Philips Sales, Business Development Manager, eICU (Midwest) in United States of America - Home Based, Massachusetts

BDM responsible for the identification, prospecting, developing and closing new eICU/eAcute customer accounts. Works independently and in collaboration with the One Philips sales team. See file attachment for full details.

In this role, you have the opportunity to

Owns and secure new eICU customers in assigned territory by uncovering and securing new opportunities, developing competitive positioning, and owning the sales process to a closed order. The Business Development Manager partners with eICU sales team and AE to qualify opportunities, design and present winning solutions. Responsible for business analysis and forecasts; owns achieving business goals and forecasting for the assigned territory.

You are responsible for

  • Develop a SWOT analysis by IDN in assigned geography. Establish competitive positioning and understand upcoming opportunities.

  • Build and execute a Territory Business Plan that supports achievement of your Quota.

  • Build and manage your funnel in SFDC. Accurately forecast your funnel using metrics to achievement goals.

  • Identify and drive to close your top opportunities for each month and quarter.

  • Develop deep customer needs analysis by account as component of sales process and business plan

  • Drive visibility by understanding business opportunities in assigned geography.

  • Share opportunity visibility by entering, tracking and documenting activity in SFDC. This includes all opportunities, correspondence with the respective prospect, competitor names, projected deal value, number, pipeline status for the deal, expected close date, and other pertinent opportunity data

  • Accountability to ensure the new business funnel is robust, clean, and well managed for assigned territory and capable of meeting or exceeding assigned AOP.

  • Attend and participate in accountability/forecast calls to provide input and background as deemed appropriate.

  • Adherence to agreed-upon sales process and methodology, including consistent use of job aids, templates and other required documentation in support of such processes

  • Ability to demo the system at a high level in a professional and proficient manner. Coordinate with application specialist for deep dive.

  • Participate in marketing activities as needed

  • Price and present all fees in accordance with the pricing process and price list in effect at the time of quote

  • Seek approval for any discount to be offered prior to presentation to the prospect

  • Coordinate internal resources to ensure RFPs are completed in a timely and professional manner.

  • Partner with Sales Director/AE, using business knowledge and understanding, to develop a deal strategy configured to win.

  • Partner with Solution Delivery Consultant to develop eICU solution strategy as clinical, technical, and knowledge expert to win VOC.

  • Lead and deliver the solution specific content of customer presentations including clinical, operations, and financial positioning and benefits.

  • Partner with AE as appropriate to coordinate on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.

  • Assist in closing Strategic Partner deals with Sales Director

  • Coordinates eICU team selling approach via Application Specialist, SME, Service Delivery Consultant, and Account Manager as appropriate in sales cycle.

You are a part of

Philips (NYSE: PHG, AEX: PHIA) is a leading health technology company focused on improving people's health and enabling better outcomes across the health continuum from healthy living and prevention, to diagnosis, treatment and home care. Philips leverages advanced technology and deep clinical and consumer insights to deliver integrated solutions. The company is a leader in diagnostic imaging, image-guided therapy, patient monitoring and health informatics, as well as in consumer health and home care. Headquartered in the Netherlands, Philips' health technology portfolio generated 2015 sales of EUR 16.8 billion and employs approximately 69,000 employees with sales and services in more than 100 countries. News about Philips can be found at www.philips.com/newscenter .

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

  • Previous Csuite sales experience required.

  • 5+ years of demonstrated healthcare technology sales experience required

  • Proven track record in prospecting and selling emerging technologies into new markets

  • Demonstrated ability to manage complex and consultative sales engagements

  • Strong knowledge of consultative selling methodology and understanding of sales process and use of sales automation tools

  • Strong verbal and written communication skills

  • Skilled at orchestrating sales processes and quarterbacking a sales team.

  • Ability to quickly demonstrate expertise and establish credibility with clinical decision makers.

  • The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in sales approach.

  • Characteristics: Competitive Nature, Entrepreneurial, Sharp Negotiating Skills, Consultative and Disciplined.

  • Must have significant healthcare technology and consulting sales

  • Travel required

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

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.

As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.

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