Your role:
Manage Sales Team
- Lead and manage a team of front-line sellers (Account Managers (AM), Sales executives (SE), and Sales Specialists / Sales Specialist Leaders to create value for our customers and deliver on EI growth targets.
- Ensure proper resource allocation for AM/SE.
- Monitor sales team individual performance against targets and provide constructive feedback to ensure goals are met or exceeded.
- Drive effective funnel management to build towards sales targets and Philips business objectives.
- Drive accountability for sales teams to follow EI best seller practices, including sufficient Salesforce.com hygiene to enable effective reporting and forecasting.
- Provide sales process guidance and coaching.
Drive regional sales strategy
- Partner with ZBULs to understand and execute BU GTM plans.
- Collaborate with Health Systems key stakeholders (KAMS, AES, Govt) to support regional EI sales strategy and initiatives.
- Drive specific regional EI strategy initiatives across a range of customer accounts by aligning them to front-line seller activities.
- Generate regular reports (incl. sales forecasts) to sales and business unit leaders on front-line seller activities, sales performance, and progress towards targets.
- Collaborate with sales and other regional leadership, to develop sales collateral, tools, and resources that empower front-line sellers.
- Understand market dynamics within assigned territory for focus and action.
- Serve as EI executive presence for clients in assigned territory including in speaking opportunities, industry engagements and events.
- Identify potential gaps in strategy and contribute to feedback loop.
Ensure proper GTM focus for each respective BU
- Ensure balanced selling activity to maximize EI presence in the marketplace.
- Collaborate with assigned territory /District leaders from Philips modalities to implement co-selling initiatives.
- Serve as singular escalation point for all BU solutions/clients in assigned territory.
- Gather customer signals and serve as voice of customer for RBUL/product manager/BU feedback and direction.
Enable meaningful customer partnerships
- Develop a deep understanding of Phillips EI portfolio products to effectively support front-line sellers and other end-users on major strategic sales opportunities.
- Collaborate with front-line sellers and other parties on negotiations to secure mutually beneficial terms.
You're the right fit if:
- Preferred bachelor's degree in relevant discipline. MBA is a plus.
- Proven track record of creating and executing account plans towards sales objectives and delivering commercial targets.
- In-depth experience of selling Healthcare IT products in a clinical environment, and/or great knowledge of hospital ecosystem.
- Experience managing a software sales funnel and prioritizing opportunities requiring escalation or acceleration to ultimately deliver on results.
- Track record of ability to cultivate strong customer relationships with key decision makers (incl. C-suite).
- Understand how to efficiently leverage specialist knowledge / product resources to develop tailored customer offerings.
- Able to clearly articulate the value of technical software and/or medical products to a range of customer profiles.
- Familiarity with CRM software (Salesforce).
- Proven senior leadership experience, ideally across different countries.
- Acts as a role-model for Philips culture.
- Ability to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function
- Leads, coaches, directs and motivates the team towards a common goal, encourage diversity.
- Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.
- Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology.
- Quality first and Patient Safety mindset.
- Excellent verbal and written communication skills.
- Fluent in English and relevant local languages.
