Philips Sales Excellence and Indirect Channel Development Manager (m/f) in Boblingen, Germany

PCMS Sales Excellence Management supports the M2O PCMS New G2M & Capability Development leader , PCMS organizations in the BG and Markets to actively develop Philips’ sales channel (direct and indirect) capabilities globally by implementing consistent sales excellence maturity model closely aligned with strategic marketing, product marketing and field marketing cross markets and businesses, in close cooperation with Market Leadership, Business Leadership , PCMS M2O, Market M2O and Philips University M2O Academy. This will require a fundamental change in indirect channel management requiring transparency, closer collaboration, new tools and buy-in from top channel partners. This will enable the channel to shift from product facilitators to providing fresh insights and new ideas to resolve business issues.

As such, responsible for driving the co-development and deployment of Philips sales excellence programs in the PCMS Businesses and Markets globally and develop an indirect channel framework that assesses the capabilities of the indirect channel and provides actions that support the channel to attain the desired goals:

•Indirect channel framework: maturity model with success milestones developed and implemented•G2M: Consistent tools for the channel including value propositions, competitive differentiation, ideal customer profiles, FAQ•Forecast to Plan: support sales cycle processes & strength of deal assessment•Sales Excellence: creates awareness and drives acceptance & adoption of customer focused selling by driving change in sales behavior, training content, consistent marketing messaging across digital, direct and indirect channel

Be a change agent by driving new WoW, behaving and thinking within the Sales organization. Demonstrate innovative thought leadership in sales process execution and markets’ sales team effectiveness

Be one of the key contributors to transform the organization that embeds Sales Excellence characteristics and supports a high performance sales organization to enable accelerated business growth, increased sales effectiveness to create value and impact for our customers and shareholders.

•Ideal candidate is an experienced Sales Professional with an outstanding international commercial background and strong affinity for coaching / teaching•Experienced Sales Professional comfortable and confident to lead discussions at customer C-level across technology, clinical, financial and operational areas in a consultative approach bringing insights and new ideas to resolve customer issues in complex business environments•Mature leader with ability to influence and steer ecosystem and manage multiple stakeholders at various levels of the organization.•Ability to analyze current market, competitive, technical and societal environments in order to translate opportunities into business successes.•Understanding of dynamics and requirements of B2B and B2G business models•Tier 3 level Certified Customer Focused Solution Selling and Sales Excellence Consultant * external certification required by Sales Performance International

In this role, you have the opportunity to

actively develop Philip’ sales channel (direct and indirect) capabilities globally by implementing consistent sales excellence maturity model closely aligned with strategic marketing, product marketing and field marketing cross markets and businesses, in close cooperation with Market Leadership, Business Leadership and Philips University Academy.

You are responsible for

  • Lead /sales excellence improvement programs in line with local & global imperatives and business cadence across sales enablement, Patient Care and Monitoring Systems (PCMS) Business Group Marketing, segment marketing, MARCOM, Markets and Business and Channel partner management

  • Analyze and improve current global business process performance such as the indirect channel framework by identifying & addressing unrewarded complexity and improvement areas.

  • Drive cultural change by using learnings & training methods where possible and monitors progress against agreed upon KPIs

  • Will support Business by supplying and executing on project & transformation management services and deal coaching in highly complex strategic opportunities.

  • Trains basic and advanced global and local sales training programs (internally & externally) on front line sales skills (e.g. Customer focused selling)

  • Coaches PCMS market sales teams, Sales Enablement teams and PCMS marketing & product management teams where needed and deploys sales driven coaching program

  • Drives programs to ensure tightly integrated marketing and sales to enable sales excellence across all channels

  • Shares best practices and adopts innovative ways to transform the PCMS sales channels from product advocates to providing fresh insights and new ideas to resolve customer business issues and ultimately accelerate revenue across products and services.

You are part of

PCMS Sales Excellence Management, responsible for driving the co-development and deployment of Philips sales excellence programs in the PCMS Businesses and Markets globally and develop an indirect channel framework that assesses the capabilities of the indirect channel and provides actions that support the channel to attain the desired goals.

To succeed in this role, you should have the following skills and experience

  • Ideal candidate is an experienced Sales Professional with an outstanding international commercial background and strong affinity for coaching / teaching

  • Typically requires a minimum of 15 years of related experience and a Master’s degree;

  • Experienced Sales Professional comfortable and confident to lead discussions at customer C-level across technology, clinical, financial and operational areas in a consultative approach bringing insights and new ideas to resolve customer issues in complex business environments

  • Proven track record in organizational transformation and change management

  • Strong strategic and analytical thinker who takes the initiative to make a positive impact on the organization

  • Mature leader with ability to influence and steer ecosystem and manage multiple stakeholders at various levels of the organization.

  • Ability to analyze current market, competitive, technical and societal environments in order to translate opportunities into business successes.

  • Understanding of dynamics and requirements of B2B and B2G business models

  • Tier 3 level Certified Customer Focused Solution Selling and Sales Excellence Consultant

  • Team player

  • Fluent in English, additional languages are a plus

In return, we offer you

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. You’ll work in an international agile team with great opportunities for you to connect and learn. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.