In this role you will have the opportunity to:
The North American Market Leader MCS & NBS will be responsible for Philip’s vast array of Medical Consumable Solutions (MCS), New Born Solutions (NBS) and Vital Signs Monitoring (VSS) leading an organization of 28 Sales Professionals led by 2 District Sales Managers, reporting into the NA Market Leader Specialty Markets and Consumables with a focus on driving Philips Behaviors, exceeding AOP, and driving a championship results-oriented culture.
You will be responsible for the following;
Collaborate with sales management, field marketing, and Business Group to ensure the appropriate strategies and sales approaches are being implemented.
Collaborate with sales leadership and businesses to develop, execute, and measure a channel strategy focusing primarily on Annuities, Distributors and JITs, and Point of Sales.
Leads MCS / NBS Forecast and Funnel Management Strategies and collaborates with the Market Leader General Care on VSS Forecast and Funnel Management Strategies
Oversees 2 District Sales Managers, their field team driving a focus to exceed AOP, deliver results, and exceed customer expectations.
Be responsible for exceeding team and channel targets
Responsible for Daily Management and Problem Solving Initiatives
Assist in all talent acquisition and development activities within team.
Develop a clear and comprehensive understanding of the MCS, NBS, and VSS business model and product offerings to successfully market to our customers and support team as such.
Communicate overall strategy with all stakeholders to include specialists and service.
Adapt to Philips strategies to align with evolving customer needs
Monitor, analyze, and drive sales metrics and results.
Provide leadership and coaching to direct reports within the guidelines of Daily and Performance Management policies and processes.
Act as an advisor in solving problems with customers and / or team members.
Provide leadership support for District teams, as needed
Recommend changes to sales policies and establishes procedures that affect immediate organization(s).
Work on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors, including an understanding of current business trends.
Follow processes and operational policies in selecting appropriate direction and action
Team up frequently with functions outside of group to drive operational excellence.
Contribute to budget preparation and AOP planning with immediate management team.
Ensure the usage of standard processes and guidelines by the sales team.
Coach account managers and specialists to create winning account and deal strategies which include a “One Philip” approach to the customer.
Build a strong 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 culture reinforcing market to order and order to cash principles ensuring clean bookable orders and driving revenue pull through. Behaviors: The successful candidate will require:
Approachability, Listening, Time Management, Business Acumen, Perseverance, Presentation Skills, Customer focus, Strategic thinking skills, Leadership
Interpersonal and influencing skills (across the organizational levels)
Eager to win: Adapt to the diversity of Businesses and Markets / Ensure speed of action, outpace competition
Take ownership: Execute rigorously, see things through / Focus on results over activity
Team up to excel: Have open and tough dialogues, productive conclusions / Learn, improve, develop Growth: The successful candidate will:
Work with the guidance of manager to develop strategic and leadership competencies
Take accountability to execute their personal development plan to grow within current role and to prepare for future roles.
Demonstrate the key behaviors of a Philips leaderTo succeed in this role, you should have the following skills and experience:
BS/BA level degree or higher in a technical, healthcare or business discipline. Advance Degree Preferred
10 plus years of field sales experience
Proven experience selling medical supplies into the hospital market is a must.
Proven experience in channel sales strategies and execution
Capital equipment sales experience desirable
Demonstrated people management skills, required.
Experience leading account teams and selling to accounts that can produce large sales volumes and/or market share growth.
Experience selling into accounts that are characterized by a complex sales cycle with multiple decision makers
Excellent communication skills both verbal and written.
Demonstrated success at developing and communicating a clear strategic vision and effectively executing that vision.
Demonstrated ability to create and implement Sales Strategies.
Ability to work with and manage by influence a large diverse sales team to close complex sales opportunities
Experience working in a highly matrixed organization
Strong computer skills with practical experience in Microsoft Outlook, Word and Excel, required. Experience with customer relationship management software, specifically SFDC, strongly preferred.Key Responsibilities Summary:
Performance, meet your business commitment to the company
Leadership, motivate, coach, inspire by example, advocate for your team
Collaborate with all supporting functions and Business Unit, across businesses
Communication, internal and external strength in communicating ideas, concepts, building consensus, persuasion
Hire, attract and retain strong talent, build future leaders, plan for succession
Manage expenses allocated budget
Exhibit Philips Behaviors
Other required skillsIn return, we offer you:Philips 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 posted sales of EUR 16.8 billion and employs over 70,000+ employees with sales and services in more than 100 countries. News about Philips can be found at www.philips.com/newscenter .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/PhilipsChronicDisease5.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 . _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. #LI-PH1INDSALES1