Job Description Summary

You will be responsible for owning the end-to-end rigor across the ASEAN, Korea, ANZ (AKA) region—driving forecast accuracy, contract lifecycle performance, order and revenue booking discipline, and cross-functional execution to meet and exceed the Operating Plan (OP). This role will establish and enforce a cadence that holds sales teams accountable for on-time contract renewals, warranty conversions, and win backs; lead install base analytics to uncover gaps and growth opportunities; and provide actionable insights to leadership on funnel health, booking cadence, and risk/opportunity management. Key responsibilities also include driving analytics, heat map generation, funnel evolution & and tracking, pricing trends, dashboard creation.

This is a regional role and may require regular travel within the AKA region.

Job Description

Key Responsibilities include (but not limited to):

• Sales Cadence & Accountability
  • Establish and run a consistent weekly/monthly/quarterly business rhythm (WBR/MBR/QBR) with AKA Country Service Sales Managers to drive on-time contract renewals, warranty conversions, and contract win-backs.
  • Define and track KPIs (e.g., renewal rate, capture rate, conversion cycle time, revenue per install base) and enforce accountability to targets.

• Install Base Analytics & Capture Rate Management
  • Lead install base analysis to understand capture rate trends, headroom, gaps by segment/country/account, and portfolio retention; translate insights into targeted actions and country/segment playbooks.
  • Partner with marketing and segment leaders to deploy IB-driven lifecycle programs and omnichannel engagement (inside sales, digital/content marketing).

• Forecasting & Revenue Roll-up
  • Own the sales forecasting and roll-up for backlog revenue, maintenance service contracts conversion revenue, on-demand services revenue, and other lifecycle solutions portfolio streams; deliver accurate, time-phased projections aligned to OP.
  • Drive forecast hygiene (stage, close dates, probability, next steps) and improve predictability through pipeline quality reviews.

• Order Management, Revenue Booking & Compliance
  • Ensure timely order and revenue booking, partnering with order management, service delivery, finance, and controllership to align to revenue recognition policies.
  • Monitor order booking cadence and aging; resolve exceptions proactively to prevent revenue leakage or slippage.

• Funnel Health, Risk & Opportunity Management
  • Assess funnel health across renewals, warranty conversions, win-backs, and ODS; identify risks to OP and orchestrate recovery plans (coverage, pricing, offer strategy, approvals).
  • Provide executive-ready insights and narratives on drivers and deltas vs plan.

• Deal Desk & Cross-Functional Orchestration
  • Intercept and troubleshoot deal-related issues, coordinating with Finance, Legal, Controllership, Pricing, Product, Service Delivery (OTR) to clear roadblocks and accelerate approvals.
  • Guide price/offer strategy and ensure alignment to approval matrices and profitability guardrails.

• Sales Process, Operations & Pricing Governance
  • Oversee sales processes, sales operations, and pricing strategies to ensure standardization, speed, and control, champion continuous improvement and policy adherence.
  • Maintain governance for discounting, exceptions, and escalations; drive longer contract terms, higher attachment, and lifecycle bundling.

• Process Optimization & Operating Framework
  • Build and operate a class-leading commercial operations framework that enhances efficiency and productivity across AKA; document SOPs, RACI, and SLAs; benchmark and implement best practices.
  • Lead cross-country adoption and change management; simplify tools and workflows.

• Data, Tools & Reporting
  • Own the reporting stack and dashboards in SFDC (Salesforce), Power BI, and Excel (incl. PowerPivot/Power Query); ensure data quality, single source of truth, and self-serve insights.
  • Lead MBR/QBR preparation and present performance readouts to the AKA and leadership teams.

 

Quality Specific Goals:

• Be 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
• Maintain knowledge of and understand all applicable Global and Regional Privacy and Anti-Competition Policies and operate within them to ensure that no company policy or Local/ Int’l Law is broken.
• Maintain knowledge of and understand all applicable Environmental Health Policies (including but not limited to GE Healthcare EHS Policies, GE Healthcare Fleet Rules, etc.) and operate within them to ensure that no company policy or local / Int’l Law is broken.
• Drive continuous improvement on all related processes, work instructions, and procedures to ensure ongoing standardization and simplification of the Quality Management System.

Required Qualifications:

• Bachelor’s degree in business, Finance, Marketing, Engineering, or a related field; MBA preferred.
• 7–10 years of experience in commercial operations, sales operations/management, or services business management, ideally in capital equipment, medical technology, or similar B2B services environments.
• Demonstrated success leading cross-functional, multi-country initiatives and operating in a matrix organization.
• Strong business acumen with proven track record improving forecast accuracy, renewal/capture rates, and booking/revenue hygiene.
• Advanced analytical skills; expert proficiency with Salesforce (SFDC), Power BI, and Excel (incl. PowerPivot/Power Query).
• Excellent communication, influencing, and stakeholder management skills with the ability to engage C-level and country leaders.

Preferred Qualifications:

• Experience in APAC markets with understanding of local commercial dynamics and regulatory considerations.
• Background in services P&L levers (pricing, term optimization, attachment, bundling, retention, win-backs) and deal desk/pricing governance.
• Experience implementing process frameworks, SOPs, and dashboards for sales operations at scale.
• Change agent mindset with strong program/project management discipline; Lean or Six Sigma exposure a plus.
• Ability to resolve complex, cross-functional issues and drive outcomes under time pressure.

Additional Information