דרושים Sales Executive Anz Digital Pathology ב-Philips ב-Australia, Sydney

Key Responsibilities Include:

To support the management and continuously improve all aspects of the Philips’ Quality Management and business information systems across Health System, Sleep Respiratory Care and Personal Health and integrate global processes where appropriate. Be the business partner that will enable the delivery of Philips ANZ commitment to patient, customers, regulators and internal stakeholders.

• Managing the full implementation of the quality management system and ensure that the company is in compliance with standards and regulations (e.g., ISO13485, TGA Medical Device Regulations, QSR, MDR, and other relevant quality standards and regulations, Philips policies)

• Implementing most aspects of the quality system including document and data control, management responsibility (including management review), quality planning, training, corrective and preventive action system, internal & external quality audits, etc

• Be the focal point of contact for the regulatory authorities in Australia & New Zealand.

• Interfacing directly with regulatory agencies in ANZ such as TGA, Medsafe and other relevant Authorities

• Ensures proper internal and external audit preparation and execution for ANZ

• Deployment of global quality objectives with necessary local additions (or adjustments) to drive sustained improvements to QMS.

• Manage effective post Market surveillance process (such as feedback, complaints, correction, Adverse event reporting) in ANZ Be part of district Leadership Team, manage team budget, and set-up strategic plans in alignment with function & business goals

• Works collaboratively with Customer Service and SCM organizations.

• Oversees personnel training for QMS processes.

• Lead district quality team through coaching, developing and supervising for success.

• Partner with Regional & Local Business Process Owners to assist continuous improvement of processes and implement strategies for the continual development of the quality system based on world’s best practice and analysis of specific Philips ANZ needs

• Lead in the continuously maintaining an effective global policy framework to support Philips ANZ’ changing business needs

• Engage with both Quality Professionals and business partners to balance the needs of the business and regulatory requirements of a highly regulated industry. Supporting Q&R Capabilities such as Supplier Quality/ PQMS/ RA.

You're the right fit if:

• A Bachelor or Masters Degree in Engineering, Life Sciences, Quality or Business Management

• Strong understanding and application of Industrial product regulations and standards.

• A strong practical knowledge of TGA regulation and other regulated markets such as US FDA, EU MDR

• Ideally, 10 years of related Quality Management experience in manufacturing/ commercial environment within Medical Device/ Pharmaceutical Industries.

• Experience in team leader / manager roles, leading a team of professionals

• Certified ISO Auditor would be advantageous

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Your challenge

This is a critical customer-facing role with responsibilities of maintaining and developing robust customer relationships and providing expert technical advice on maintenance, installation, and servicing of our medical equipment (software & hardware) in line with our regulations and policies.

Responsibilities include:

• Working collaboratively with the wider organisation to provide exceptional service to our customers.  Services include corrective & preventative maintenance, commissioning & installation of equipment and software & hardware upgrades.

• Actively participating in the sales process and providing expert technical support throughout the entire life cycle of our customer relationships (from pre-sales through to implementation and post-sales support).

• Taking a lead in managing and supporting technical escalations through to resolution ensuring all stakeholders are continually updated on progress according to the company process.

• Providing best-in-class service to our customers with technical support, maintenance, and repairs on equipment by determining the most cost-effective repair/solution to minimize customer downtime.

• Maintaining a high level of knowledge through continual training and development and keeping up to date of new technologies relevant to your area of focus and take on new technology.

• Be able to work reasonable additional hours outside business hours at such times as are necessary to carry out the job role efficiently and effectively as defined by Philips from time to time due to the criticality of the equipment, this will include on call support.

You will bring

• Previous experience in customer-facing service engineering roles. While familiarity with medical equipment like Xray, IGT or Angiography is desirable, candidates from various industries are welcome.

• A degree-level education or equivalent experience in Electronics, Electrical Engineering, Biomedical Engineering, or experience as an Engineer in the Australian Defence Force specializing in Communications Electronics, RADAR, Instrumentation or Avionics.

• Restricted Electrical Licence is highly regarded

• Strong IT skills, and the ability to work in a fast-paced environment

• You will also need to hold a full AU driver’s license and already have Australian working rights.

• Please note: Police checks will be required during the onboarding process

Key Responsibilities include

• Manages sales and fostering commercial partnerships with customers across ANZ, drives business growth and leads the execution of strategies to achieve sales targets.

• Creates and implements customer-centric sales strategy and sales plans, including the development of sales forecasts and analysing market trends to inform projections to drive revenue growth and achieve strategic objectives.

• Leads a national sales team and collaborates closely with other departments to ensure cohesive execution of sales strategies, streamline operations, and drive overall performance and growth.

• Builds credibility and long-term relationships with customers in the country or key area to achieve sustained sales objectives and ensure ongoing business success by fostering trust, understanding client needs, and delivering exceptional value.

• Establish key sales commercial and operational plans including processes and strategies for channelization, distribution, contract management, business planning, forecasting, budgeting, and KPI selection

• Establishes order intake, sales, margin and financial targets, including cost management, within the country or key market by strategically driving performance, optimizing resources, and ensuring effective budget control.

• Oversees the adherence of sales tools and technologies to enhance team performance, streamline operations, and drive productivity to support effective sales strategies and achieve country-level targets.

• Manages country-wide sales promotions and incentive programs, monitors effectiveness and makes data-driven adjustments to optimize outcomes and achieve targeted revenue growth and market expansion.

• Establishes and ensures adherence to budgets, schedules, work plans, and performance requirements to maintain operational efficiency and effectiveness for a function/district/business.

• Manages talent across the team, while driving employee selection, performance management, compensation management, career development, and ensuring effective operational management.

• You bring demonstrated commercial acumen with expertise in KPI monitoring, reporting, and management to drive business performance and mitigate risks.

• Strong people management skills with a focus on leading teams, fostering talent development, and ensuring alignment with organizational goals.

• Extensive experience in mentoring, coaching, and implementing development plans to promote a culture of high performance and continuous learning.

• Proven ability to develop and implement strategic plans, including sales forecasting and risk mitigation strategies.

• Strong background in continuous improvement, operational management, and project management to enhance efficiency and outcomes.

• Proficient in market research, data analysis, and interpreting insights for informed decision-making and strategy development.

• Tertiary qualifications in a business-related field with experience working within a similar management role from either consumer electrical goods, FMCG, specialty retails and or healthcare domain. With experience in Pharmacy and Grocery being highly advantageous.

Key Responsibilities

• Leads the overall business strategy creation and commercial execution of the Services business across Businesses in Australia and New Zealand.

• Responsible for the topline in the Services market P&L and delivering on the financial commitments

• Develops the strategic planning with the respective businesses and leads sales execution

• Develops local go-to-market strategies (Segmentation, Targeting, Positioning, Portfolio definition, pricing, and promotion)

• Supports the Businesses in the creation of integral (equipment + service) value propositions to drive profitable growth

• Generates locally relevant insights as input for proposition and roadmap development

• Drives continuous improvement of the sales process and sales excellence applying LEAN

• Responsible for Market introduction of new Services and Lifecycle solutions

• Manages a team of Services account managers, Renewal specialists and Lifecycle Business Manager across Businesses (dotted line and direct reports)

You're the right fit if:

• Have a strong commercial background with key account management, team management, coaching and training, funnel and performance management, and sales excellence.

• Possess experience in services and solutions with a high volume of large tickets.

• Have a proven track record of successfully working across multiple businesses.

• You demonstrate strong interpersonal skills to navigate and influence in a matrix environment, teamwork, problem-solving, solution selling, CRM, along with being very analytical and data-driven with strong business acumen.

• Are customer-focused, thrive in teamwork, demonstrate resilience, efficiency, and possess the ability to effectively set and manage priorities in a fast-paced environment, while maintaining integrity.

Identify / prospect opportunities for new customer acquisition by

• Define and execute account strategy across a range of customer accounts (e.g., conduct market and competitor research)

• Drive effective funnel management to build towards sales targets and Philips business objectives

• Collaborate with and engage Specialists and Business unit leaders during key portions of the sales process

Establish meaningful customer partnerships

• Engage with a range of customer partners to identify new business opportunities (from clinical stakeholders to C-suite)

• Develop a comprehensive understanding of a customer’s current and future needs, and identify how opportunities for the EI portfolio to meet their needs

• Tailor talk tracks to demonstrate the value of the EI portfolio with high potential new accounts

• Partner with Sales Specialists to provide customers with deep product expertise during the sales cycle

• Lead contract negotiations to secure mutually beneficial terms

• Collaborate with Philips sales leaders to deliver on shared EI business objectives

• Maintain Salesforce.com hygiene to enable effective reporting and forecasting

You're the right fit if:

• Proven track record of creating and executing account plans towards sales objectives and delivering commercial targets

• Preferred in-depth experience of selling Healthcare IT products and or Digital Pathology clinical environment, and/or great knowledge of hospital ecosystem with deepcustomer-orientation,track record of ability to cultivate strong customer relationships with key decision makers (incl. C-suite)

• Experience managing a software sales funnel and prioritizing opportunities requiring escalation or acceleration to ultimately deliver on results

• Able to clearly articulate the value of technical software and/or medical products to a range of customer profiles

• Resilient sales mindset able to adapt in a dynamic customer environment as well as familiarity with CRM software (Salesforce).

• Preferred bachelor's degree in relevant discipline.