We are currently looking for a Business Development Manager to drive our Nordic Market’s business (Denmark, Sweden, Norway, Finland) to the next level, focusing on Philips healthcare informatics solutions. If you find high motivation in business development with deep focus on commercial management and sales, and you have significant experience in the local or Nordic healthcare informatics market, then this could be the right opportunity for you.
Own the commercial success of the Philips informatics solutions portfolio in the Nordic market such as Radiology Informatics (PACS, data management, artificial intelligence, performance management), Oncology Informatics, and Population Health Management.
Develop and execute a market growth plan in close partnership with the global businesses, including and not limited to:
Develop and implement sales account strategies in cooperation with the Nordic countries’ sales teams to meet financial objectives.
Provide market information such as current trends, sales techniques, application of informatics solutions in healthcare for their Market to the Business Units, leveraging marketing intelligence and deep insights in customer and competitor landscape including ‘win-back’ strategies.
Lead the large deals as needed in the local markets following a hands-on, diligent and proactive approach
Responsible for complex sales negotiations, attend sales presentations and close sales deals together with local market sales teams
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 related to performance, forecasts, market trends, competition, and growth opportunities.
Activate the entire local markets commercial organization in selling/position your portfolio towards customers.
Drive the go-to-market, leveraging partners, exploring alternative business models with customers and developing innovative channels for rapid market access and business development.
Develop customer acquisition and retention strategies, including underpinning plans to execute, within the local market.
Develop and maintain a close partnership with the service team to ensure high customer satisfaction, long term relationships, and profitability.
Responsible for order intake, revenue, sales forecast accuracy & health, year-over-year growth, profitability/cost control and delivery against market plans.
Shape deals, pro-actively managing accounts, building C-level relationships and staying informed about future commercial opportunities coming up in order to build a winning proposal when the opportunities surface to the market.
Develop a future funnel of C-suite opportunities.
We are looking for
Proven ‘Informatics/Software’ sales and services portfolio experience and business results
Proven success in managing and developing healthcare Informatics/Software business, including concrete understanding of the impact of both short and long term decisions.
Proven ownership in the delivery of the business plans agreed upon, including the sales targets established.
Senior proven experiences in hands-on sales and services for healthcare informatics solutions such as PACS or EMR with deep focus on driving a proactive process (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 ability to drive the healthcare 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).
Strong ability to qualify leads quickly and target most qualified as a priority.
Understand the different channel models and able to create new channel opportunities by activating the broader healthcare/informatics ecosystem.
Deep understanding of healthcare needs, pain points, and trends.
Understanding of both the core healthcare informatics portfolio and the market dynamics and competitive landscape, which enables you to have detailed conversations with potential and existing customers as an expert.
Deep and robust Healthcare IT network
Established healthcare relationships (with deeper focus on C-Level) within the market.
High communication skill proficiency and strong executive presence to successfully interact with key stakeholders (especially at the C-Suite, constituents that are decision makers and stakeholders).
Proven network among the Healthcare IT eco-system (Software partners, System Integrators, etc.).
Proven leadership in a highly matrixed environment
Strong influencing skills.
Ability to build strong relationships in the market both internally among 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.
The position can be based in Copenhagen, Stockholm or Helsinki.
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 https://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. Learn more by watching this video at https://youtu.be/ocnMFp1JBuM .
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at https://www.careers.philips.com/professional/global/en/workingatphilips on our career website, where you can read stories from our employee blog at https://www.careers.philips.com/global/en/blog-unexpected . Once there,you can also learn about our recruitment process at https://www.careers.philips.com/global/en/recruitmentprocess , or find answers to some of the frequently asked questions at https://www.careers.philips.com/global/en/faq .