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Philips Business Marketing Manager, Enterprise Imaging informatics, Latam in Ciudad de Panama, Panama

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Your challenge

The Business Marketing Manager for LATAM Market, Enterprise Imaging will drive business leadership for the Enterprise Imaging portfolio with deep focus on commercial/sales management. If you have significant experience in the local Enterprise Imaging informatics market and proven marketing leadership in the imaging informatics domain, then this maybe the right opportunity for you.

Your responsibilities

  • Own the commercial success of the Enterprise Imaging portfolio in the local markets

  • Lead the Enterprise Imaging strategy in the region from a sales and marketing standpoint

  • Drive perfect NPIs (New Product Introductions) in the region for new versions and products

  • Develop and execute a market growth plan in close partnership with the global businesses category including and not limited to:

  • Develop and implement sales account strategies in cooperation with the regional and local teams to meet financial objectives.

  • Provide market information such as current trends, sales techniques, application of informatics solutions in healthcare, leveraging marketing intelligence and deep insights in customer and competitor landscape. In mature markets: pro-actively target competitor’s accounts. Where relevant: builds and deploys ‘win-back’ strategies.

  • Responsible for complex sales negotiations, attends sales presentations and closes sales deals

  • Develop account plans with their potential targets and collaborate with broader account plans when already an existing customer of Philips.

  • Drive and enable a profound collaboration within the local markets to put in place structured market development plans, underpinning the ‘what’ and the ‘how’.

  • Engage in continuous dialogues with the global businesses category related to performance, forecasts, market trends, competition, and growth opportunities.

  • Activate the entire local markets commercial organization in selling/position your portfolio towards customers.

  • Develop and maintain a close partnership with the service team and imaging team to ensure high customer satisfaction, long term relationships, and profitability.

  • Lead the large deals in the local market following a hands-on, diligent and proactive approach (customer facing, building a winning strategy for each deal with the Business Unit, Sales account manager, Market-to-Order organization and the District).

We are looking for

  • Proven ‘Informatics/Software’ sales and services portfolio experience and business results

  • Proven success in managing an Informatics/Software P&L, including concrete understanding of the impact of both short and long term decisions.

  • Strong understanding of the Advanced Visualization portfolio to be able to drive customer discussions independently

  • Proven ownership in the delivery of the business plans agreed upon, including the sales targets established.

  • Proven experiences in hands-on sales and services (making things happen vs. waiting for things to happen). Experience includes the know-how of positioning, why it is important, consultative “solution selling” vs. product and functionality.

  • Strong understanding of informatics processes: funnel management, target setting, forecasting, proposals, pricing, contracting, ordering, delivery, customer satisfaction. Proven ability to prioritize efforts and get closure to meet targets.

  • Proven understanding of the Sales process of the local market from engagement to contract signature (RFI, Tender process, timelines to order, contract requirements, close strategy).

  • Deep understanding of healthcare needs, pain points, and trends especially Radiology departments

  • Understanding of both the core advanced visualization and AI portfolio and the market dynamics and competitive landscape, which enables you to have detailed conversations with potential and existing customers as an expert.

  • Ability to be a drive and sustain a hunter attitude within the sales team. Ability to open more customer opportunities/segments and to operate outside of our traditional customers installed base.

  • High communication skill proficiency (local language and fluent English), both speaking and writing, inter-cultural awareness, and strong executive presence to successfully interact with key stakeholders (especially at the C-Suite, constituents that are decision makers and stakeholders).

  • Proven leadership in a highly matrixed environment

  • Experience in working in a matrix environment of large corporations (local market, global business unit, annual plan cycle, etc.).

  • Strong influencing skills.

  • Ability to build strong relationships in the market both internally among Account Managers (other sales) team members and key target customer.

  • Ability to work collaboratively in diverse environment between the Market and Global Business Units.

  • Entrepreneurial spirit and experience

  • Entrepreneurship spirit for a fast-growing solution in the market and high aspiration for conquering the local market: can-do attitude, creative mindset, searching for solutions rather than bringing issues, strong drive and focus on results, belief that we can win, ability to move or get around barriers to success.

  • Ability to collaborate with the global business units as an integral part of the team. Ensure we sell what we have today and collaborate to improve the solutions to win more in the future.

In return we offer you

the opportunity to lead one of the most innovative businesses for Philips Latin America.

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.

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