Job Description Summary

As the Product Sales Specialist, Automated Breast Ultrasound, you will be responsible for creating and winning sales opportunities in the Northeast Region. The PSS is responsible to establish and continuously develop the relationship with departmental and technical decision makers in their assigned accounts and where applicable work in conjunction with Account Executives/Account Managers to gain access to C-Suite decision makers.

The PSS is the clinical/technical/sales expert for automated breast ultrasound and breast imaging and is expected to be able to differentiate GE HealthCare’s product offerings, convey compelling value propositions, demo the review workstation, develop and present solutions proposals and quotations, close complex clinical/technical sales and respond to customers’ clinical/technical questions.

Job Description

Responsibilities

• Achieve ABUS orders and sales OP targets for the assigned accounts & territory.

• Work with customers from opportunity development to competitive strategies, product demonstration, and close of order, creating a funnel of opportunities to meet objectives.

• Develop deal pricing strategy to ensure pricing compliance on opportunities.

• Use market and product knowledge to assist sales team in developing sales, marketing and customer service strategies

• Build strong business relationships and formulate account strategies and plans to continuously strengthen relationships 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.

• Continuously develop and improve a network of key opinion leaders within the assigned territory.

• Track and communicate market trends to/from the field including competitor data and develop and lead effective counter-strategies.  Maintain up to date market and competitor knowledge related to breast imaging.  Become a breast imaging expert, and coach AE/AM teams in strategies around breast imaging.

• Maintain up to date detailed knowledge of ABUS. Be able to present and discuss the technology and clinical benefits in terms which are relevant to customers.

• Prepare and deliver sales presentations and product demonstrations targeted to prospects specific needs for ABUS.

• Develop key accounts in the zone to be reference and show sites.  Cultivate these customers to support sales efforts and address any advanced clinical questions from the sales cycle.

• Manage existing installed base of ABUS products, ensuring that all customers are engaged and satisfied with product performance and support.

• Continuously updating understanding the customers changing clinical and/or operational issues and challenges.

• Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company. Work within zone framework, supporting zone management for both US and Mammography teams, applications, and service leadership. 

• Communicate ABUS value proposition to AE/AM team in Zone.

• Contribute to account plans at accounts covered by a One GE Healthcare account team.

• Be able to articulate GEHC’s overall breast imaging vision.  Be a driver for cross modality selling and engagement.

Qualifications

• Bachelors Degree and minimum 3 years (or an Associates with 6 years experience) of strategic selling experience in a medical, healthcare or technical field

• Previous experience in the healthcare industry, specifically breast imaging and biopsy.

• Excellent verbal and written communication skills

• Excellent organizational skills

• Demonstrated presentation skills

• Must live in the territory and travel 75% of time (NYC, Philly, Boston or near a large airport in the Northeast)

Desired Qualifications:

• Experience selling capital equipment and solutions in breast imaging, or breast biopsy

• Understanding of breast center workflow and practice patterns

• Understanding of IT workflow and connectivity

• Established relationships with key accounts

• Proven and progressive previous experience in sales/services/promotion to C-suite and technical decision makers

• Ability to interface with both internal team members and external customers as part of solutions based sales approach

• Ability to energize, develop and build rapport at all levels within an organization

• Excellent verbal and written co