Philips Zone Director, Healthcare Alliances (South Zone) in Home Worker, Massachusetts

Zone Director, Healthcare Alliances (South Zone)

Your Responsibilities:

AE Responsibility

  • 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

  • Contracting

  • Aid in negotiations as needed

  • Council and coach

  • Building partnerships

  • 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

Zone Responsibility

  • Achieving Zone IDN AOP

  • Monthly IDN roll up report to ZVP and VP National IDN Program, include

  • Top opportunities across all AEs

  • Deal specific

  • Bundle buys

  • 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

Region Responsibility

  • 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

  • Opportunity analysis

  • 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.

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