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Philips Sales, District Leader - Diagnostic Imaging (West) in United States of America - Home Based, Massachusetts

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We simplify healthcare by focusing on the people in the care cycle, patients, and care providers. Through combining human insights and clinical expertise, we aim to improve patient outcomes while lowering the burden on the healthcare system. Philips delivers advanced solutions for both health professionals, to meet the needs of patients, and empowered consumers for affordable healthcare whether in hospital or at home.

You are responsible for:

Developing and Executing the DI Sales Strategy for the District

  • Drive sales/Apex strategies to ensure there is a comprehensive executable plan to attain financial objectives and grow market share.

  • Work with the IDN team and marketing organization to drive execution of sales strategies.

  • Drive OIT and revenue, accurate forecasting and achievement of business-specific sales AOP and BIU goals.

  • Develop strong knowledge of market, accounts, competition and industry trends.

  • Responsible for aggregating competitive and pricing trends in their market and communicating with Field Marketing on issue and sales tools needs.

Collaborating to Drive Business Results

  • Work closely with Region Sales Manager and Sr. Account Executive to support account strategies for their respective product line and determine proper resource allocation to close deals.

  • Ensure that the Specialist team supports the Sales team - particularly emphasizing solution definition, competitive/clinical position and pricing strategies - and has the tools necessary to bring clinical and technical knowledge and solutions to customers.

Leading the Sales Specialist Team to Win

  • Build a robust team through hiring, succession planning and onboarding.

  • Set clear expectations and communicate regularly to promote understanding.

  • Drive the team to actively engage in the entire sales process and have accountability from Visibility, Qualification, Presentation, and Closing

  • Ensure that the team is skilled and knowledgeable on how to support AM/Sr. AE/AE in developing effective product line strategies in the Great Sales Plan (GSP) and hold them accountable for their results.

  • Foster a culture of teamwork and information sharing.

  • Craft a strong culture of development by building the clinical skills and knowledge of the team.

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

  • Ensure the usage of standard processes and guidelines.

  • Assess technical product knowledge and sales skills and provide training to fill knowledge gaps.

  • Coach Sales Specialist in solution design and differentiation and positioning Philips to win VOC.

  • Monitor team and individual performance against business goals and metrics.

Owning How the Customer Experiences Philips

  • Coach Sales Specialists to partner with AM/AE in designing and delivering solutions that meet the customers’ expectations.

  • Ensure customer issues are addressed and resolved.

  • Leverage product expertise to provide AM/AE with account-specific solutions to customers’ business needs.

Teaming within Philips

  • Build a strong internal network to support the efficient delivery of value to customers, execute deals and resolve customer issues.

  • Maximize the customer experience by teaming up and presenting a One Philips approach to the customer.

  • Initiate collaboration with internal partners to validate and execute the Sales Strategy.

  • Create partnership to share knowledge across BIU, Clinical Science and Corporate Research.

  • Ensure an effective collaboration process between AM/AE and Sales Specialists during the sales process.

You are a part of:

You will be part of the Diagnostic Imaging (DI) organization which develops breakthrough diagnostic devices designed around patients’ needs. Our DI organization – which includes our MRI and X-ray systems - is one of the core areas in our Diagnosis and Treatment business, the largest business group within Philips. Our ambient solution is just one example, allowing patient experience to be comfortable while collecting diagnostic data.

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

  • 8+ years of experience in the healthcare industry

  • Sales management experience

  • Broad knowledge of healthcare industry

  • Advanced knowledge of direct and indirect sales channels and processes

  • Proven successful track record of sales and marketing communications

  • Critical thinking individual with excellent implementation skills

  • Extensive experience in a large matrix organization

  • Field sales/customer experience required

  • Bachelor’s degree. MBA desired.

In return, we offer you:

Sharpen your talents with new challenges in our dynamic organization. As a market-driven company, we’re used to listening to our customers & apply the same thinking to our employees. We offer a competitive salary, outstanding benefits and flexibility in a career with a positive and supportive atmosphere in which to develop your talents further.

Why should you join Philips?:

Working at Philips is more than a job. It’s a calling to build 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. 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.

It is the policy of Philips to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to age, color, citizenship, disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, marital or domestic partner status, military or veteran status, national origin, pregnancy/childbirth, race, religion, sexual orientation, or any other category protected by federal, state and/or local laws. Philips is an equal employment opportunity and affirmative action employer Disability/Veteran.

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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