Commercial Operations Lead

Key responsibilities and deliverables include:

Go to Market and Coverage

• Direct channel sales territories are designed, prioritised & maintained with ongoing review to ensure high levels of market visibility
• Account segmentation (including strategic accounts) is defined and executed with a standardised toolset (e.g. gold sheet, blue sheet, Gap selling BID)
• Facilitate the review of published market data to ensure we are capturing gaps in visibility in must win segments (e.g. MR, MI, Anesthesia, CVUS, GI)
• Make recommendations that increase GEHCs visibility into addressable segments, whether best addressed by direct, in-direct, or alternate channels.

Key success measures: Market visibility %

Commercial Efficiency and Accuracy

Support the commercial team by building standard work and ongoing process improvements in the inquiry to order (ITO) process including for GEHC’s 3 Equipment business segments (Imaging, Ultrasound and PCS)

• Identification & removal of non value activities
• Adoption, implementation & maintenance of sales tools, including rolling out new tools available via monthly IT Global Releases.
• Identify local process improvement to reduce re-work & drive efficiency
• Ensure GEHC order booking policies are understand and adopted
• Manage the team, currently 1 contractor, of ITO specialists.

Key success measures: Clean orders %, low rate of OCCRs (value TBD)

Funnel Development and Management

• Assemble the system and analytical tools that ensure all aged GE IB is captured as future funnel.
• Design, execute and monitor performance of Option and Upgrade (O+U) and End of Guaranteed Service (EOGS) programs.
• Build and maintain competitive IB in SFDC to provide visibility to competitive opportunities

Key success measures: Funnel sufficiency

Be a central point of contact within the Commercial Operations Team for ANZ on CRM improvements of functionality and automation of data to ensure business relevance in dashboards and metrics.

Support the wider commercial business with projects as required

Core Expectations

• This is a hybrid working role that combines office and working from home. It is expected that a minimum of 50% of work time is spent at a relevant GEHC office.
• Whilst work can typically be completed during normal office hours there will be occasions where you are required to work outside of these times. For example, to attend regional or international calls.
• Some interstate travel is expected estimated as 2 x 2-3 trips per quarter.

Quality Specific Goals:

• Aware of and comply with the GEHC Quality Manual, Quality Management System, Quality Management Policy, Quality Goals, and applicable laws and regulations as they apply to this job type/position
• Complete all planned Quality & Compliance training within the defined deadlines
• Identify and report any quality or compliance concerns and take immediate corrective action as required
• Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Desired Characteristics

• 5 years experience in a commercial / sales business
• Strong understanding of business systems
• Strong influencing skills and stakeholder management
• Proficiency in designing and implementing new systems/processes
• Structured problem solving and change management capability (LEAN, Six Sigma, CAP etc)