Philips Product Specialist - General Care Solutions in Sydney, Australia

Your Challenge

This position is responsible for clinical selling, clinical assessment and solution design, customer demonstration and trial management and change management consultation.

Working closely with the General Care Solutions team assists with business development in the territory, qualification of opportunities, implementation of solutions and ongoing customer relationship management.

Your Responsibilities

Shape and Develop the Market for General Care Solutions

  • Partner to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events

  • Partner to identify market trends and customer needs by providing insights including but not limited to evolving clinical needs, market demographics, competitive activity and economic factors

Business Planning and Opportunity Identification

  • Collaborate to develop a business plan including territory mapping by hospital including Philips and competitor install base to understand upcoming opportunities

  • Uncover and communicate opportunities to PCMS team. Share opportunity visibility by entering the opportunity into SFDC

Solution Selling and Opportunity Qualification

  • Understand and follow the Philips PCMS sales process

  • Build and maintain strong customer relationships with all stakeholders with influence in the customer decision journey

  • Identify and deeply understand customers’ key value drivers

  • Develop value propositions as clinical expert based on customer value drivers identified

  • Participate and deliver customer presentations including to c-suite

  • Ensure that clinical use/clinical applications remain at the core of solution offerings

  • Partner with General Care Solutions team to develop opportunity strategy

Clinical Assessment, Solution Design, Demonstration and Trial Management

  • Act as a change manager, consultant and educator

  • Deeply understand customer-specific clinical processes and requirements

  • Design clinical workflow and configuration

  • Provide content and support to ensure RFPs are completed

  • Coordinate and conduct on-site demonstrations, clinical trials and site visits

Solution Implementation

  • Deliver services as defined in the scope of the project

  • Perform clinical configuration

  • Create, deliver and manage clinical education plans

  • Confirm solution is ready for clinical use and provide support at go-live

  • Be a clinical advocate for customers in escalated situations

Team Collaboration within Philips

  • Work as an integral member of the General Care Solutions and broader PCMS team

  • Consult with CPM regarding project timelines

  • Provide Marketing with input on sales tools, pricing issues, and competitive threats to enable them to best support specialists and provide input to the BIU

  • Maximize the customer experience by presenting a coordinated and efficient One Philips approach

  • Use SFDC, Chatter, and other tools to share knowledge and develop conversations across Philips

  • Support team through product training and education

Ongoing Customer Experience

  • Assess and track customer clinical outcomes and satisfaction

  • Report customer issues to appropriate channel as quickly as possible.

  • Partner with PCMS team to deliver ongoing customer engagement program

  • Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues

Performance and Development

  • Perform against established performance goals and metrics

  • Take responsibility for your own personal and professional development, including all required training

  • Participate as an active member of the team, sharing your experience and knowledge with others.

  • Use and comply with standard processes and guidelines

  • Develop strong knowledge of markets, competitors, and industry trends for products

  • Demonstrate the Philips Behaviors in all interactions

We Are Looking For

  • Tertiary qualification in Nursing with at least 5 years clinical nursing experience

  • Additional tertiary qualifications in business an advantage

  • 5 + years of hospital clinical sales experience within the medical device industry

  • Experience in selling integrated solutions (hardware & software) would be advantageous

  • Demonstrable change management and consultation skills with an understanding of patient workflows within patient monitoring

  • Previous experience in general care, patient deterioration committees and/or rapid response teams an advantage

  • Executive presentation and communication skills

Your Challenge

This position is responsible for clinical selling, clinical assessment and solution design, customer demonstration and trial management and change management consultation.

Working closely with the General Care Solutions team assists with business development in the territory, qualification of opportunities, implementation of solutions and ongoing customer relationship management.

Your Responsibilities

Shape and Develop the Market for General Care Solutions

  • Partner to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events

  • Partner to identify market trends and customer needs by providing insights including but not limited to evolving clinical needs, market demographics, competitive activity and economic factors

Business Planning and Opportunity Identification

  • Collaborate to develop a business plan including territory mapping by hospital including Philips and competitor install base to understand upcoming opportunities

  • Uncover and communicate opportunities to PCMS team. Share opportunity visibility by entering the opportunity into SFDC

Solution Selling and Opportunity Qualification

  • Understand and follow the Philips PCMS sales process

  • Build and maintain strong customer relationships with all stakeholders with influence in the customer decision journey

  • Identify and deeply understand customers’ key value drivers

  • Develop value propositions as clinical expert based on customer value drivers identified

  • Participate and deliver customer presentations including to c-suite

  • Ensure that clinical use/clinical applications remain at the core of solution offerings

  • Partner with General Care Solutions team to develop opportunity strategy

Clinical Assessment, Solution Design, Demonstration and Trial Management

  • Act as a change manager, consultant and educator

  • Deeply understand customer-specific clinical processes and requirements

  • Design clinical workflow and configuration

  • Provide content and support to ensure RFPs are completed

  • Coordinate and conduct on-site demonstrations, clinical trials and site visits

Solution Implementation

  • Deliver services as defined in the scope of the project

  • Perform clinical configuration

  • Create, deliver and manage clinical education plans

  • Confirm solution is ready for clinical use and provide support at go-live

  • Be a clinical advocate for customers in escalated situations

Team Collaboration within Philips

  • Work as an integral member of the General Care Solutions and broader PCMS team

  • Consult with CPM regarding project timelines

  • Provide Marketing with input on sales tools, pricing issues, and competitive threats to enable them to best support specialists and provide input to the BIU

  • Maximize the customer experience by presenting a coordinated and efficient One Philips approach

  • Use SFDC, Chatter, and other tools to share knowledge and develop conversations across Philips

  • Support team through product training and education

Ongoing Customer Experience

  • Assess and track customer clinical outcomes and satisfaction

  • Report customer issues to appropriate channel as quickly as possible.

  • Partner with PCMS team to deliver ongoing customer engagement program

  • Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues

Performance and Development

  • Perform against established performance goals and metrics

  • Take responsibility for your own personal and professional development, including all required training

  • Participate as an active member of the team, sharing your experience and knowledge with others.

  • Use and comply with standard processes and guidelines

  • Develop strong knowledge of markets, competitors, and industry trends for products

  • Demonstrate the Philips Behaviors in all interactions

We Are Looking For

  • Tertiary qualification in Nursing with at least 5 years clinical nursing experience

  • Additional tertiary qualifications in business an advantage

  • 5 + years of hospital clinical sales experience within the medical device industry

  • Experience in selling integrated solutions (hardware & software) would be advantageous

  • Demonstrable change management and consultation skills with an understanding of patient workflows within patient monitoring

  • Previous experience in general care, patient deterioration committees and/or rapid response teams an advantage

  • Executive presentation and communication skills