Philips Zone Director, Healthcare Alliances (South Zone) in Home Worker, Massachusetts
Zone Director, Healthcare Alliances (South Zone)
Direct Management of the Zone AEs
Set clear Role and Responsibilities/Expectations with AEs
Mentor and train AEs
Manage performance including corrective actions as needed
Monitor ABPs and assess quality
Support and drive Deal management / bundle buy process
Aid in negotiations as needed
Council and coach
Coach and help refine account strategies
Share best practices from the Zone and National AEs
Engage and manage comp, AOP, internal and external conflict scenarios
Achieving Zone IDN AOP
Monthly IDN roll up report to ZVP and VP National IDN Program, include
Top opportunities across all AEs
Must win deals
Contracts pending, issues and concerns
Hot sites IDNs
Detail problems and solutions
Track and review Zone IDN analytics
Engage in monthly call with ZVP to review IDN activity
Provide Zone Rack and Stack for AEs
Drive Account Plan development and Executive Challenges as required
Understand AE/Philips position in the IDN
Drive and measure AE/Team connections at C-suite/VP levels
Review strategies to connect and progress reports
Coach for results
Review Account strategies with AE/RM
Schedule Executive Challenge by IDN as needed
Set clear expectations with AE/RM on content and format
Preview with AE/RM before connecting with E-Team
Lead rhythm calls with AEs on regular basis
Set clear agenda
Follow up with meeting notes and action items
Report out to leadership on learnings as appropriate
Plan and lead Zone AE meetings as needed
Plan Agenda based on input from leadership and AEs
Schedule and host con calls with speakers as needed
Function as Zone AE advocate and coach
Collect AE input
Engage AEs on reporting, comp and role progress issues
Attend Zone Meetings and Report out on Zone IDN/National Account Performance
Report out to National Team on learnings
Review AE rack and stack with RMs
Co-Create development plan for AEs in the Region
Review IDN performance by AE and present recommendations
Review IDN reports/analytics specific to Region accounts with AE and RM Bi-monthly
Lead Account evaluation at year end and manage account adjustments
Co-develop business case with RM for adding future AEs
IDN assessment criteria
Engage RMs on interviews for new AEs
Co-develop and drive Gap plans with AE and RM specific to underperforming IDNs
We Are Looking For:
Minimum four-year university degree. MBA preferred.
Demonstrated ability to lead a sales force in medical device or industry. Demonstrated success for managing a direct sales team
Minimum of 10+ years of sales, consulting, or provider experience in the US healthcare space working directly with healthcare providers at the senior leadership level.
Knowledge of the healthcare provider market, payors, and the interaction between hospital systems and suppliers.
Demonstrated ability to think “outside the box” and adapt to changing environments.
Experience with large complex hospitals or IDN systems preferred.
Proven track record in establishing comprehensive winning strategies at a C-level.
Candidate will have knowledge and experience in negotiating large commercial transactions as well as long term contracts.
Strong executive level selling, negotiation, and facilitation skills are required.
Outstanding communication and presentation skills required.
Ability to evaluate sales analytics such as funnel and booking information to identify trends and opportunities.
Ability to analyze the financial statements of a health system to identify client needs.
Experience in leading teams to deliver client success.
Experience selling into accounts that are characterized by a complex sales cycle with multiple decision makers
Be conversant in industry/market trends and client business challenges. 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.