Business Development Manager - Managed Services
The need for alternative and complex solutions in the healthcare market is increasing rapidly and Philips Managed Services is at the forefront of this innovation. This role is to identify, develop and bring to life new business opportunities. Building on existing and new customer relationships to ensure Philips is the number one provider of Managed Services within the Healthcare industry. The BDM is expected to operate and interface at Procurement, Hospital Directorate and Executive level executing relationship capabilities to drive business growth with Customers based in the Midlands and Southern Regions
Role and responsibilities include but are not limited to:
Lead cross-functional teams to develop Managed Service business.
Work with the Business Manager to develop and deliver new business models against strategy.
Develop and maintain opportunity funnel, working closely with Strategic Marketing support and the District sales teams
Determine customer needs and insights first hand, by working closely with the Districts and their customers.
Develop bid solutions in line with customer needs, mitigate organisational risks and maximise strategic benefits
Build customer relationship in readiness to engage in longer term plans; advisory, consulting capacity. Be seen as a trusted advisor to the customer.
Negotiate and generate agreements with customers utilising market knowledge to maximise leverage.
Utilise skills in acquiring deep knowledge and understanding of the customers organisation and wider healthcare ecosystem to build and influence the customers choice for Philips portfolio over our competitors
Collaboration with internal and external stakeholders to leverage opportunities
Exhibit leadership skills to drive projects through to successful completion
Prepare professional bid documents for contract based bids and capture learnings for the preparation of future pro-active propositions.
Design, implement and maintain appropriate processes for managed contracts.
Test propositions for market & customer fit as well as sustainable delivery. Review results against expected business outcome.
Support fellow team members in defining and achieving strategic goals and in winning prioritised projects.
Prepare and implement training and communication plans for the MS business.
You will be positioned within the Managed Service team, part of the Healthcare Informatics Solutions and Service (part of the Solutions CoE team) business with specific responsibility for the Managed Services in the South of the UK and supporting other regions as required including Ireland. Reporting to the Managed Services Business Manager, the team comprises business development managers, bid mangers and operations managers who manage existing contracts.
You will work closely with supporting functions in Finance, procurement, customer services and Modality business units as well as the District teams. You will coordinate where necessary with the Integrated Solutions Centre based centrally in Eindhoven.
The Solutions CoE team comprises Consultants and Modality Sales specialists for the Solutions CoE product, software and services portfolio.
This position will be based in the field and from home. We are looking for candidates based in the South of England (travel outside of this area will be expected)
Degree level education or equivalent
Proven track record in a sales, account management or business development role preferably in Healthcare or B2B
Knowledge of processes and structures within the healthcare market Experience in high value, complex solutions design and selling.
Experience of working within and preferably leading a cross functional team
Operates confidently in a digital world utilizing social media where necessary to leverage and build on business opportunities.
Ability to identify sales opportunities and promote a commercial innovation portfolio leveraging all areas of the business to support sales growth
Experience of delivering high levels of customer service and comprehensive PC Skills
At least 5 years relevant experience.
And the following technical knowledge and behavioural skills
Knowledge of processes and structures within the healthcare market.
Understands and has knowledge of equipment range, commercial offerings and innovations
Ability to identify sales opportunities and promote product and commercial innovation portfolio leveraging all areas of the business to support sales growth
Experience of delivering high levels of customer service
Experience of working with high value complex bids
Experience of managing long term solution bids
‘Hands On’ experience of pulling together bids, contract documents
Ability to translate customer needs into marketable and deliverables propositions
Understanding of NHS structure, commissioning, procurement, provision and challenges.
High literacy and competence in preparing written customer proposalsBehavioural Skills
Ability to challenge, empower and work collaboratively across the business, sharing knowledge and skills with a drive to increase pace and improve effectiveness
Integrates deep insight about customers, competitors and markets to act to ensure we achieve winning customer-centric strategies
Ability to work flexibly, accepting of stretch targets and works to tight deadlines and targets. Acts with a sense of urgency and resilience to deliver on commitments
Build trust by demonstrating openness and honesty in communication with others and engages in courageous conversation
Ability to leverage the diversity of talent in others to maximize business opportunities and to work cross-functionally
Demonstrates ability to endorse meaningful change and transformation to drive business growth
Ability to generate fresh ideas to open up new opportunities that outpace the competition
Operates flexibly to meet customer requirements
Utilising deep listening and market insights to gain competitive advantage focusing on making a difference for the customer.
Ability to build rapport and sustain relationships with customer based on trust and integrity at all levels
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 . 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 on our career website, where you can read stories from our employee blog . Once there,you can also learn about our recruitment process , or find answers to some of the frequently asked questions .