Philips Sales Development Manager (m/f) - Patient Monitoring and Lifecycle solutions in Boblingen, Germany
The Sales Development Manager - Patient Monitoring and Lifecycle solutions is responsible for growing the Philips business in the area of Patient Monitoring and Lifecycle Solutions in hospitals.
You will be supporting selected markets and the direct or indirect sales organizations in these markets in winning deals and increasing market share and optimizing profitability.
Key activities include providing product, clinical, technical and lifecycle solutions support including support on tools and training to the field.
Support the commercial team with all aspects of deal strategy including competitive positioning strategy, pricing strategy, presentation strategy and knowing when to bring in the right resources to close the deal. Respond to product configuration and other product questions, competitive information, and product training.
Support the sales teams in identifying the customer needs and proposing the relevant solution offering.
Provide the local sales teams with the direct support to order acquisition including presentations to customers and support at local market exhibitions. Attend tradeshows and manages customer visits.
You will closely cooperate with the field marketing organizations to provide market feedback and customer needs to the global solution marketing organization.
You are responsible for the entire portfolio of the Philips Patient Monitoring and Lifecycle solutions offering. You are required to have deep expertise in solution selling, preferably in the healthcare market or another similarly regulated industry.
Identify locally relevant solution offerings – develop selling strategies with local market teams
Offering timely and reliable product, technology, application, clinical and therapy sales support based on market specifics
Provide lifecycle solutions sales support to selected market based on customer needs and existing offerings
Transferring high value skills, knowledge & market insights to the local sales teams to increase the expertise of the local sales teams
Conducting training on new products and solutions, base camp or other special trainings (e.g. Guru track)
Notify field sales team of price changes, product enhancements, inventory status, lead times, demo, etc. Informs sales teams and distribution partners relative to product updates, promotion activity, and market and competitive news
Collect competitive data and support the analysis and dissemination of this information
Provide market specific deal support and strategy such as Customer presentations and demos
Customer visits coordination (reference sites/ visit centre)
Market specific deal quoting and configuration support
RFT / Tender reply support
Cross business bundling/deal support
Tradeshow onsite support and demo support
Drive and support the "Must Win" process and support local strategic deals
Propose and execute tactical and strategic sales programs to maximize profit and market share of Philips products for Patient Care and Monitoring Systems (PCMS)
Facilitate input to field marketing about the requirements and developments in the region or country that enables field marketing with the formulation of the marketing plans & tools for the region and for the central product creation unit
Share field/customer feedback to the Field Marketing and Product Management teams regarding customer insights, market/clinical trends, current products and competition based on market visit reports
Capture, assess and act on win/loss analysis
Handle non-maintenance service customer issues/information in support of sales teams
PCMS M2O Sales Enablement organization supports the markets to identify and address business potential and ensures that each individual market can fully exploit the sales and profit potential of the Business Units’ (BU) products/solutions. We are seeking a highly motivated individual to join Sales & marketing team in Böblingen, Germany.
Working in the medical industry brings much fulfillment, as well as unique challenges. You’ll work in an international agile team with great opportunities for you to explore. You’ll be contributing to a higher Quality of life for billions and helping Philips deliver innovation that matters.
We are looking for
Master’s degree in relevant field; MBA preferred
Proven experience in marketing, sales or related field
Experience in high tech, healthcare/med-tech solutions businesses
Proven experience in consultative selling approach
Capability to drive sales growth in new and existing markets - ability to identify local opportunities, interact with decision makers and provide highest-quality leads as a result
Ability to identify opportunities and interact with decision makers on internally and externally
Positive outlook and ability to turn around and maintain high motivation in marketing and sales force
Ability to collect and comprehend local market trends and competitive intelligence into actionable input for the Global and regional marketing teams
English, preferably second language
Philips encourages people with a disability to apply.