Chief Strategy Marketing & Commercial Operations Officer - jobs at Ge Healthcare in Thailand, Bangkok

Strategy:

• Work with the CSMO AKA to synthesize, develop, and execute the in country strategic marketing and commercial plans in line with business goals and objectives.
• Direct market research and analytics to identify and exploit opportunities, customer needs, market sizing, and develop and maintain in-depth knowledge and understanding of trends and requirements in the healthcare market.
• Lead the development and implementation of in country marketing strategies to drive sales growth, market share, brand awareness.
• Assessment of portfolio competitiveness
• Create, execute, and continuously evolve the GTM (Go to Market) strategy.
• Differentiated GTM on a short – medium – long term basis and execution thereof.

Distribution Business (Channel):

• Oversee the In-Country Channel Excellence Team to ensure consistency of GEHC’s Distribution Business
• Drive commercial rigor by implementing performance metrics and regular reviews to ensure consistent financial performance from each Channel Partner (CP) across the region.
• Commercial oversight over the in-country Channel Excellence team for oversight of full wing-to-wing partner onboarding, enablement, commercialization, compliance, GTM on an individualized CP basis.
• Work with the in-country Channel Excellence Team for overall project management (e.g. requirement gathering, feature prioritization, trainings, access control/security, troubleshooting /fixing /escalation, and tracking use).

Commercial Operations:

• Optimizes commercial analytics function through optimal governance/policies, standardization (of reporting / visualization / forecasting) that enable improved funnel management, generation of insights from Win/Loss analyses, capture of IB/Competitive intelligence and tracking right sales performance KPIs.
• Works with in-country analytics resources to report quarterly performance on market, share, visibility, win-rate, coverage, cost to sell; drives PSR (Problem Solving Reports) to understand reasons for sub-optimal performance, and drives (in collaboration with commercial leaders) programs that enable regaining strength across AKA region.
• Drive standardization and efficiency of the Inquiry-to-Order and other commercial operations through deployment of tools/technologies, automation, and process excellence including LEAN.
• Work with AKA leadership to negotiate complex commercial agreements in GEHC’s favour.

Others:

• Operational, commercial, or strategic functions and tasks as depending on the exigencies and local business requirements.

Mandatory Qualifications/Experience:

• Minimum 8-10 years working experience in marketing, sales, strategy, healthcare, medical devices, pharma industry, or related fields.
• 3 (ideally 4+) years in a top tier management consulting firm and additional preferred exposure to healthcare services operations, strategy formulation or commercial delivery.
• MBA from a top tier university or master’s degrees in marketing or a medical degree or in related fields.
• Prior experience in building a 0-1, or any venture or startup experience will be highly valued.
• Proven large scale commercial operations experience and commercial management (PnL) experience.
• Experience of working in complex business environments with strong influencing and conflict resolution abilities.

Skillset required:

• Strong people leadership skills and servant leadership mindset.
• Innovativeness – we want people who think outside the box.
• Assertiveness – strong influencing skills across business functions is a must; confidence to share difficult messages, defend decisions, and make judgement calls (and own them).
• Commercial intensity – tenacity and grit to drive commercial outcomes.
• Excellent written and verbal communication, presentation, and project management skills
• Strong writing and record keeping ability for reports, matrices, and database skills.
• Clear thinker, takes initiatives, self-starter, accountable and responsibility for own work.
• Must be highly motivated, results driven, energetic and capable of multi-tasking in a dynamic, rapidly growing organization.
• Exceptional skills as a change agent and process-oriented individual.
• Willingness to travel for work (25-40%).

Inclusion and Diversity

Our total rewards are designed to unlock your ambition by giving you the boost and flexibility you need to turn your ideas into world-changing realities. Our salary and benefits are everything you’d expect from an organization with global strength and scale, and you’ll be surrounded by career opportunities in a culture that fosters care, collaboration and support.

Essential Responsibilities include (but are not limited to):

• Directly managing Sales Managers & Account Managers in a specific sales region. Select, train, and develop personnel to optimize effectiveness.

• Developing and implementing sales strategies to drive organic growth in the assigned sales market.

• Cultivating and leveraging customer relationships at the multiple levels within customers

• Development of long-term customer relationships through the ability to identify and capitalize on opportunities that immediately satisfy customer needs

• As a member of Zone leadership team ensure seamless teamwork with the Service, Modality and other functions and channels to provide total customer satisfaction.

• Deploying resources to meet financial / operating objectives including orders, revenue, contribution margin, and market share utilizing and driving companywide commercial tools for CRM (ie. SFDC)

• Target, get access, build relations, develop a business strategy and maximize business opportunities for imaging products allocated accounts/territory.

• Proactively build network with government bodies and Key Opinion Leaders as well as deep understanding of healthcare structure/players in assigned territories/accounts.

• Coordinate multimodality projects and aim at maximizing share within the territory/accounts.

• In Cooperation with Modalities and Marketing drive marketing events in assigned territory.

• Analyze market trends, competition and accounts to develop a business plan and strategy that creates new business opportunities

• Leverage Product & Application Specialists, Account Managers, Service and other Company resources to provide necessary service, technical or clinical content to customers.

• Develop & implement GTM plans with cross functional teams to achieve results through effective project proposals, negotiations, and contracts. Grow the share of wallet in assigned accounts

• Develop & maintain a high level of customer satisfaction through consistent high quality interactions with customer management, drive customer R-NPS on their accounts.

• Build long term strategic alliance with portfolio of accounts to continue to add value. Follow GE policies, procedures and Operating Mechanism. Proactively participates in company initiatives depending on organizational needs and as directed by management. Ensure knowledge of and compliance of integrity and company policies.

• Bachelor’s degree from an accredited university or equivalent knowledge or experience

• Minimum of 10 years of consultative sales experience including strategic selling and negotiation

• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process

• Proven track of sales record and relationship building skills

• Strong communication skills to synthesize complex issues and communicate into simple messages

• Willingness and ability to travel within your specified geographic region

• Proven People Management experience leading sales teams

• Consultative sales experience including strategic selling and negotiation

Required Qualifications

• Bachelor’s degree from an accredited university or equivalent knowledge or experience
• Minimum of 8 years of consultative sales experience including strategic selling and negotiation
• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process
• Proven track of sales record and relationship building skills
• Strong communication skills to synthesize complex issues and communicate into simple messages
• Willingness and ability to travel within your specified geographic region
• Proven People Management experience leading sales teams
• Consultative sales experience including strategic selling and negotiation

Desired Characteristics

• Strong oral and written communication skills. Demonstrated ability to analyze and resolve problems. Ability to document, plan, market, and execute programs. Established project management skills.