Job Actions

Job Information

Sales, Business Development Manager- General Care (East Zone)
AGAWAM MA 01001
Category: Computing
  • Your pay will be discussed at your interview

Job code: lhw-e0-89817743

Company Profile

Philips

Contact Company


Local Information

Laugh while you Look

Sponsored Ads

Summary

  Job posted:   Fri May 18, 2018
  Distance to work:   ? miles
       
  1 Views, 0 Applications  
 
Sales, Business Development Manager- General Care (East Zone)

**Position Overview:**


The Zone Business Development Lead owns General Care business development in the territory by uncovering and posting opportunities, developing competitive positioning, and owning quote creation, customer concerns, and change orders; partners with IDN Account Executives s to qualify opportunities, design and present winning solutions, and develop business analysis and forecasts; co-owns, with RSM, achieving business goals and forecasting for the territory.


**Your Responsibilities:**


**_Partner with the AM/AE in Driving Overall Business and Product Deal Support_**


+ Partner with IDN AE, using business knowledge and understanding, to develop a deal strategy configured to win.

+ Develop product strategy as clinical, technical, and knowledge expert to win VOC.

+ Lead development of customer presentations including clinical, operations, and financial positioning and benefits. Attend customer presentations to resolve customer objections or answer questions regarding product and configuration. If requested, provide technical expertise in customer feedback loop.

+ Partner with IDN AE to coordinate on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.

+ Partner with AEto identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events.

+ Partner with AE to prioritize opportunities that exist in a given account or market.

+ Partner with AE on the roll-up of the forecast and funnel. Evaluate funnel health and provide support to help grow funnel toward target. Work alongside the AE to ensure the funnel is robust, clean, and well managed.

+ Coordinate product positioning and product qualification with IDN AE, as needed. **_Manage and Drive Your Business_**


+ Collaborate with AE to develop a SWOT analysis and build a database, by hospital, of the entire installed base to establish competitive positioning and understand upcoming opportunities.

+ Own business development of the territory.

+ Develop deep customer needs analysis.

+ Drive visibility by understanding business opportunities in the region, including emerging markets.

+ Uncover and communicate opportunities to AE. Share opportunity visibility by entering the opportunity into SFDC.

+ Create a business plan that identifies every opportunity in every account. Ensure funnel is robust and capable of meeting AOP. Support creation of the PVM.

+ Attend accountability calls with AE and RSM to provide input and background.

+ Work with HQ to author a complete and compliant customer quote based on the specific customer needs and requirements.

+ Drive quote pricing based on configuration and delivery design. Manage any necessary change orders.

+ Co-own, with RSM, achieving the business goals including balanced selling, BIU, AOP attainment, and product forecasts validation.

+ Draw on national knowledge of product and industry to provide input on forecasting to RSM, as needed, through the SFDC Challenge Flag. **_Own How the Customer Experiences Philips_**


+ Own escalating product issues to Services via the OneEMS system as quickly as possible. Partner with AM to determine the right communication to the customer for frequent issues or a delayed remedy.

+ Partner with AM to select appropriate site visit locations.

+ Participate in the 4-Meeting process and installation to ensure a smooth customer hand-off.

+ Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues. Coordinate with SDC, solution architects, and clinical consultants.

+ Provide content and marshal internal resources to ensure RFPs are completed. **_Team within Philips_**


+ Provide Field Marketing with input on sales tools, pricing issues, and competitive threats to enable them to best support specialists and provide input to the BIU.

+ Maximize the customer experience by presenting a coordinated and efficient One Philips approach with the IDN AE.

+ Use SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.

+ Support the RSM/IDN AEthrough informal product training and education.

+ Share best practices with internal colleagues. **_Own Your Performance and Development_**


+ Perform against established performance goals and metrics.

+ Take responsibility for your own personal and professional development, including all required training.

+ Participate as an active member of the sales team, sharing your experience and knowledge with others.

+ Use and comply with standard processes and guidelines.

+ Develop strong knowledge of markets, competitors, and industry trends for products.

+ Demonstrate the Philips Behaviours in all interactions. **Your Profile:**


+ Previous sales experience required.

+ 8+ years of demonstrated healthcare experience or equivalent combination of education and experience.


+ Requires a minimum of 5 years of related experience with a Bachelor's degree; or 3 years and a Master's degree; or equivalent work experience

+ Deep product knowledge and expertise within the Philips Fetal Monitoring product lines.

+ Ability to quickly demonstrate expertise and establish credibility with clinical decision makers.

+ Ability to assess potential application of company products to meet customer needs and prepare detailed product specifications for the development and implementation of customer products/applications/solutions **Our Offer:** Here at Philips WE ARE Working Together for a Better Tomorrow:Philips' dedication to enriching lives is reflected in our company, our solutions, and a commitment to our people. Philips products lead to improved healthcare, faster diagnosis and better patient outcomes. Philips employees change lives every day.Enjoy endless opportunities to learn, and develop your career in the directions to which you aspire. Philips Healthcare is a place where you will work with others whose far-reaching ideas and accomplishments have impacted over 200 million lives already. Please help us determine what's next. Your ideas and ability to deliver will help to transform the future of healthcare, and allow you to create your own legacy.Thanks to our employees, we are at the forefront of the Healthcare industry. Healthcare providers, backed by our many market leading solutions, are able to diagnose confidently, improve care, and increase the quality of life for patients across North America each and every day.Advance your career in an environment that supports work-life balance, health & well-being and continuous learning. Making a difference begins right here, where you come first.Find out more info about Philips at www.philips.com/na/careers . _Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status._ _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-JC1** **INDSales1**


**In this role, you have the opportunity to:**


The General Care Business Development Manager (GCBDM) will develop regional strategies to drive business growth in the General Care Segment through the positioning of all Philips General Care solutions portfolio (IntelliVue, Connected Sensing, SureSigns, etc.) The GCBDM will define and drive long-term organizational strategic goals, builds key customer relationships, identify business opportunities, negotiate and closes business deals and maintains extensive knowledge of current market conditions. In partnership with local team, the GCBDM is responsible for identifying new opportunities, qualifying and understanding customer needs, owning solution creation and positioning offering to secure the opportunity. The GCBDM will also be responsible for managing funnel growth, opportunity management and forecasting, and drive to achieve regional growth and performance expectations.


**You are responsible for:**


+ Partnering with Account team, using business knowledge and understanding, to develop and drive regional strategies to grow GC share.


+ Leading development and delivery of customer presentations including clinical, operations, and financial positioning and benefits. Attend customer presentations to resolve customer objections or answer questions regarding product and configuration.

+ Driving to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events.


**Managing and Driving Your Business**


+ Collaborate with AE to develop a SWOT analysis and build a database, by hospital, of the entire installed base to establish competitive positioning and understand upcoming opportunities.

+ Own business development of the territory.

+ Develop deep customer needs analysis.

+ Drive visibility by understanding business opportunities in the region, including emerging markets.

+ Uncover and communicate opportunities to appropriate team members. Share opportunity visibility by entering the opportunity into SFDC.


+ Draw on national knowledge of product and industry to provide input on forecasting to RSM, as needed, through the SFDC Challenge Flag.


**You are a part of**


You are part of the East Zone Monitoring Analytics and Therapeutic Care Regional Business Development team, reporting into the MATC Sales Leader for the East Zone. You will partner closely with your Regional Connected Care Account Manager(s) and Account Executive(s).


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


+ Bachelor's degree or equivalent experience.


+ Previous sales experience required.

+ Intimate knowledge of General Care Segment

+ 8+ years of demonstrated healthcare experience or equivalent combination of education and experience.

+ Perform against established performance goals and metrics.


**Take responsibility for your own personal and professional development, including all required training**


+ Participate as an active member of the sales team, sharing your experience and knowledge with others.

+ Use and comply with standard processes and guidelines.

+ Develop strong knowledge of markets, competitors, and industry trends for products.

+ Demonstrate the Philips Behaviours in all interactions.


**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 create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at -dam/corporate/corporateblog/2016/Philips_Chronic_Disease_5.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 -w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at -w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at -w/careers/healthtech.html , or find answers to some of the frequently asked questions at -w/careers/healthtech/faq.html .


**Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.**


**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-PH1**


**INDSales1**

More Information »