Philips Sales, Zone Lead – Diagnostic Imaging (West Zone) in United States of America - Home Based, Massachusetts

DI Zone Sales Leader

Responsibilities and Key Activities

RESPONSIBILITY 1

Develop and Execute the DI Sales Strategy for the Zone

  • Drive zone sales/Apex strategies to ensure there is a comprehensive executable plan for the zone to attain financial objectives and grow market share.

  • Work with the IDN team and marketing organization to support the execution of the Sales Strategy.

  • Drive OIT and revenue, accurate forecasting and achievement of business-specific sales AOP and BIU goals.

  • Develop strong knowledge of market, accounts, competition and industry trends.

  • Responsible for aggregating competitive and pricing trends in their market and communicating with Field Marketing on issue and sales tools needs.RESPONSIBILITY 2 Collaborate to Drive Business Results

  • Work closely with Region Sales Manager and Sr. Account Executive to support account strategies for their respective product line.

  • Work closely with Region Sales Manager and Sr. Account Executive to determine proper resource allocation to close deals.

  • Ensure that the Specialist team has the tools necessary to bring clinical and technical knowledge and solutions to the customer.

  • Ensure that the Specialist team supports the Sales team, particularly emphasizing solution definition, competitive/clinical positioning and pricing strategies.RRESPONSIBILITY 3 Lead the Sales Specialist Team to Win

  • Build a strong team through hiring, succession planning and onboarding.

  • Set clear expectations and communicate regularly to promote understanding.

  • Drive the specialist team to actively engage in the entire sales process and have accountability from Visibility, Qualification, Presentation, and Closing

  • Ensure that the team is skilled and knowledgeable on how to support AM/Sr. AE/AE in developing effective product line strategies in the Great Sales Plan (GSP) and hold them accountable for their results.

  • Foster a culture of teamwork and information sharing.

  • Create a strong culture of development by building the clinical and technical skills and knowledge of the Sales Specialist team.

  • Develop and practice effective coaching skills to create a high-performing team.

  • Ensure the usage of standard processes and guidelines by the sales team.

  • Assess team and individual technical product knowledge and sales skills and provide training to fill knowledge gaps.

  • Coach Sales Specialist in solution design and differentiation and positioning Philips to win VOC.

  • Monitor team and individual performance against business goals and metrics.RESPONSIBILITY 4 Own How the Customer Experiences Philips

  • Coach Sales Specialists to partner with AM/AE in designing and delivering solutions that meet the customers’ expectations.

  • Ensure customer issues are addressed and resolved.

  • Leverage product expertise to provide AM/AE with account-specific solutions to customers’ business needs.RESPONSIBILITY 5 Team within Philips

  • Build a strong internal network to support the efficient delivery of value to our customers, execute deals and resolve customer issues.

  • Maximize the customer experience by teaming up and presenting a One Philips approach to the customer.

  • Initiate collaboration with internal partners to validate and execute the Sales Strategy.

  • Create partnership to share knowledge across BIU, Clinical Science and Corporate Research.

  • Ensure an effective collaboration process between AM/AE and the Sales Specialist during the sales process.

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.

Your Responsibilities:

Develop and Execute the DI Sales Strategy for the Zone

  • Drive zone sales/Apex strategies to ensure there is a comprehensive executable plan for the zone to attain financial objectives and grow market share.

  • Work with the IDN team and marketing organization to support the execution of the Sales Strategy.

  • Drive OIT and revenue, accurate forecasting and achievement of business-specific sales AOP and BIU goals.

  • Develop strong knowledge of market, accounts, competition and industry trends.

  • Responsible for aggregating competitive and pricing trends in their market and communicating with Field Marketing on issue and sales tools needs. Collaborate to Drive Business Results

  • Work closely with Region Sales Manager and Sr. Account Executive to support account strategies for their respective product line.

  • Work closely with Region Sales Manager and Sr. Account Executive to determine proper resource allocation to close deals.

  • Ensure that the Specialist team has the tools necessary to bring clinical and technical knowledge and solutions to the customer.

  • Ensure that the Specialist team supports the Sales team, particularly emphasizing solution definition, competitive/clinical positioning and pricing strategies. Lead the Sales Specialist Team to Win

  • Build a strong team through hiring, succession planning and onboarding.

  • Set clear expectations and communicate regularly to promote understanding.

  • Drive the specialist team to actively engage in the entire sales process and have accountability from Visibility, Qualification, Presentation, and Closing

  • Ensure that the team is skilled and knowledgeable on how to support AM/Sr. AE/AE in developing effective product line strategies in the Great Sales Plan (GSP) and hold them accountable for their results.

  • Foster a culture of teamwork and information sharing.

  • Create a strong culture of development by building the clinical and technical skills and knowledge of the Sales Specialist team.

  • Develop and practice effective coaching skills to create a high-performing team.

  • Ensure the usage of standard processes and guidelines by the sales team.

  • Assess team and individual technical product knowledge and sales skills and provide training to fill knowledge gaps.

  • Coach Sales Specialist in solution design and differentiation and positioning Philips to win VOC.

  • Monitor team and individual performance against business goals and metrics. Own How the Customer Experiences Philips

  • Coach Sales Specialists to partner with AM/AE in designing and delivering solutions that meet the customers’ expectations.

  • Ensure customer issues are addressed and resolved.

  • Leverage product expertise to provide AM/AE with account-specific solutions to customers’ business needs. Team within Philips

  • Build a strong internal network to support the efficient delivery of value to our customers, execute deals and resolve customer issues.

  • Maximize the customer experience by teaming up and presenting a One Philips approach to the customer.

  • Initiate collaboration with internal partners to validate and execute the Sales Strategy.

  • Create partnership to share knowledge across BIU, Clinical Science and Corporate Research.

  • Ensure an effective collaboration process between AM/AE and the Sales Specialist during the sales process. Your Profile:

  • 8+ 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 of 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.

Our Offer:

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.

#LI-JC1

INDSales1