, Israel and Malta). He/She drives a coherent product differentiation for the assigned product range and optimizes the use of resources in conjunction with Zone Manager and Enterprise Sales team to cover market potential for his/her segment, to achieve the Operating plan.

The Segment Leader has direct management of the Clinical Specialist team.

Job Description

Financial Performance & Sales Management:

Is accountable to achieve the quarterly and yearly Operating Plan targets (Orders, Sales, Contribution Margin, and Cash, where applicable) for Italy, Israel and Malta.
Is accountable for timely and accurate forecasting of Orders and S&I and is responsible for driving optimal Imaging Operating Mechanisms (IOMs) to monitor and track progress of opportunities and deliver on Order commitment.
Is responsible to ensure that all Clinical specialists utilize the required sales tool (CRM) to create pipeline visibility and assist accurate forecasting (SFDC rigor).
Provide input to and contribute to the formulation of the yearly business planning cycles for the Ultrasound WH Business within IMI (e.g. Marketing plan, BPR session).

Customers, Market & Product Expertise:

Continuously develop deep clinical and technical knowledge of products, including awareness of current and future trends ultrasound & healthcare technology and healthcare funding mechanisms.
Understand and analyze market dynamics and competition to set business strategies and develop opportunities (i.e., protect IB); provide ongoing feedback to management.
Drive product’s configuration quality at the point of offer and order entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs.
Lead, educate and drive positioning & strategy (value proposition and key messages) of ultrasound WH product/solution/service through adequate products training sessions to sales teams (PSS & AM).
Coach and assist the sales team with the differentiation of product offerings during the various stages of the sales process; ensure that all PSS/AMs have clear opportunity management activity and call plans to ensure efficient coverage of decision makers and influencers.
Maintain professional relations with KOLs and customers in academia, and nurture relationships with professional society stakeholders, to ensure understanding of needs and positioning new products (NPIs) in these key customer groups.

Team

Coaching:

Drive a culture of Simplification, Lean and Digital adoption among the team members, encouraging and facilitating the collaboration across horizontal teams (Service, ITO, OTR, Finance, Design team, etc.).
Drive employee engagement activities to ensure retention, recognising success, sharing best practices, providing exposure to senior leaders within the Region and Headquarters. Drives performance management within the team, providing a regular mechanism of feedback through the PPG tool.
Regularly provides updates to team on company, region product strategies and customer insights; act as a role model for collaborative mindset across functions, facilitate effective communication & trustful collaboration within the Zone/Product matrix organisation.

Qualifications / Requirements

Education to Bachelor/Master Degree level (preferred).
Grounded, solid experience in healthcare industry with track record in Sales functions.
Solid experience in people management, leadership skills, as well as sales coaching & team building skills.
Strong business acumen and data interpretation; negotiation and financial skills.
Strong leadership capabilities, including strategic planning and execution, 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 energise, develop, and build rapport, collaboration and influence at all levels…