Philips Healthcare IT Solutions - Sales Consultant in Eindhoven, Netherlands

Healthcare IT Sales Consultant

Job Description

P r i m ar y R o l e:

Realizes the assigned Radiology Informatics (PACS, data management, advanced visualization) order intake for the region by making and executing an annual business plan. Identifies prospect commercial, legal and clinical needs, discusses IT solutions with the customer, the impact on his/her organization and business goals

Ensures optimal planning, coordination and execution of complex order acquisition approaches in cooperation with assigned software customer services personnel, District Manager and Business Marketing Manager.

Clearly positions the value proposition of our respective solutions with key customer stakeholders.

Supports the project bid team with pricing, legal and contract issues during the acquisition process.

Organizes and performs customer presentations and presales demos (usually together with application consultant)

Makes customer cost benefit analysis / Return Of Investment and guides customer through financial outcomes.

Ensures that prospects are fully aware of the contents of Statement of Work of contract along with Terms and Conditions.

Maintains an active and robust sales funnel that support sales forecast for overachievement of annual target

Maintains contacts in hospital:

Hospital DMU/management, IT department, appropriate clinical departments.

Reports important events, win/loss analysis, competitive activity and unfulfilled customer requirements and market trends.

Key Responsibilities

Strategic Management

  • Develop and communicate strategic sales plans and grow market share and sales revenue

  • Capture new customer accounts

  • Drive additional sales into existing Philips install base customer accounts

Sales Management

  • Execute sales projects to capture larger business opportunities and maximise sales results through integrated offerings of products/services which cross business lines

  • Manage professionals in all aspects of account planning, sales process execution, co-ordination, and delivery

  • Facilitate resolution of major sales objections and customer escalations presented by customers to sales representatives

  • Present credible experience/solutions to the key decision makers

  • Assist Healthcare IT Business Marketing Manager to manage and drive the sales funnel, sales reporting programs as well as other sales methodologies sponsored by the company throughout the sales organisation of the market

  • Ensure on-going, market focus in building strong relationships with key customers in order to build/maintain the credibility required to keep the business of these customers

  • Ensure contract negotiations are coordinated appropriately

Skills and Experience:

The post holder must have the following knowledge and experience:

  • Proven track record in IT Sales / Business Development (5+ year’s successful Healthcare Sales/marketing experience with emphasis on software and services sales and or software and services delivery to hospitals).

  • Highly developed financial management / commercial skills

  • Experienced in selling to the Governmental and private market segments

  • Knowledge of healthcare trends, industry standards and successful strategies for hospital

  • Sales

  • Knowledge of sales territory management and account planning skills.

  • Strong large scale IT Sales Management experience selling complex, multi-site / regional IT solutions into ecosystem

  • Previous experience in sales and marketing

  • High level of knowledge of IT hardware infrastructure and requirements of different Healthcare IT environments

  • Ability to communicate at a technical level with Healthcare IT personnel and negotiate on implementation requirements.

  • Strong clinical experience and knowledge of imaging workflows and analysis methods

  • Good knowledge of competitive market offerings in Radiology IT and advanced viewing.

  • Contract management, contract negotiations and risk mitigation strategy experience

  • Demonstrated ability to operate in a large multinational company (like Philips) to secure internal support from multiple stakeholders in product development, finance & services

  • Proven examples of identifying and overcoming organisational boundaries.

  • Market insight: understand it, develop it and build plans around it.

  • Ability to communicate & negotiate in a compelling way at C level.

  • Track record in working with strategic partners in the wider Healthcare IT ecosystem, including solution providers

  • Proven ability to work as a team player, but able to lead bids, and manage/influence colleagues to support requirements to deliver successful bid that is commercially viable.

Required Competencies:

  • Adaptability

  • Creativity and Innovation

  • Consistency

  • Decisiveness

  • Independence

  • Integrity

  • Leadership

  • Ability to leverage diversity

  • Able to deal with ambiguity

  • Ability to persuade, influence and negotiate using proven skills in successful management, sales process and procedures

  • Ability to demonstrate consistent closing techniques throughout the sales cycle

  • Ability to manage multiple, diverse projects and sales events simultaneously

  • Strong conflict management and customer service skills

  • Excellent communication skills

  • Excellent presentation skills

  • Budgeting skills

Qualifications:

  • Bachelor’s/master’s degree preferred

In this role, you have the opportunity to

  • Realizes the assigned Radiology Informatics (PACS, data management, advanced visualization) order intake for the region by making and executing an annual business plan. Identifies prospect commercial, legal and clinical needs, discusses IT solutions with the customer, the impact on his/her organization and business goals

  • Ensures optimal planning, coordination and execution of complex order acquisition approaches in cooperation with assigned software customer services personnel, District Manager and Business Marketing Manager.

  • Clearly positions the value proposition of our respective solutions with key customer stakeholders.

  • Supports the project bid team with pricing, legal and contract issues during the acquisition process.

  • Organizes and performs customer presentations and presales demos (usually together with application consultant)

  • Ensures that prospects are fully aware of the contents of Statement of Work of contract along with Terms and Conditions.

  • Maintains an active and robust sales funnel that support sales forecast for overachievement of annual target

  • Maintains contacts in hospital:

  • Hospital DMU/management, IT department, appropriate clinical departments.

To succeed in this role, you should have the following skills and experience

  • Proven track record in IT Sales / Business Development (5+ year’s successful Healthcare Sales/marketing experience with emphasis on software and services sales and or software and services delivery to hospitals).

  • Experienced in selling to the Governmental and private market segments

  • Knowledge of healthcare trends, industry standards and successful strategies for hospital

  • Strong large scale IT Sales Management experience selling complex, multi-site / regional IT solutions into ecosystem

  • High level of knowledge of IT hardware infrastructure and requirements of different Healthcare IT environments

  • Ability to communicate at a technical level with Healthcare IT personnel and negotiate on implementation requirements.

  • Strong clinical experience and knowledge of imaging workflows and analysis methods

  • Good knowledge of competitive market offerings in Radiology IT and advanced viewing.

  • Demonstrated ability to operate in a large multinational company (like Philips) to secure internal support from multiple stakeholders in product development, finance & services

In return, we offer you

A path towards your most rewarding career. Philips is growing its marketing capability enterprise wide. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities. Furthermore, Philips University is available to all employees for learning and development opportunities

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 .