Philips Account Manager - Sleep & Respiratory Care (Western Australia) in Perth, Australia
1 Purpose and Mission
The Account Manager is responsible to drive the growth and professional preference for all of SRC products (excluding RDD) to any assigned Hospital accounts and Specialist referrers within a defined geographical territory.
The Account Manager’s objective is to drive the sales growth of the Sleep & Respiratory Care (SRC) Business in the Hospital setting, developing joint strategies alongside the relevant colleagues to maximise sales and consequentially, leading to Philips and Sleepeasy brand awareness.
This role will apply strong strategic product and services mindset, commercial thinking, stakeholder management, problem solving ability and interpersonal skills, underpinned with sound respiratory clinical understanding in order to best position the Philips products and Sleepeasy as devices and therapy of preference within the hospital and Specialist referring accounts.
This is achieved through (although not exclusively), Hospital Sleep Labs/Respiratory Departments, (physicians, clinical staff, procurement, finance, biomedical engineering, lab technicians), Physicians, Pharmacies, GPs as required, relevant government health bodies and tender management teams.
This role represents dual priorities in terms of customer type, conducts customer product demonstration and information sessions, training, sales negotiations, business development and all other relevant activities to grow the business.
There is a strong element of teaming up in the role to develop a strategic approach through the region in order to serve business priorities as they arise.
(Major Area of Contribution)
Deliver territory sales target
- Meet sales revenue target on a period, quarterly and annual basis for B2B, B2C Sleepeasy Business on territory
All SRC product line (excluding RDD)
- Meet each product category sales target on a period, quarterly and annual basis.
Develop Key relationships with selected customer bases to drive and grow business
- Conduct, drive and grow sales revenue – measured by feedback from customers, sales and repeat sales revenue
Develop a full product and disease state knowledge
Maintain current product and disease state knowledge, ensure capability to converse with key stakeholder to conduct and grow business in the field with all stakeholders.
Roll out training including competency based and ‘train the trainer’ sessions where appropriate.
Construct training as appropriate for customers (existing and new)
Use these opportunities to further upsell and cross sell where appropriate
Develop strategy alongside Sleepeasy Educator for your region to best define approach for each Hospital within the region.
Implement strategy utilising key stakeholders in all parts of the purchase cycle to ensure relationships, support, training and upselling occurs
Work in partnership with Sleepeasy Educator , Technical Specialists and HC Reseller
Joint visits where appropriate
Hand over solid and detailed leads to Sleepeasy Territory Manager from referring physicians
Follow up and ensure implementation of any agreed contracts
In addition to the Key Responsibilities above:
Map (periodically) the SRC product & solutions market opportunity with assigned accounts, identifying key hospital accounts, diagnostic providers, leading Physicians, key purchasing bodies, key decision makers, key clinicians – then prioritizing to develop specific sales actions plans alongside reseller Account Manager and Clinical Support Specialist to help customers achieve clinical/commercial outcomes and grow our sales
Direct Clinical Sales Specialist to key growth & revenue generating activities within their assigned geography.
Make sales calls, ask for orders, work with customers to expand business opportunities, ensure products are properly presented and that customers are aware of product changes, new releases, etc.
Work with MDM (Product Manager) – SRC on pricing, quotes, shipping, resolving order problems, etc as required
Maintain CRM records of territory, customer order potential, status of sales in progress and provide feedback to management on a regular basis.
Regularly call on all assigned customers to promote and sell assigned products through consultative selling and strategic negotiation.
Drive brand preference for assigned sleep products, solutions and accessories through increased face time and visibility with the key sleep stakeholders
Participate in Local/ Australia/ New Zealand trade shows, conventions and exhibitions promoting the sleep product portfolio as required
3 Knowledge and Skills
2 years + Sales Process, Account Management, Consultative Selling
Knowledge of hospital purchasing
Clinical or paramedical background in Respiratory/Sleep Medicine (desirable)
Knowledge of medical devices (highly desirable)
Possess a clinical/Science background/education (diploma/degree) (desirable)Identified skills to be competent in this role include:
A strong sales ability and drive for results
Solid teaming and knowledge sharing ability
An ability to create and capitalise on opportunities
Absorb clinical and technical information
Manage different customer bases
Analyse and interpret reports - sales revenue/customer/product and Medicare statistics.
Manage expenses within budgeted guidelines
Computer skills - Word/Excel/PowerPoint
4 Key Relationships
Internal partnerships local & international (Finance, Sales & Marketing, Sleepeasy, Customer Support & Operations, HR, IT, QMS plus others as required)
Physicians (Sleep & other associated)
Hospital Sleep Labs (lab managers, sleep technicians and other associated staff)
Public Health and government bodies (Hospital Administrators, tender boards, program administrators & other staff as above) A significant part of the role will be to identify, meet and build relationships with key physicians with the aim of developing Sleepeasy referrals either in Sleep or Ventilatory patients alongside your Sleepeasy Educator colleagues. Due to the complex nature of the healthcare industry in Sleep and Respiratory medicine, “out of the box” thinking is required in order to be innovative and identify ways to drive revenue, market share and growth within the Philips’ SRC business.
5 Key Challenges
The successful candidate will develop strong working relationships with all stakeholders across the patient pathway to grow the business in a competitive market; manage our customer bases, prioritise time and territory coverage, and respond to competitor’s activities and the market dynamics.
Philips is a leading global healthcare company aiming to improve the lives of 3 billion people by 2025. We strive to make the world healthier and more sustainable through innovation developed across a broad range of Imaging, Information and Monitoring systems. With nearly 40,000 employees working in 100 countries, we are committed to helping create meaningful moments of care, whether in the hospital room, the living room or the boardroom.
Our Sleep and Respiratory business is passionate about providing solutions that lead to healthier patients, healthier practices, and healthier businesses. We believe that effective sleep and respiratory management empowers patients to rediscover confidence and the freedom to live a fulfilling life by restoring their ability to sleep and breathe naturally
As the Account Manager, Sleep & Respiratory, you will be responsible for driving profitable growth in Western Australian territory within resellers and hospital business. You will represent and promote a broad range of leading edge medical equipment ranging from CPAP machines, Oxygen Concentrators and Ventilation devices.
In this challenging and varied role, you will be responsible for dual priorities in regards to customer type, customer product demonstrations, information sessions, training, sales negotiations, business development and all other relevant activities to grow the business.
Apart from growing your territory and meeting assigned sales targets, through effective territory mapping, business development and sales negotiation, you will also conduct customer product demonstrations & information sessions, provide clinical & product support and training.
Your proven track record in medical device sales, sound business acumen with the ability to capitalize on opportunities, coupled with your multilevel stakeholder experience and ability to build customer relationships at all levels, will be your key to success in this role.
We are also looking for:
3 – 5 years Consultative Selling or Account Management experience within medical devices
Knowledge of hospital purchasing process
Clinical knowledge or background in Respiratory, Sleep Medicine or Sleep related disease, would be highly desirable
Ability to interpret reports – sales revenue, customer, product and Medicare statistics
Exceptional time management and prioritization skills
As a market-driven company, we're used to listening to our customers & apply the same thinking to our employees. You will be working with a highly passionate and diverse team of business professionals committed to providing the very best service and outcome to customer and patient. We offer a competitive salary, on-going training and development opportunities, outstanding benefits and flexibility in a career with a positive and supportive atmosphere in which to develop your talents further.
Join us, and you'll get to see the benefits of your work in so many ways.