Philips Sales, Senior Director – DXR Market Business Manager (National) in United States of America - Home Based, Massachusetts
We simplify healthcare by focusing on the people in the care cycle, patients, and care providers. Through combining human insights and clinical expertise, we aim to improve patient outcomes while lowering the burden on the healthcare system. Philips delivers advanced solutions for both health professionals, to meet the needs of patients, and empowered consumers for affordable healthcare whether in hospital or at home.
Build the Market Strategy to Deliver on the Product Line/BIU/BG Profitable Market Share Growth Commitments
Drive the Annual Operating Plan (AOP) through the BMC handshake process for PL/BIU/BG.
Act as GM in market in support of the BMC handshake commitments.
Work with Field Marketing and Sales Support Center to effectively position products and solutions through price, channel and promotion, including the launch of NPIs.
Responsible for monthly & quarterly business reviews (MPR, QPPM, etc.) with Finance and resulting gap plans for recovery.
Work with Field Marketing to drive the translation of market insight to tangible, actionable data that can be utilized for future positioning and product development.
Accountable for managing the price realization for target pricing, as defined by Field Marketing.
Ensure that the team is skilled and knowledgeable on how to support AM/Sr. AE/AE in competitive price configuration, value-based selling, negotiation tactics and closing strategies.
Per the deal pricing approval process, Market Leader’s pricing decisions for each PL will be delegated to a trained SSC delegate, with thresholds defined jointly with Finance.
Champion the Voice of the Customer
Own key luminary relationships for the market in collaboration with the local sales teams.
Drive customer loyalty by aligning the necessary resources within the BIU to drive resolution of product reliability and product gaps.
Ensure the customers are satisfied and issues are resolved through the escalation process.
Coach the specialist team to support the customer during deliver, install and post-installation.
Team Within Philips
Build a strong internal network to support the delivery of value to our customers.
Maximize the customer experience by presenting a coordinated and efficient One Philips approach to the customer.
Initiate collaboration with internal partners to validate and execute the Great Sales Plan and deal execution.
Develop internal relationships to drive resolution of customer issues.
Utilize OneSource, SFDC to share knowledge and develop conversations.
Demonstrate the Philips behaviors in all interactions.
Own How the Customer Experiences Philips
Create a consistent understanding and behaviorbi within the team on their role in supporting the customer experience.
Ensure that the team provides support of the AM/Sr. AE/AE on the clinical and technical aspects of the solution sale and customer presentation.
Work to remove barriers, delays and disruptions that prevent the field teams from exceeding customers’ expectations.
Support the objectives of the new Go-to-Market model by ensuring the Sales Specialists are.
10 + years of experience in the healthcare industry
Sales management experience
Broad knowledge of healthcare industry
Strong knowledge of direct and indirect sales channels and processes
Proven successful track record Sales and marketing communications
Strategic thinking individual with excellent implementation skills
Extensive experience in a large matrix organization
Field sales/customer experience required
Bachelor’s degree. MBA desired.
Here at Philips WE ARE Working Together for a Better Tomorrow:
Philips' dedication to enriching lives is reflected in our company, our solutions, and a commitment to our people. Philips products lead to improved healthcare, faster diagnosis and better patient outcomes. Philips employees change lives every day.
Enjoy endless opportunities to learn, and develop your career in the directions to which you aspire. Philips Healthcare is a place where you will work with others whose far-reaching ideas and accomplishments have impacted over 200 million lives already. Please help us determine what’s next. Your ideas and ability to deliver will help to transform the future of healthcare, and allow you to create your own legacy.
Thanks to our employees, we are at the forefront of the Healthcare industry. Healthcare providers, backed by our many market leading solutions, are able to diagnose confidently, improve care, and increase the quality of life for patients across North America each and every day.
Advance your career in an environment that supports work-life balance, health & well-being and continuous learning. Making a difference begins right here, where you come first.
Find out more info about Philips at www.philips.com/na/careers .
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.