Application Specialist

Business Importance of the Role:

This is a business-critical role which is expected to be able to convey compelling value proposition of our Ultrasound Radiology & Femtech portfolio; lead the opportunity; qualify customer needs; develop and present solutions; and respond to customers clinical/technical/process questions to successfully close sales. The employee is required to have up to date knowledge of our various screening products and services. You should be able to present, discuss and demonstrate the technology and clinical benefits relevant to customers and will transition you to grow up into bigger roles within Genworks.

You will have our trust and backing to take complete ownership for revenue and drive circle level execution of P&L strategy by working closely with HQ, Field Sales, Service, Product Specialists, Execution and Support Team in enhancing their engagement index with your team and customers. 

You will have to be grounded and pay attention to details as the role will be responsible for day-to-day operations rigor of your team to sell and manage execution, drive initiatives in support of the people plan, develop and deploy the people strategy in partnership with the Regional Director and Corporate teams.

Key Responsibilities to Deliver (Daily, Weekly, Monthly, Quarterly, Annual):

• Responsible for post and presales application training for GE Ultrasound Machines & Femtech Products for new and existing sites.
• System should be successfully handed over to Users and improve customer satisfaction.
• Clinical application support to users till the time he is confident on handling the system independently
• Developing good relations with end users/clinicians
• Developing new sites as a demo/ reference site
• Application support for regional and national conferences and workshops
• Application support for Clinical activities; User meet and technicians CME for Knowledge transfer
• Gather the Info about own products and competitors products.
• Internal sales training on key application tools.
• Responsible for creating Case studies, Clinical newsletter, testimonials.
• KOL Development and Management.
• Proactively plan & share the Weekly PJP with Manager and get signoff.
• Provide the Daily plan & the status on Daily Huddle.

Effective Engagement with Customers:

Customer Connect

• Daily interactions with Doctors and Hospital owners as per the above customer segmentation.
• Need to execute strategy and product penetration on a weekly basis. 
• Prospecting for new customers and business opportunities in addition to growing and maintaining the existing customer portfolio.
• Educate & train the Doctors, technicians, and nurses at the partner diagnostic centres/hospitals on using the Ultrasound Radiology & Femtech technology.
• Prioritize new leads to create a balanced sales funnel for future sales.
• Collecting customer feedback and providing updates to senior management. 
• Traveling to potential and existing customers within an assigned sales area to present company offerings and build brand awareness. 
• Utilizing outbound telephone calls, email communications, and face-to-face meetings with customers to close sales.
• Developing and sustaining long-term relationships with customers.

Solution Connect

• Should have excellent product & their compelling stories understanding to get demand generation. 
• To be able to demonstrate product application before & after sales. 
• Achieve orders volumes at the target prices in assigned accounts/territory.
• Coordinate orders and sales forecasts within the applicable sales funnel tools and reports for in their assigned territory/accounts
• Keep abreast with emerging development in the field

Team Connect

• Work closely with sales team within the assigned area and contribute to account plans at accounts covered by account managers/executives.
• Represent the company at relevant medical conferences and technical exhibitions to promote product/solution and company.

Enabling with Customers

One Genworks Solution Approach:

• Ensuring to adopt “One Genworks Solutions Approach” by promoting our customer care area focused solutions, identifying, and creating differentiation to the solution offered. 
• Demonstrating to show intent & effort as true Genworks Champion to constantly take our newly added solution to the customer and provide feedback on the proposed solution

Guidance Matrix

• Ensuring to understand the customer’s workflow by following Ultrasound Radiology & Femtech Solutions modality based guidance matrix for product positioning.
• You should ensure to leverage our vast product portfolios to cater customer segments across all modalities

Collaboration:

• Initiating weekly product presentation discussion to promote new technology and leveraging vertical teams in the organization to establish product grounding in Ultrasound Radiology Solutions.

Process Adherence:

• Ensuring to adopt the company policies & processes, and adhere 100 percent operational compliances, legal & statutory compliances & quality management process, identify and report any quality or compliance concerns to take immediate actions. Ensuring to adhere to product demo & buy-back processes to drive efficiency in order processing.

Travelling requirement:

• This role demands 90 percent of travel in order to engage and support the customers across the given region.

Energizing Customer Delight

Customer Champion:

• Demonstrating as customer champion by understanding and empathizing with the customer, building trust, understanding the customers profile, expectations & challenges and proposing solution to solve customer’s issues, taking customer feedback, building strong relationship with frequent interactions, leading to high level of customer delight

Strong Organization Citizenship & Integrity:

• Working with the teams to solve problems and extend the support required.
• Ensuring to maintain high level of customer’s dignity and trust.
• Ensuring to maintain high integrity and ethics
• Responsible to take ownership and accountability for the actions taken.

Ideal Candidate Persona (Education, Work Experience, Skillset, Mindset) to be successful in the role:

• B.Sc / M.Sc Medical Imaging OR B.E./B. Tech Biomedical Engineering. MBA is preferred if willing to grow your career in healthcare business development. 
• Have pride to work for a branded company and present Ultrasound Radiology solutions that are aimed for a healthier India
• Excellent presentation & Articulation skills; able to present ideas to customers in a way that produces understanding and impact
• Able to travel without boundary
• Excellent interpersonal and communication skills to effectively influence and build strong relationships with multiple stakeholders and confidential/sensitive information
• Proven ability to impact and influence at all levels within the company to achieve optimal outcomes
• Should adapt to a dynamic, fast paced and rapidly changing matrix environment
• Ability to effectively network across a variety of teams to build solid relationships.
• Should have an acumen towards Clinical anatomy, Physiology, clinical procedures and workflow of Ultrasound devices in hospitals, Nursing Homes, IVF Centres & Diagnostic Centres

Key Competencies Ideal Candidate should demonstrate to be successful in the role:

Sales Management

Manages a healthy funnel across the responsible region, does cold calling/prospects - IB & competition users, promotes GW DM content to customers, demonstrates deal ingenuity.

Represents company interests, achieves a win-win for customer & company, maintains price book pricing in the market, has a low frequency of requesting special pricing (10% of all deals) & maintains confidentiality of the same, applies different pricing strategies to proposed solutions.

Relationship building:

Looks to build trust with customers, demonstrates understanding of the customer's needs & expectations, builds strong relationships with multiple influencers & maintains frequent interactions

Continuous Learning:

Shows a keen willingness to learn & unlearn for personal development, seeks feedback on improvement areas, modifies behaviour based on feedback, participates fully in relevant organizational learning modules, implements best practices

Communication & Interpersonal skills:

Presents persuasively, listens & observes well, is able to influence others, communicates well, informs team members of decisions in a manner that generates acceptance, builds rapport easily with others, manages conflict efficiently, is confident & assertive, leverages strong collaborative relationships to accomplish work effectively.

Genworks Solutions approach:

Follows modality-based guidance matrix for product positioning by understanding customer's workflow, leverages related product portfolio to cater to more needs of the customer, relies on quarter trends & data to improve customer engagement & opportunity funnel.

Promotes customer care area focused solutions, identifies, and creates differentiation to the solutions offered, constantly takes newer solutions added to his/her portfolio to customers and provides feedback, shows intent & effort as a true GW champion.

Discipline towards Internal processes:

Adopts company policies, utilizes required digital tools - CRM/ERP/E-commerce/OKR systems, first-time right for documentation for order processing & revenue recognition, adheres to sales, demo & buyback processes, complies with legal & statutory requirements

Domain Expertise:

Provides reliable inputs in his/her domain of expertise and is able to explain the value proposition to the customer, is able to demonstrate & convince the clinical value of the solution to customers, has knowledge about competing solutions in the market, shows a willingness to learn & unlearn in the chosen domain.

Handles competition, pricing and risk challenges in each deal, presents responses to objections, gains customer acceptance to proposed solutions.

Strong Organization Citizenship & Integrity:

Treats people respectfully, is direct and honest yet sensitive while working with others, works together with colleagues to solve problems and provide leverage to any team, treats colleagues & customers with dignity and respect, and works without bias, is fully accountable for actions taken and ensures that they are in full compliance with the company's rules and regulations.

Commitment to excellence:

Is ambitious, pursues goals, maintains focus, demonstrates results in a variety of selling scenarios, is passionate about his/her role and continuous seeks to learn best practices and gain mastery 

Customer Champion:

Exhibits humility to listen, understand and empathise with the customer, goes over and beyond to delight the customer, putting the customer first for ALL decision making, understands the target customers profile/needs and pain points, has a strong pulse on competition, effectively prioritises the top customer problems that can have an impact in the market