Philips Sales, Senior Sales Specialist - Magnetic Resonance (MR) – VA/DC/Maryland in Baltimore, Massachusetts
Are you a HUNTER, seeking a challenging opportunity to initiate and drive the development of business to gain market share?
The sales specialist owns business development in the territory by uncovering and posting opportunities, developing competitive positioning, and owning quote creation, customer concerns, and change orders; partners with AMs to qualify opportunities, design and present winning solutions, and develop business analysis and forecasts; co-owns, with RSM, achieving business goals and forecasting for the territory.
The ideal will be based near a major airport with the territory. Territory will include Virginia, DC, and Maryland area. Travel approximately 50% -75% is required.
Your Challenge :
Identify and report new opportunities within assigned territory.
Understand the business opportunities in the region and assist the RSM/ AM/AE in driving visibility of the business.
Act as knowledge expert on product to support the AM/AE and the customer needs.
Understand and address competitive positioning.
Coordinate product positioning and product qualification with AM/AE as needed.
Partner with AM/AE, using business knowledge and understanding, to develop a deal strategy configured to win.
Develop product strategy as clinical, technical, and knowledge expert to win VOC.
Lead development of customer presentations including clinical, operations, and financial positioning and benefits. Attend customer presentations to resolve customer objections or answer questions regarding product and configuration. If requested, provide technical expertise in customer feedback loop.
Partner with AM/AE to coordinate on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.
Partner with AM to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events.
Partner with AM to prioritize opportunities that exist in a given account or market.
Partner with AM on the roll-up of the forecast and funnel. Evaluate funnel health and provide support to help grow funnel toward target. Work alongside the AM to ensure the funnel is robust, clean, and well managed.
Coordinate product positioning and product qualification with AM/AE, as needed.
Manage and Drive Your Business
Collaborate with AM to develop a SWOT analysis and build a database, by hospital, of the entire installed base to establish competitive positioning and understand upcoming opportunities.
Own business development of the territory.
Develop deep customer needs analysis.
Drive visibility by understanding business opportunities in the region, including emerging markets.
Uncover and communicate opportunities to AM. Share opportunity visibility by entering the opportunity into SFDC .
Create a business plan that identifies every opportunity in every account. Ensure funnel is robust and capable of meeting AOP. Support creation of the PVM.
Attend accountability calls with AM and RSM to provide input and background.
Work with HQ to author a complete and compliant customer quote based on the specific customer needs and requirements.
Drive quote pricing based on configuration and delivery design. Manage any necessary change orders.
Co-own, with RSM, achieving the business goals including balanced selling, BIU, AOP attainment, and product forecasts validation.
Draw on national knowledge of product and industry to provide input on forecasting to RSM, as needed, through the SFDC Challenge Flag. Own How the Customer Experiences Philips
Own escalating product issues to Services via the OneEMS system as quickly as possible. Partner with AM to determine the right communication to the customer for frequent issues or a delayed remedy.
Partner with AM to select appropriate site visit locations.
Participate in the 4-Meeting process and installation to ensure a smooth customer hand-off.
Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues. Coordinate with SDC, solution architects, and clinical consultants.
Provide content and marshal internal resources to ensure RFPs are completed. Own Your Performance and Development
Perform against established performance goals and metrics.
Take responsibility for your own personal and professional development, including all required training.
Participate as an active member of the sales team, sharing your experience and knowledge with others.
Use and comply with standard processes and guidelines.
Develop strong knowledge of markets, competitors, and industry trends for products.
Demonstrate the Philips Behaviors in all interactions. Your Team :
Partner with AM/AE to drive a strategy to build value by utilizing on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.
Collaborate with Am to develop a SWOT map for Philips and build a database for installed base to establish competitive positioning and understand upcoming opportunities
Partner with the AM/AE to understand customer needs at the clinical and technical call points.
Support the RSM in achievement of business goals including balanced selling and BIU AOP attainment and validating product forecasts.
Communicate and collaborate with your Account Team
Provide Field Marketing with input on sales tools, pricing issues, and competitive threats to enable them to best support specialists and provide input to the BIU.
Maximize the customer experience by presenting a coordinated and efficient One Philips approach with the AM/AE.
Use SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.
Support the RSM/AE/AM through informal product training and education.
R equirements :
8+ years of successful/demonstrated healthcare sales experience or equivalent combination of education and experience.
Hunter mentality in identifying and developing new business opportunities
Diagnostic Imaging Industry experience highly preferred
Four-year college degree or equivalent experience preferred.
Deep product knowledge and expertise within MR product modality preferred.
Ability to quickly demonstrate expertise and establish credibility with clinical decision makers.
Ability to assess potential application of company products to meet customer needs and prepare detailed product specifications for the development and implementation of customer products/applications/solutions
Strong Business Acumen and organizational skills
Experience calling on Government accounts, is a plus
Our Offer :
Here at Philips WE ARE Working Together for a Better Tomorrow:
Philips' dedication to enriching lives is reflected in our company, our solutions, and a commitment to our people. Philips products lead to improved healthcare, faster diagnosis and better patient outcomes. Philips employees change lives every day.
Enjoy endless opportunities to learn, and develop your career in the directions to which you aspire. Philips Healthcare is a place where you will work with others whose far-reaching ideas and accomplishments have impacted over 200 million lives already. Please help us determine what’s next. Your ideas and ability to deliver will help to transform the future of healthcare, and allow you to create your own legacy.
Thanks to our employees, we are at the forefront of the Healthcare industry. Healthcare providers, backed by our many market leading solutions, are able to diagnose confidently, improve care, and increase the quality of life for patients across North America each and every day.
Advance your career in an environment that supports work-life balance, health & well-being and continuous learning. Making a difference begins right here, where you come first.
Find out more info about Philips at www.philips.com/na/careers
Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.
As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223 , option 5, for assistance.