Philips Key Account Manager/Market Expansion Sales in San Francisco Bay Area, Massachusetts
Market Growth & Expansion Planning - encompassing individual customer planning actions/requirements – is the baseline competency for preparing for success in this position. This plan is developed leveraging market data intelligence gathering (to include demographic, competitive, economic, public and private services players/influencers, and overall service delivery systems within each key market), strong analytical skills, resourcing assignment capabilities, excellent communication and collaboration across PLL resources to include direct manager, and ability to reduce strategic planning to tactical actions. This plan will be the roadmap for the success of the role.
Develops customer growth & expansion plan in conjunction with key customer decision makers in organizational leadership roles (C-Suite and/or principals) and stakeholders within assigned geographic markets with the goal of meeting or exceeding assigned revenue and subscriber growth objectives. Including:
Intense market opportunity, threat, strength & weakness review
Business model optimization
Customer mapping, relationship development, and growth goal setting
New business relationship opportunities
Deliver on growth expectations – in both revenue and organic subscribers – by effectively targeting, proposing, negotiating and contracting with meaningful new channel & partnership organizations and individuals. Targeting is the critical first step that comes from effective overall Market Growth & Expansion Planning.
Act as team-leader in the coordination of delivering excellent customer service and experience between customer and various internal Philips Home Monitoring departments to ensure that customer’s service needs and expectations are exceeded.
Work to proactively resolve situations that have the potential to escalate into more serious issues – leveraging all available PLL resources – as this role has responsibility for any key customer/program losses.
Manage service projects as required to support key customer relationships
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
Effectively interacts with senior level stakeholders in internal and external environments.
Effectively communicates, both in verbal and written form. Educating, persuading, challenging, and motivating desirable action.
Support team development through mentoring assignments and through support of training new team members.
Document all sales and service activities in SalesForce.com
Maintain active sales funnel (via SalesForce.com) to enable and ensure both goal attainment and accurate monthly revenue forecasting.
In this Key Account Manager , Expansion role for Philips Lifeline, you have the opportunity to do all that a sales manager aspires to do. Not only maintain but be a hunter for sales growth while being a part of the Philips Lifeline team that grows the business promoting the personal response service and other home monitoring products /services through B2B healthcare channels.
This is not a position selling equipment but a B2B health care Key Acct role that will be responsible for delivering comprehensive consultative growth & expansion (hunter) planning disciplines to current and newly contracted strategic Philips Lifeline customers.
To be based in San Francisco covers San Francisco and northern CA
You are responsible for
-Developing B2B Philips Lifeline customer growth & expansion plan in conjunction with key healthcare customer decision makers in organizational leadership roles (C-suite) and stakeholders within assigned geographic markets with the goal of meeting or exceeding assigned revenue and subscriber growth objectives including:
• Intense B2B market review for opportunity, threat, strength and weakness
• New business relationship opportunities and Multi-product positioning
-Deliver on growth expectations in both revenue and organic Philips Lifeline PLL subscribers - by effectively targeting, proposing, negotiating, and contracting with meaningful new channel and partnership organizations and individuals.
-Act as team leader in the coordination of delivering excellent customer service and experience between customers and various internal Philips Home Monitoring departments to ensure that customer's service needs and expectations are exceeded.
- Work to proactively resolve situations that have the potential to escalate into more serious issues - leveraging all available PLL resources - as this role has the responsibility for any key customer/ program losses.
-Manage service projects as required to support key customer relationships
-Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Provides manager ongoing updates as required on assigned opportunities
-Effectively interacts with senior level stakeholders in internal and external environments.
-Effectively communicates, both in verbal and written form.
-Maintain active sales funnel (via Salesforce.com) to enable and ensure both goal attainment and accurate monthly revenue forecasting.
• Utilizes networking venues (conferences, seminars, trade shows, etc.) to build productive relationships
• Develops competitive/industry contacts to keep up with trends, changes and opportunities
• Plans, prioritizes and organizes all sales related administrative activities/reports to ensure timely and effective execution
• Completes all required administrative functions while adhering to Lifeline’s policies and procedures
• Operates within assigned budget.
• Demonstrates proficiency in planning, organization, and time management skills
You are a part of
Philips Lifeline sales team that works at achieving their sales goals to be a top player across the US in Personal Response services as well as the Global Philips Health Tech team. This is a dynamic team that has a focus with determination.
To succeed in this role, you should have the following skills and experience –
- Previous experience building relationships with B2B customers and C Suite selling experience
-BS or BA degree preferred or healthcare sales experience equivalent
- Healthcare sales experience preferred
-Travel up to 30%
In return, we offer you
Opportunity to continue to build a territory for Philips Lifeline as well as be eligible for high quality benefits that take effect the first day you start work.
Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .
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.