Service Account Manager null

Job Description

Service Account Manager (SAM) is responsible to build, maintain and strengthen the relationship between GE Healthcare and hospital management and key stakeholders in strategic accounts.

Responsible for creating and winning sales opportunities for support service/upgrades /digital solutions in these accounts and may work individually or where applicable act as part of a One GE Healthcare team to deliver value and solutions to customers and to foster long term partnerships as well.

The Service Account Manager is the subject matter expert for services/upgrades/digital solutions, including contracts and all non-contract segment products and solutions. Expected to be able to differentiate GE’s service/upgrades/digital solution offerings, convey compelling value propositions, lead the opportunities, qualify the customer needs, develop and present solutions proposals and quotations, and respond to customers’ clinical/technical/process questions to successfully execute and close opportunities and sales.

Expected to collaborate closely with the country equipment and channel teams to build relationship and manage short and long term organizational and business goals with the strategic accounts.

GE Healthcare is a leading global medical technology and digital solutions innovator. Our mission is to improve lives in the moments that matter. Unlock your ambition, turn ideas into world-changing realities, and join an organization where every voice makes a difference, and every difference builds a healthier world.

Key Responsibilities

Financial Performance

• Is accountable to achieve Service/Upgrades and Digital Solutions sales OP target for assigned accounts in designated areas.
• Ensure pricing compliance for all opportunities.
• Manage opportunities and funnels using applicable CRM sales funnel tools and reporting.  

Territory & Account Management

• Drive initiatives that refresh the install base or extend the lifespan install base through equipment upgrades and optional retrofits
• Drive initiatives that increase the digital solutions install base through innovative renewal / subscriptions business models
• Upsell or cross sell improvement programs, trainings and additional modules or solutions to help clients address identified needs and issues through additional subscriptions and standalone sales.
• Build strong business relationships and formulate strategic account relationship plans within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools.

Product & Market Expertise

• Maintain up to date detailed knowledge of GE support service/digital solution. Be able to present and discuss the value proposition and benefits which are relevant to customers.
• Develop their understanding of the customers changing clinical and/or operational issues and challenges.
• Create viable product and service configurations which meet customer needs effectively, while achieving optimum margin for GE.
• Differentiate assigned support service offerings during the various stages of the sales process, effectively using GE resources and approved marketing and promotion materials to actively support the customer through their decision-making process towards a successful outcome for GE.

Opportunity management

• ​Identify and create new opportunities and work with sales / service leaders and equipment account teams (where applicable) to continuously increase prospect and opportunity funnel.
• Ownership of opportunities and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs including service contract offerings.
• Estimate date of delivery to customer based on knowledge of the company's production and delivery schedules ensuring fulfillment of the order is according to customer expectations and enhances customer satisfaction.

One GEHC teamwork

• Contribute to account plans for strategic accounts covered by account managers/executives.
• Educate account team members on the GE service/solution strategy and offerings where applicable.
• Collaborate with and leverage subject matter experts and other resources within GEHC channels to build relationships and secure business.
• Share and follow-up identified leads to other product lines within own accounts and or One GEHC accounts.

Qualifications

• Bachelors Degree and minimum some sales/product marketing experience preferably in a medical or healthcare field, working with private/public hospitals of Malaysia and Singapore
• Previous experience managing large key accounts linked to Healthcare industry, whether direct hospitals or business groups linked to healthcare facilities and business
• Ability to energize, develop and build rapport at all levels with GE internal teams and externally with customers
• Excellent verbal and written communication skills in local language as well as good command of English
• Ability to synthesize complex issues and communicate in simple messages
• Excellent presentation, negotiation & closing skills
• Able to travel frequently to maintain good quantity / quality of face-time with accounts within Malaysia and Singapore