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Job TitleWest Zone Sales Leader, Enterprise Informatics
Job Description

Your role:

Will be responsible for driving sales growth 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 responsibilities include the following:

Manage

Z

one 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 EI growth targets.
Ensure proper resource allocation for AM/SE/SS
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 (link removed) hygiene to enable effective reporting and forecasting.
Provide sales process guidance and coaching.

Drive

Zone

sales strategy

Partner with RBULs 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 zone for focus and action.
Serve as EI executive presence for clients in zone.
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 Zone/District leaders from Philips modalities to implement co-selling initiatives.
Serve as singular escalation point for all BU solutions/clients in zone.
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 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 of the industry and market dynamics.
Problem Solving skills. Able to find solutions todifficult 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 youre 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.