Philips Sales Specialist - Radiology (Southeast US) in Home Worker, Massachusetts

Sales Specialist – Radiology (South East US)

Your Challenge:

Own 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.

Your Responsibilities:

  • 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 and deliver the solution specific content 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.

  • Partner with HIT AM/AE to coordinate on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.

  • Partner with HIT 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 HIT 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 HIT AM/AE, as needed.

  • Collaborate with HIT 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.

  • Participate in the business development of the territory.

  • Develop deep customer needs analysis.

  • Drive visibility by understanding business opportunities in the region, including emerging markets.

  • Partner with HIT AM to ensure funnel is robust and capable of meeting AOP.

  • Attend accountability calls with HIT AM and ZVP to provide input and background.

  • Create customer quote based on the specific customer needs and requirements.

  • Manage any necessary change orders.

  • Coordinate the creation of the SOW in collaboration with SCS.

  • Provide content and marshal internal resources to ensure RFPs are completed.

  • 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 Core AM/AE.

  • Use SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.

  • Support the HIT team through informal product training and education.

  • Share best practices with internal colleagues.

  • 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.

We Are Looking For:

  • Previous sales experience required.

  • 5+ years of demonstrated healthcare experience or equivalent combination of education and experience.

  • Demonstrated understanding of clinical workflow and supporting technologies.

  • Outstanding communication skills and demonstrated customer follow-up.

  • 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, organizational skills, a self-starter and independent thinker with the aptitude to work autonomously

  • Must live in assigned territory.

Our Offer:

  • Philips is a leading health technology company focused on improving people’s health and enabling better outcomes across the health continuum from healthy living and prevention, to diagnosis, treatment and home care. Philips leverages advanced technology and deep clinical and consumer insights to deliver integrated solutions. The company is a leader in diagnostic imaging, image-guided therapy, patient monitoring and health informatics, as well as in consumer health and home care. Headquartered in the Netherlands, Philips posted 2015 sales of EUR 16.8 billion and employs over 70,000+ employees with sales and services in more than 100 countries. News about Philips can be found at www.philips.com/newscenter .

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.

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