Philips Sales, Field Representative - Sonicare and Zoom Whitening (Manhattan East) in New York, Massachusetts

RESPONSIBLE for:

CUSTOMER, PATIENT and CONSUMER FOCUS: FSR must be able to bring the Philips Sonicare, Philips Zoom and Oral Care brands’ voices to life in office by working with the Dental Provider office teams to develop strong dispensing and recommendations plans. The FSR must be externally focused on the changing needs of the dental professionals, patients and consumers in the respective market.

• Serve as the key contact to the Dental Profession, with the main priority to drive Professional Product Usage, Recommendation, and Dispensation of Philips Sonicare, Philips Zoom and the Oral Care portfolios.

• Gain mastery of Philips clinical product knowledge and the dental marketplace to be a trusted customer advisor while insuring brand integrity is met.

• Develop and execute territory business plan based on driving product usage, recommendation and sales results within existing, new, and Enterprise accounts.

BIAS FOR ACTION: FSR must be action-oriented while managing the CRM (Powercerv) and cognos tools, must be able to drive the territory sales partner teams and dental professional partners forward with strong communication.

• Utilize CRM system, Sales Management Data, and Dashboard tools on a daily basis to track call activities and order entry

• Analyze all aspects of a situation to gain thorough insight to make decisions, solve problems and find solutions that translate into win-win opportunities which work best for internal stakeholders and our customers.

• Course-correct plans depending on market and sales conditions

BUILDING TALENT and TEAMS: FSR must work with territory support partners to maximize reach and frequency field coverage. The FSR must be able to collaborate with and lead a team of junior field sales representatives.

• Cultivate successful partnerships with internal sales and marketing teams to efficiently maximize territory coverage.

• Build Professional Educator and Industry Key Opinion Leader relationships to drive recommendations and sales to include participation in dental conventions, local dental/hygiene associations & study clubs and dental/ hygiene schools

• Serve as a resource for Philips Oral Healthcare, the Dental Professional Division, and the broader regional team.

ACCOUNTABILITY and RESPONSBILITY: FSR must establish clear expectations for him or herself and respective territory support partners, holding people accountable through the use of all available data points.

• Take ownership and understanding of territory sales numbers to maximize efforts that include territory support team collaboration, in-office merchandising, and marketing program deployment

• Effectively manage trunk stock and territory expense budgets.

Our offer

Philips Personal Healthcre business offers rich, new consumer experiences that meet consumers’ desire for wellness and pleasure throughout each part of their day and during key milestones throughout their life. We are a highly entrepreneurial organization, passionate about developing innovations that meet consumer’s personal health & well-being needs in a unique way, relative to their Mind, Body, and Appearance. Philips CL Group is one of three market-driven sectors within Royal Philips Electronics that delivers lifestyle solutions aimed at improving the lives of 3 billion people a year by 2025, and provides a unique opportunity for each employee to create their legacy in life through their work in a way that is personally meaningful to them.

We are looking for:

CUSTOMER MANAGEMENT and SELLING ESSENTIALS

-Leverages Philips information and technology to make optimum business decisions with Philips’ Dental Professional customers. Consistently applies project management, structured selling and negotiation techniques to achieve the Customer Business Plan.

• Knows how and when to use the appropriate structured selling, negotiation, and business communication techniques to achieve business objectives

• Leverages data and information to enhance selling effectiveness

• Manages events and implements projects efficiently

• Utilizes Philips clinical information and customer technologies to enhance DP business plans and in office plan execution

• Identifies opportunities and resources to maximize what is needed to Win in the Dental Office

IN-OFFICE PRACTICE BUILDING and MERCHANDISING OPTIMIZATION

-Prepares a business plan for effective communication of the Philips portfolio story and in-office elements of the patient care process. Engages Philips and Customers teams involved in the in-office process. SRM leads the Philips team to effectively implement Philips plans visible to Dental Professionals, patients and consumers.

• Effectively translates consultative practice building techniques and in-office merchandising objectives into office level implementation

• Anticipates DP dispensing and recommendation challenges and takes up-front action to ensure KPI delivery

• Understands and selects the right promotional tactics to optimize sales

• Executes the plan efficiently

• Tracks and analyzes implementation to ensure compliance to set guidelines, takes prompt action to correct problems and win against competition

• Regularly reviews plan internally with territory support team and SRM, and externally with Dental Professional Partners

• Ensures inside and junior support partners have right capabilities, skills, resources and information to deliver Philips objectives

TERRITORY SALES MANAGEMENT

-Delivers results through effective plan development & strategic business plan execution to maximize DP touch-point reach and frequency. FSR must achieve sales quotas, expense targets, trunk stock allocations, and competitive KPIs expectations, such as Sonicare Dispensation, trial, and retail recommendation rates

• Develops and cultivates key Dental industry relationships to establish Sonicare & Zoom as the leading oral healthcare brands, enhancing Dental Professional endorsement ( MOR) and achieving long-term sales objectives

• Maintains a solid competency of the full Philips product portfolio and the selling process with an ability to transfer knowledge to new hires

• Identifies opportunities and resources to maximize what is needed to Win in the Dental Office

• Mentors field and inside territory sales partners providing frequent coaching and leadership in various aspects of their skill sets to meet collective sales goals

• Directs continuous improvement initiatives within key processes, including revenue forecasting, expense management, customer relationship management, competitive insight & sales coverage prioritization

• Partners with Sales Planning, Marketing, Professional Relations, Trade Show teams to identify all available resources as strategic and tactical business plans are developed

COMPETENCIES AND ABILITIES

PERFORMANCE DRIVE: Must identify actions necessary to complete tasks, meet/exceed results, remain focused, and drive effective planning and execution. FSR’s must have winning mindset to stay on point to meet goals regardless of obstacles or adverse circumstances. They must respond well to coaching and feedback.

TEAM COMMITMENT: Must be highly influential among dental professional partners and territory field/inside support team members. FRS’s must be able to work effectively in a highly collaborative manner. They must be team players in sharing all challenges, opportunities, and successes through a strong supportive role.

LEADERSHIP: Must possess strong leadership qualities externally with a positive attitude at a high energy level with a growth mentality. Must prioritize and pursue territory objectives in an organized, efficient manner, using milestones to gauge results. Must maintain/exceed required level of Key Performance Indicators (KPI’s) activity toward achieving goals and is highly motivated without direct daily supervision requirement.

COMMUNICATION: Must initiate and develop business relationships among diverse backgrounds, multiple management levels, and customer titles, with positivist and ease. Must consistently communicates, both written and verbally, with clarity and thoughtfulness, easily making connections amongst previously unrelated positions.

PROBLEM SOLVING: Analyzes all aspects of a situation to gain thorough insight to make decisions, solve problems and find solutions that translate into win-win opportunities which work best for internal stakeholders and our customers.

QUALIFICATIONS:

• 4-year college Bachelor’s Degree

• Exceptional written, verbal, phone and presentation skills

• Ability to quickly learn new concepts and processes

• Computer proficiency in CRM systems, MS Office (ppt, excel, word, Outlook) and iPad applications

• Must be willing to relocate to live in territory

• 3 to 5 years of previous sales experience with a track record of success achieving all sales objectives

• Previous experience selling products business to business

o Previous dental or medical experience is a plus but not essential

• Overnight travel is approximately 30% to 50%

Ready to start improving lives by putting your personal skills & passions to work? Apply Today!

Organizational Overview:

At Philips Oral Healthcare, we are dedicated to the prevention, diagnosis and treatment of periodontal diseases to improve patient’s oral health and overall well-being. We are passionate about improving quality of life with solutions designed around the needs of dental professionals and their patients. Our tradition of innovation combined with our ability to anticipate market needs has made Philips Oral Healthcare a global leader in the markets we serve with brands such as Sonicare, Zoom Whitening, NiteWhite, DayWhite, Fluoridex and BreathRx.

Your Challenge:

The Field Sales Representative (FSR), is responsible for all account management activities for the Dental Professionals within your assigned geographic territory. As a product expert, your primary responsibilities include driving professional product usage and brand recommendations while meeting and/or exceeding sales targets. Through office visits, the FSR details the latest innovation of the Philips product portfolio to key dental professionals including Dentists, Dental Hygienists, Dental Assistants and Dental Team Members. By building strong, strategic sales partnerships, the FSR drives Sonicare as the #1 MOR (Most Often Recommended) Power Toothbrush and solidifies the Zoom brand as the #1 patient-requested professional whitening system. The FSR also consults on our full-line of Oral Care brands to build a healthy Oral Care plan for our Dental Practices.

Your Responsibilities:

• The Philips Sonicare, Philips Zoom and Oral Care portfolio link to Dental Professionals within an assigned geographic territory

• Achieving established revenue growth expectations for dental practices within assigned territory

• Selling the Philips Oral Healthcare product portfolio to dental professionals to dispense or use with patients

• Full understanding the science and clinical significance behind the Sonicare power toothbrush, Zoom Whitening and Oral Care products

• Responsible for direct business-to-business selling and professional product detailing

• Primary responsibilities include driving professional product usage, brand recommendations (MOR, Most Often Recommended), and meeting/exceeding direct sales targets

• Builds strong strategic consultative sales partnerships with Dental Professional stakeholders including Specialists, Dentists, Dental Hygienists, Dental Assistants and Dental Team Members

• Develop and execute territory business plan based on driving product usage, recommendation and sales results within existing, new, and Enterprise accounts.

• Utilize CRM system, Sales Management Data, and Dashboard tools on a daily basis to track call activities and order entry

• Cultivate successful partnerships with internal sales and marketing teams to efficiently maximize territory coverage

• Organizing territory to allow for efficient and effective coverage of all dental professional offices within territory geography

• Build Professional Educator and Industry Key Opinion Leader relationships to drive recommendations and sales to include participation in dental conventions, local dental/hygiene associations & study clubs and dental/ hygiene schools

• Utilizes Philips clinical information and customer technologies to enhance DP business plans and in office plan execution

• Effectively translates consultative practice building techniques and in-office merchandising objectives into office level implementation

• Understands and selects the right promotional tactics to optimize sales

• Completing all administrative duties as per company policy

• Achieve all established key performance indicator expectations

• Develop partnerships with Inside Sales team to maximize territory coverage & efficiency

• Manage sales expenses responsibly

Your Profile:

• Bachelor’s Degree, required.

• Exceptional written, verbal, phone and presentation skills

• Ability to quickly learn new concepts and processes

• Computer proficiency in CRM systems, MS Office (PowerPoint, Excel, Word, Outlook) and iPad applications

• A minimum of (3) years of Business to Business sales experience with a track record of success achieving all sales goals/quotas/objectives

• Dental or Medical Sales experience is a plus, but not required.

Our Offer:

Philips Personal Healthcare offers a rich, new consumer experience that meet consumers’ desire for wellness and pleasure throughout each part of their day and during key milestones throughout their life. We are a highly entrepreneurial organization, passionate about developing innovations that meet consumer’s personal health & well-being needs in a unique way, relative to their Mind, Body, and Appearance. Philips Personal Healthcare is the consumer-focused business within Royal Philips that delivers lifestyle solutions aimed at improving the lives of 3 billion people a year by 2025, and provides a unique opportunity for each employee to create their legacy in life through their work in a way that is personally meaningful to them.

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.