Sales, Account Manager – Diagnostic Cardiology (East Zone)
In this role, you have the opportunity to:
Establish and nurture key relationships within the Northeast market. Act as liaison between device channel partners and internal Philips partners to best service install base, customers and win new diagnostic cardiology business.
You are responsible for:
Manage your Business
Deep insights of customer needs, with the proven ability to define and articulate the value of Philips Diagnostic Cardiology Solutions.
Support MR channel with interoperability and connectivity solutions.
Identify and close new IECG business in assigned territory
Owns the customer experience including challenges with current solutions and vendors/partners.
Own customer satisfaction and the overall experience within your assigned territory.
Own, manage and drive the Business Line partnering with Enterprise AE, RSM's, IDN, CCAM and Zone Connected Care Regional Business Manager (CC RBM).
Design and quote a value rich diagnostic cardiology solution with the ability to communicate solution via a winning proposal to ultimately become the preferred vendor to win business.
Quarterly Business Plan aligned with channel partners.
Demonstrated ability to develop strategies to convert competitive accounts.
Market Visibility and Understanding of your Customer
Understands national and regional market dynamics.
Demonstrated ability to complete Business Territory Planning
Completes Install Base Strategic Planning
Owns Customer Management and expectations
Deep knowledge of competitive solutions and landscape in your territory.
Identify market trends and adapt engagement strategy
Development of competitive selling strategies
Understanding of clinical practice and workflow changes
Sell into Market, Balanced Selling
Owns Account specific quarterly account plans including Install Base & EOL Strategies.
Partner with customer to sell solutions and services within your assigned territory.
Establish value Proposition that aligns with customer needs
Provides effective collaboration and utilization of broader team (CC RBM, AE, RSM, Service, IDN and TCAM, PMC, other assigned AMs, etc.)
Drive development of new opportunities for IECG and device business
Meet and exceed AOP quarterly
Funnel Health to achieve balanced selling and IB growth
Quoting accuracy per solution defined for customer eliminating need for “make rights”
Report win/loss in SFDC for quarterly activity
SFDC Accuracy - ensure quality funnel daily update customer notes, weekly committed Opp., monthly best case and funnel
You are a part of
You are part of the East Zone Monitoring Analytics and Therapeutic Care Regional Business Development team, reporting into the General Care National Director. You will partner closely with your Regional Connected Care Account Manager(s) and Account Executive(s).
To succeed in this role, you should have the following skills and experience
Minimum of 8 years of field sales experience with a Bachelor’s degree or 5 years and a Master’s degree; or equivalent work experience.
Fundamental understanding of diagnostic cardiology and clinical pathways
Medical Capital Sales Experience, Preferred
Cardiology Experience Preferred.
Ability to work with prospects to develop strong business solution cases coupled with solid closing skills
Results-oriented approach, high energy, balanced with a “take charge” attitude with teamwork and collaboration
Excellent verbal, presentation, and written communication skills
Clean driving record
Deep Product Knowledge and expertise within the diagnostic cardiology product line.
Clinical background preferred
Ability to quickly demonstrate expertise an establish credibility with clinical decision makers.
Confident with developing relationships with C-suite executives.
Demonstrated ability to communicate the Connected Care Strategy.
Demonstrated Team Collaboration.
Ability to assess potential applications of company products to meet customer needs and prepare detailed product specifications for the development and implementation of customer products/applications/solutions.
In return, we offer you
Sharpen your talents with new challenges in our dynamic organization. As a market-driven company, we’re used to listening to our customers & apply the same thinking to our employees. We offer a competitive salary, outstanding benefits and flexibility in a career with a positive and supportive atmosphere in which to develop your talents further.
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 .
It is the policy of Philips to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to age, color, citizenship, disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, marital or domestic partner status, military or veteran status, national origin, pregnancy/childbirth, race, religion, sexual orientation, or any other category protected by federal, state and/or local laws. Philips is an equal employment opportunity and affirmative action employer Disability/Veteran.
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.