Regional Client Director, West

San Ramon, CA - USA

Yearly Salary: $ 136000 - 204000

Posted on: 9 hours ago

Vacancies: 1 Vacancy

Job Summary

Job Description Summary

We are seeking an initiative-taking and results-driven sales and Regional Client Director to join GE HealthCare Pharmaceutical Diagnostics. The Regional Client Director is responsible for driving sales growth across an assigned Region calling on the unique and distinctive IDNs within that Region as well as local Group Purchasing Organizations. This role blends strategic account farming with targeted hunting activities balancing proactive expansion of existing accounts with the pursuit of new opportunities. By developing tailored engagement plans building trusted relationships and orchestrating multi-functional solution development this role drives both immediate impact and develops long-term value. Leveraging data-driven insights this leader prioritizes time and resources to maximize territory performance and elevate GE HealthCares presence within the industry.
You will collaborate closely with cross-functional teams including sales management clinical sales product management and marketing to ensure alignment and effectiveness in achieving business objectives.
This role will be responsible for executing on an innovative commercial key account approach to advance the business initiatives and expand and protect current business opportunities and relationships and position the PDx Contrast Media portfolio as the standard of care in the diagnostic imaging market. This role will also be responsible for the strategic execution of key initiatives for current portfolio products and future pipeline and acquired products. S/he will need to have strong strategic and analytical skills and will be responsible for ensuring the attainment of the franchise strategic and financial goals as well as developing short and long-term plans in support of the corporate objectives and to meet the needs of our key stakeholders.
You will have responsibility for identifying creating and evaluating market opportunities within targeted accounts for the PDx Contrast Media portfolio both in the economic suite and at the local level within both the Imaging and Pharmacy departments. Specific products include the entire Contrast Media portfolio including injectors consumables and distribution. This position requires strong contracting knowledge and cross functional leadership with the ability to influence and engage across the organization (e.g. Market Access Regulatory Commercial Operations Supply Chain International Medical Business Development etc.).
S/he will be an ambassador for instilling our cultural values. It will also be the responsibility of this position to execute continued efforts towards long term market planning to ensure long term sustainability of the business and improve our marketplace leadership.

Job Description

ESSENTIAL RESPONSIBILITIES:

Execute on the Contrast Media vision and strategy with our customers; partner cross functionally to drive product development and create and leverage business opportunities. Confident presenting full range of key strategic information both internally and externally on consistent basis.
Execute on key channel strategies that align with the marketing and sales objectives of the company.
Collaborate with internal stakeholders to understand market trends customer needs and competitive landscape and translate insights into actionable strategic plans.
Extensive experience supportingLarge IDNs GPOs channel partners.
Required to work cross functionally to ensure achievement of commercial objectives and assume accountability for organizational communicate with relevant internal stakeholders to identify plan develop and/or revise project deliverables which are identified for success. This role is responsible for developing account business plans and holding teams accountable while also executing key milestones.
Required to utilize CRM to document and strategize all customer interactions and opportunities
10 years with comprehensive contract negotiation and administration including strategic business case development implementation and on-going performance measurement to ensure pull-through and contract compliance.
Manage time effectively to ensure regular visits to all accounts to nurture and grow PDx business. Well-timed execution of Quarterly Business Reviews preferably in-person within each assigned accounts while simultaneously blue printing local sites based upon influential key decision makers and understanding local dynamics to help problem solve globally across the entire IDN
Provide consultative support and guidance to other team members.
Success in this role will be measured by account growth new agreement execution customer satisfaction regional GPO strategy execution and alignment with strategic business objectives collaborating with rest of Region and GE HealthCare Account Communities.

Strategic Pricing & Contracting

Collaborate with Contracts Sales and Finance to define and execute contracting strategies in alignment with financial objectives and contract terms.

Monitor pricing bands and performance ensuring adherence to pricing strategies and identifying opportunities to improve profitability
Partner with Marketing and Sales to develop and implement portfolio-level pricing strategies that optimize ASP gross margin % and total revenue.

Accounts Strategy & Execution

Develop and execute the customer growth strategy in partnership with Sales and Commercial Strategy & Operations.
Lead business planning efforts to secure new agreements and expand footprint in existing contracts across the portfolio utilizing all key stakeholders in the customer organization. Spend balanced time and effort with site department head leadership as well as with Supply Chain and Pharmacy and integrating these efforts with rest of GE HealthCare Account Community peers. Capture all activity in business CRM.
Bi-weekly analyze and report out on account performance; develop improvement plans and best practices based on insights.
Lead creation and execution of strategic target account programs; track and refine based on performance across the Region.
Leads the orchestration of tailored multi-touchpoint sales strategies based on client needs pipeline dynamics and strategic goals.

Funnel Management: Understand build and manage funnel on a routine weekly basis. Adopt as standard work and use this tool to communicate to leadership during report outs and operating companies to discuss current and future state. Manage leads weekly and utilize CRM to drive accountability.
Conducts Monthly territory performance reviews forecasts pipeline progression and adjusts plans based on shifting client and market needs.

Strategic Account Leadership & Growth

Serve as the executive point of contact for strategic relationships acting as a trusted advisor and driving long-term value creation.

Lead efforts to present and gain approval of economic value through VAC processes using customized value calculators and tools.
Leverage the full product portfolio to drive adoption differentiation and contract wins.

Cross-Functional Alignment

Collaborate closely with cross-functional stakeholders to ensure cohesive strategy execution and alignment across pricing contracting sales and marketing.

Lead Quarterly Business Reviews with marketing team and leadership to track progress on initiatives with key accounts.
Collaborate with the clinical sales team to develop joint programs incentives and promotions to drive engagement to achieve sales objectives.

Education & Experience

Bachelors degree in Business Marketing Healthcare or related field (Masters preferred).
810 years of progressive experience in client account management sales leadership or strategic partnership roles.
Proven track record of:
- Managing multistate or multisite client portfolios.
- Delivering revenue growth and retention.
- Leading crossfunctional teams and driving strategic initiatives.

Travel Requirement

This role requires regular travel within the assigned region approximately 4060% of the time to visit client sites attend business reviews support implementations and participate in regional meetings.

We will not sponsor individuals for employment visas now or in the future for this job opening. For U.S. based positions only the pay range for this position is $136000.00-$204000.00 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 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.

Additional Information

GE HealthCare offers a great work environment professional development challenging careers and competitive compensation. GE HealthCare is anEqual 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: No

Required Experience:

Director

Job Description SummaryWe are seeking an initiative-taking and results-driven sales and Regional Client Director to join GE HealthCare Pharmaceutical Diagnostics. The Regional Client Director is responsible for driving sales growth across an assigned Region calling on the unique and distinctive IDNs...