Philips Regional Sales Director, Southwestern & Northern Ontario in Markham, Ontario

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Job Title

Regional Sales Director, Southwestern & Northern Ontario

The Regional Sales Director is responsible for managing the assigned region, including meeting or exceeding order volume and revenue targets and operational budgeted costs.

You will be responsible for insuring the Account Managers and Account Executives work together synergistically to achieve the total region goals and objectives

Build the Regional Sales Strategy

  • Develop strong knowledge of market, accounts, and competition and industry trends and utilize in creation of Regional Sales Strategy Develop a Regional Sales Strategy to achieve or exceed goals, metrics and expectations

  • Ensure the Regional Sales Strategy represents the full One Philips product portfolio including services

  • Direct the development of Account Manager Business Plans, consolidating all plans into a Region Plan for BP and Stakeholder alignment Communicate and drive execution of the Regional Sales Strategy.

  • Communicate overall strategy with all stakeholders to include specialists and service. Adapt new GTM strategies to align with evolving customer needs

Drive Regional Business Results

  • Monitor, analyze, and drive sales metrics and results

  • Manage and drive funnel growth and forecast accuracy across all product lines

  • Coach Account Managers in executing their business and hold them accountable for their results. Participate in customer meetings to closure

  • Develop and leverage relationships to assist the sales team in deal execution

  • Responsible for funnel, forecast, regional profitability and AOP performance

Own How the Customer Experiences Philips

  • Create and sustain relationships with senior players at major accounts

  • Coach the sales team to meet and manage customer expectations throughout the sales process. Ensure customer issues are resolved through the escalation process

  • Coach the sales team to support the customer during deliver, install, and post-installation

  • Act as AE for assigned Account(s) develop and execute a Strategy of support and growth.

  • Create and sustain relationships with CXOs at major accounts

  • Develop the Account Strategy and Plan, address customer business issues using Philips product and service solutions Coordinate execution with key stakeholders to support the customer and the strategy realization Ensure customers are satisfied and ensure any issues are resolved through the escalation process.

Team within Philips

Build a strong internal network to support the delivery of value to our customers and execute deals. Maximize the customer experience by presenting a coordinated and efficient One Philips approach to the customer. Initiate collaboration with internal partners to validate and execute the Regional Sales Strategy and deal execution. Develop internal relationships to drive resolution of customer issues. Utilize OneSource, SFDC to share knowledge and develop conversations across Imaging Systems. Demonstrate the Philips behaviors in all interactions.

Lead the Sales Team to Win

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

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

  • Coach Account Manager and Account Executives to create winning account and deal strategies which includes a One Philip approach to the customer

  • Build a strong regional team through hiring, succession planning, and onboarding. Set clear expectations and communicate regularly to promote understanding. Foster a culture of teamwork and information sharing

  • Create a strong culture of development by building the skills and knowledge of the sales team. Create a strong performance growth culture

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

  • Minimum of 10 years of industry or sales experience involving complex bundled deals

  • 5 + years of sales management experience in an environment involving complex bundled deals

  • Consistent and successful sales track record & results: over quota performance, forecast accuracy, balanced portfolio, and competitive wins.

  • Demonstrates superior industry knowledge on market trends, products and current Philips product portfolios and uses this knowledge to his/her advantage.

  • BS/BA in Business, Engineering, Associates, RT certification or equivalent experience

  • Ability to effectively manage assigned territory

  • Medical capital equipment sales experience or work experience in the Healthcare field

  • Strong leadership and team building skills and ability to effectively leverage other people.

  • Strong executive level selling, negotiation and facilitation skills.

  • Financial analysis skills for doing ROI, NPV, ROA, etc.

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.

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. Learn more by watching this video .

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 .

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