Ohio Anita Makhija

Central Atlantic – Ohio Chesapeake LCT

Prepared for: Jennifer Crist For: Anita Makhija Women’s Healthcare Specialist

October 1, 2009

Jamie Gorsuch Interventional Account Specialist CLP Program

Jamie Gorsuch – Core Values • Unyielding Integrity…commitment to transparency, doing what’s “right”, and building a credible reputation through owning my results •

Strategic Focus…understanding a customer’s business strategy and

matching it with what GE’s portfolio can provide •

Customer Focus…passionate about fighting for the customer…and

delivering a complete and unique solution •

Team Player…experience working in teams lends me instant

adaptability in the field •

Creativity…respect standardized processes but continue to search for

innovative ways to solve problems and tackle customer needs •

Adaptability…comfortable being “the new kid”, learning on the go, and

fitting in to new surroundings

Jamie Gorsuch Interventional Account Specialist CLP Program

Jamie Gorsuch – Summary of Qualifications Key Accomplishments – Phase III – Ohio Funnel: $15,600,000 Goal: To make sure all my customers at a minimum involved GE in the sales process Actively managed deals within all modalities for accounts: X-Ray, Invasive, CVIT Broke into Adena Health System – First GE Interventional purchase installing CardioLab IT 6.8 Managing Ohio Territory in the absence of full time IAS – picked up midstream to continue advancement of GE portfolio Developed a strong knowledge of the GE Healthcare culture and processes - Sales Processes & Tools – , SWB, EOM, Miller Heiman -Sales Resources – Specialist Team, DOS, FSAM, HSAM, PjM, Collaborative Partners And Marketing

Jamie Gorsuch Interventional Account Specialist CLP Program

Jamie Gorsuch – Summary of Qualifications Key Accomplishments – Phase II – Waukesha, Wisconsin

 Product knowledge - Completed classes for all modalities  Negotiation, presentation and sales skills training  Participated in sales cycle role plays  Created CLP Alumni Association  Interventional NPS Lead – worked to improve overall customer satisfaction with DI, Applications and Buc  Established NPS dashboard to unify XR and Invasive metrics Key Accomplishments – Phase I – Kentucky

 Shadowed sales reps, installation specialists, product specialist, field engineers, applications specialists, RSM, DOS, HSAM, FSAM  Observed procedures for all modalities in a clinical settings  Began developing knowledge of GEHC product offerings

Jamie Gorsuch Interventional Account Specialist CLP Program

Strategic Plan – Territory Prework Administrative 1. Organize & Establish Home Office 2. Obtain Zone Contact List, Org Charts, Meeting Schedules (AMT, BMC, etc.) 3. Meet with DOS and distribute contact information to Field Engineers 4. Update and manage SWB for greater accuracy and visibility Territory Briefing – Equipment Opportunities & Service Issues 1. Analyze accounts and backlog  Account Prioritization, Segmentation, Territory Maps  Roadmap for in-process deals – Sales Manager, Specialist team, SWB  Installed Base Review – Specialist Team, DOS, FEs 1. Identify any “HOT” customer issues – installations, service problems Team Building 1. Send e-mail & voicemail introductions to “One GE” team 2. Develop a plan to meet the entire team and become fully integrated 3. Arrange monthly update meetings with FEs and DOS

Understanding the Team and the Territory Jamie Gorsuch Interventional Account Specialist CLP Program

My Current Portfolio and Management Strategy 1.

Divide Accounts into different segments of Prioritization based on size, number of opportunities, and openness

A Acounts St Ritas Adena Cincinnati Childrens Christ Hospital VA Cincinnati Springfield Regional

20% Of Time

2. Prioritize and Schedule accordingly to maximize return value

C Accounts Blanchard Valley Berger Hospital CMH Deaconess Jewish Cincinnati

50% Of Time

30% Of Time Meetings

3. Monitor meeting agendas and future actions to remain customer focused and on task

B Accounts Good Sam Mercy - Fairfield Mercy - Andreson Baptist East U of L

Objectives Of Meeting

Outcome Of Meeting

Next Steps

Key Learning

Monday: Home Office Day Tuesday:

Springfield Mercy

Quote is in hand, urgency of Discuss ACC Upgrade quote and implementation is understood for July 1st intro. go live

St Rita's

Verification of ACC reporting

Customer follow-up for Admin reporting errors, invoice issue and service contract verification Get a quote completed and not using the MacLab for reporting. Found look to setup site visit based out there is a Q4 XR opportunity on their request

ComboLab Upgrade

Get a meeting with Jill Jacobs (Dir Cath), she was out and Discussed 6.8 changes to Invasive need to present and discuss products. Need to send updated quotes for quote options with her and both ComboLab and CardioLab PACS Admin

Blanchard Valley

Jamie Gorsuch Interventional Account Specialist CLP Program

Customer has some small issues that are mounting, taking those problems off their plate will help you build credibility They are part of Hospital system. Good resource to find out details pertaining to sister facilities Customer's want info typically via email. Take these opportunities to setup another meeting and deliver in person so you can pitch the product.

Portfolio Adaptability and Flexibility Taking responsibility for Full Territory… 1.

Modify Account List and Priorities

2.

Change time allowances per account and engage all specialists in all deal stages

A Acounts OSU Adena ST Ritas Christ Hospital Springfield Regional Mary Rutan Mount Carmel Nationwide Childrens Christ Hospital University Hospital Cincinnati Cincinnati Childrens

B Accounts Good Sam Mercy - Fairfield Mercy - Andreson Doctors Grant Medical Bethesda North Mt Airy UVMC VA Cincinnati Nationwide Childrens The Toledo Hospital

10% Of Time 20% Of Time

C Accounts Blanchard Valley Berger Hospital CMH Deaconess Jewish Cincinnati Riverside

70% Of Time

Overall Goal: Close $500K in Business by December 18th Jamie Gorsuch Interventional Account Specialist CLP Program

Strategic Plan – 30 Days Team Communication 1. Matt Chiminski – Meeting to discuss goals and objectives and develop a growth plan. Review past performance of territory 2. Specialist Team – Review expectations and strategies for each account 3. Transition Plan – Organize and communicate introductory meetings for all accounts 4. Bi-weekly call to the field engineer team and DOS – communicating my schedule 5. Relationship building with service team, work together to gain account insight 6. Determine FE coverage for each account Relationship Development and Account Maintenance 1. Meet All of My Accounts  Deliver introductory letter and business card  Understand past relationship and set expectations  Learn about the customers organization – decision-making process, organization chart, installed base, strategic goals 1. Provide a timely resolution to “HOT” customer issues – Call and visit ASAP 2. Effectively manage my backlog – Attend installations and applications whenever possible 3.

Identify and prioritize open opportunities Teamwork Adapt to the short-term Team and Demonstrate

Jamie 4. Gorsuch Meet with HFS to begin to understand level of C-Suite relationships with GE Interventional Account Specialist CLP Program

Strategic Plan – 60 Days Team Communication 1. Review progress with Matt Chiminski and Specialist Team – Discuss developmental needs 2. Maintain mentor relationship with Andrea Oser 3. Keep in contact with external mentors (Richard Merkel) 4. Continue regular communication touch points with service team – weekly call Territory Development 1. Qualify accounts for potential upgrades or other opportunities 2. Identify Existing and Expiring Service Contracts and GE HFS Leases 3. Show value at accounts not currently in the sales cycle through education and GE Value Adds 4. Develop “Blue Sheets” for top five deals to identify buyer types and red flags 5. Continue developing new relationships each time visiting an account 6. Understand the competitive landscape affecting accounts – local news, websites, etc. 7. Join local organizations and do thorough local market research – ACHE, etc. 1. Prioritize accounts - Identify A, B, or C – schedule follow-up meetings 2. Establish and record frequency of visits – schedule customer touch points Account the Process 3. Continue to followLeading up on anythe previous issuesand to ensure resolution Jamie Gorsuch 4. Move deals toSpecialist close Interventional Account CLP Program

Strategic Plan – 90 Days Team Communication 1. Gain Feedback –  Matt Chiminski – Identify strengths and developmental needs – create an action plan for improvement  Specialist Team - Funnel Management, Strategic mindset, territory growth opportunities 1. Contribute to the team through a “Champion” role – i.e. Training Champion 2. Utilize all GE team members – Amersham, U/S, Monitoring, RAM, FE Territory Development 1. Focus on growth areas – Organic growth by leveraging an aging installed base, Independent Hospitals, IDN’s, Govt and University 2. Penetrate competitive accounts – provide value beyond GE Equipment (Market at a glance, HFS solutions, etc.) and differentiate myself as a sales rep 3. Continuous Learning – understand competitive offerings and develop strategies to win Account Maintenance 1. Re-evaluate account management priorities and strategies 2. Actively discuss the total value of GE with customers – equipment, service, and finance Delivering Results 3. Develop 5-year plan with key accounts Jamie Gorsuch Interventional Account Specialist CLP Program

Jamie Gorsuch – Value Adds  Builds Strong Relationships – Internally and with Customers  Passion for Continuous Learning  Business Oriented – Understanding the impact on the bottom line – internally and externally  Strategic Mindset – Creating a path to win  Communicate Effectively – keep everyone involved  Results Driven – Loves to win  Team Player and Team Builder! Jamie Gorsuch Interventional Account Specialist CLP Program

Process-Oriented – Organization Tools Account Management Form

Jamie Gorsuch Interventional Account Specialist CLP Program

Process-Oriented – Organization Tools Strategic Selling Tool – Identifying “Red Flags”

Jamie Gorsuch Interventional Account Specialist CLP Program