Sales, Strategic Business Development Mgr

Posted Feb 21

Job Title

Sales, Strategic Business Development Manager - Ultrasound (NY&NJ)Job Description

Sales, Strategic Business Development Manager – Ultrasound Business

Effective Tuesday, January 4, 2022, all U.S.-based employees are required to be fully vaccinated against COVID as a condition of employment at Philips*. Employees may request a reasonable accommodation.

  • Montana employees are currently excluded from this requirement at this time.

If you are a Colorado resident and this role is a field-based or remote role, you may be eligible to receive additional information about the compensation and benefits for this role, which we will provide upon request. You may contact 888-367-7223, option 5, for assistance.

Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.

But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common: An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions – the kind that make a real difference – when it matters most.

The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.

You are responsible for:

Support the Development of the Great Sales Plans and Account(s)

Strategies – Focus Ultrasound Business

  • In collaboration with the Sr. Account Executive, RSM, and VP’s of Ultrasound, research the accounts and its affiliated hospitals operating model, business challenges, critical metrics, issues, goals, and growth strategy to develop a Philips objective for the account and supporting account strategies.
  • Solidify the Trusted Advisor Role by providing ultrasound and market insights on industry trends, competitive landscape information, healthcare legislation information that assists the Account in reaching its goals.
  • Leverage the Business and Partnership relationship to retain and build toward a full Philips solution and product portfolio standardization.
  • Identify a strong funnel of growth potential by analyzing contract status, standardization plan, evaluating current contracts, products, needs, care gaps install base, and construction strategies to leverage into deal strategies.
  • May be responsible for broad geographic accounts
  • Focus on Ultrasound business across all areas, Cardiovascular, General Imaging, Women’s Health Care and Point of Care

Drive the Realization of Account(s) Strategy and Metrics

  • Work with the IDN network lead Tier 1, 2 IDN HQ accounts and work with Executive level relationships in Collaboration with the CORE SAEs and AEs.
  • Communicate, align and work with the team (NSM, RSM, CORE SAE, CORE AE, Ultrasound AM to execute on the Account strategy.
  • Negotiate and oversee development of contracts for Ultrasound Business for compliance, terms and conditions, renewals and extensions.
  • Analyze account status to understand total Ultrasound business across all Accounts in the IDN leveraging the funnel into larger bulk buy and standardization opportunities.
  • Leverage Philips Business Tools to understand customer business needs and provide targeted solutions to include software and services.
  • Participate in customer meetings to closure.
  • Develop and leverage relationships with CORE TEAM and Customer to assist the Ultrasound sales team in deal execution.
  • Responsible for Ultrasound Account funnel, forecast and AOP performance.

Own How the Customer Experiences Philips

  • Work with IDN leader and represent Ultrasound Business. Create and sustain relationships with the Executive level leaders as part of the CORE/Ultrasound team at Philips for Ultrasound.
  • Develop plans to prevent business and care disruptions.
  • Ensure a current knowledge of issues in each facility and monitor resolution through the escalation processes.
  • Simplify the impact of Philips required activities for the customer
  • Coach the sales team to meet and manage customer expectations throughout the sales process.

Team Within Philips

  • Build a strong internal network and align key players to support the delivery of value to our customers and execute for Ultrasound Business.
  • Initiate collaboration with Sr. Account Executive, Account Executive or RMS and internal partners to validate and execute the Account Strategy and deal execution.
  • Develop internal relationships to drive resolution of customer issues.
  • Utilize OneSource and SFDC to share knowledge and develop conversations across the business.
  • Demonstrate the Philips behaviors in all interactions.

Reporting Chain:

  • Position will report to National Sales Manager of Business Development
  • Position will have dotted-line reporting to the APEX management team (Paul Glover and Greg Nesbit)
  • Position will work closely with and participate in driving overall Philips business with Account Executives and Senior Account Executives that are responsible for these accounts.
  • Position will work closely and participate in Apex and/or IDN meetings to represent all areas of Ultrasound Business.

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

  • Four-year college degree or equivalent preferred.
  • 8+ years of Field Sales experience
  • 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
  • Engaging the interest of the customer and draw them into meaningful, in-depth conversations
  • Educating the customer, not only about the sales organization's products and services, but also about industry trends and business issues
  • Enlightening the customer about new possibilities, and act as a catalyst for innovative ideas

In return, we offer you

A path towards your most rewarding career. Succeeding in this market-based role in a complex environment will open many doors for your long-term career, inside and outside of Philips. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.

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. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video. 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.

No Sponsorship offered:

"US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa."

No Relocation:

“Company relocation benefits will not be provided for this position. Candidates need to live within the territory”

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Philips is an Equal Employment and Opportunity Employer/Disabled/Veteran and maintains a drug-free workplace.