Job Summary:

The EI Sales Leader will be responsible for driving sales growth in the assigned territory by identifying and securing new business opportunities and developing our installed base.

You will lead and manage a team of front-line sellers in fostering strong customer relationships by seeking a deep understanding of customer needs and effectively demonstrating the EI portfolio value proposition to address those needs. This role requires the ability to develop and increase the sales leadership level to instill an aspirational vision of scale, a presence to interface with senior client levels and articulate a “big picture” vision and a focus on delivering results for Philips and our customers.

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.

About Philips

We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.

• Learn more about our business.

• Discover our rich and exciting history.

• Learn more about our purpose.

If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.