דרושים Modality Sales Specialist - Mr ב-Philips ב-India, Mumbai

Your Role:

• Executes the sales efforts for assigned product modalities, delivers accurate business forecasting, developing and executing comprehensive strategic and tactical sales plans to achieve sales targets and market share objectives, working under limited supervision.

• Identifies new business opportunities and develops innovative approaches to penetrate new markets or expand existing market presence, leveraging deep understanding of clinical and technical aspects of the product modalities.

• Informs and advises customers on the latest technological innovations and configurations, including upgrades to existing installations, addressing inquiries and complaints to enhance customer satisfaction and achieve sales targets.

• Assists stakeholders in delivering compelling customer presentations focused on the clinical and technical components of the value proposition, strategically positioning products and services to address competitive challenges and support tender strategies and quotations.

• Maintains and updates CRM records with accurate customer interactions and sales data for products, ensuring timely data entry to support sales strategies, track engagement, and enhance customer relationships, while leveraging insights to improve sales processes and customer satisfaction.

• Supports concerned stakeholders in achieving business goals, including balanced selling and attainment of business unit annual operating plan (AOP) targets, and provides critical input for validating product forecasts and strategic planning.

• Partners with Marketing to provide strategic input on sales tools, pricing strategies, and competitive threats, enabling Marketing to effectively support Specialists and contribute to the strategic goals of the business unit.

• Prepares and presents detailed analyses, reports, and performance metrics on sales activities, customer interactions, and market trends to support informed decision-making and drive continuous improvement initiatives within the sales organization.

• Tracks industry trends, competitor activities, and customer feedback to identify opportunities for product enhancement, market expansion, and competitive advantage, providing actionable insights to drive business growth.

• Drives the implementation of continuous improvement initiatives to optimize sales processes, enhance operational efficiency, and foster a culture of innovation and excellence within the commercial unit.

• Ensures compliance with regulatory standards and Philips policies across all sales activities, maintaining high levels of quality and ethical standards in interactions with customers and stakeholders.

• Guides and develops employees to achieve organizational goals and ensures compliance with industry regulations, all while fostering a culture of impact with care.

Your Role:

• Bachelor's/ master's degree in business administration, Marketing, Sales Management or equivalent.
• 5–8+ years of MR/diagnostic imaging capital equipment sales experience.
• Proven success in tenders, solution selling, and negotiations

Onsite roles require full-time presence in the company’s facilities.

This role is an office-based role.

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• The Clinical Application Specialist is responsible for supporting the effective implementation and utilization of Philips' clinical applications and technologies within healthcare settings.

• The role adapts and delivers tailored training programs that meet the diverse needs of healthcare providers, ensuring adherence to clinical protocols and regulatory standards throughout all training activities.

• The role analyzes clinical workflows to identify optimization opportunities, develop customized training plans and instructional materials, and conduct comprehensive training sessions and workshops both on-site and remotely.

To succeed in this role, you should have the following skills andexperience·

• Adapts clinical training programs to meet the diverse needs of healthcare providers, ensuring effective utilization of Philips' clinical applications and technologies, working under direct supervision.

• Assesses the training needs of healthcare professionals and develops customized training plans, instructional materials, and user guides to address specific gaps and requirements.

• Adheres to clinical protocols and operational policies, maintaining compliance with industry standards and regulatory requirements during all training and application activities.

• Analyzes all relevant clinical workflows and processes to identify opportunities for improvement, optimizing the use of Philips' clinical applications in various healthcare settings.

• Builds strong relationships with clinical staff and stakeholders, fostering trust and collaboration to ensure successful implementation and ongoing use of Philips' applications.

• Communicates complex clinical and technical information clearly and effectively to healthcare professionals, ensuring they fully understand and can apply the functionalities of Philips' applications.

• Conducts in-depth training sessions and workshops for healthcare professionals, both on-site and remotely, to ensure comprehensive understanding and proficient use of clinical applications.

• Delivers ongoing support and troubleshooting assistance to healthcare professionals, addressing complex queries and resolving technical issues to maintain high levels of user satisfaction.

• Develops stable working relationships with internal teams and external customers, exchanging valuable information and insights to improve the overall user experience and ensure effective communication and coordination of efforts.

• Documents all customer interactions, training sessions, and support activities accurately, maintaining detailed records to track progress and identify areas for improvement.

Preferred Skills:

• Sales Presentations

• Regulatory Compliance

• Documentation & Reporting

• Data Analysis & Interpretation

• Sales Acumen

• Clinical & Medical Affairs Know-how

• Stakeholder Management

• Technical Product Expertise

• Feedback Management

• User Training & Support

• Training Administration

How we work together

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.
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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 culture of impact with care .

Regional Sales Manager
Your role:

Sells assigned portfolio of products within an assigned geographic territory, negotiating with clients and managing sales of products through a Distribution led traditional trade setup.

· Achieving established revenue growth expectations within assigned territory, and achievement of monthly/quarter/annual selling out target in his/her area.

· Develops and executes territory business plans driving product usage, brand recommendation (MOR, Most Often Recommended), to meet and exceed direct sales targets.

· Partners with inside sales and marketing teams to optimize area covarage. Understands and selects the right promotional tactics to optimize sales, responsible for maximizing promotions · Conduct monthly/quarterly/annual business review with in his/her respected area.

· Focus on optimized product mix (push sales/volume) · Ensure orders are collected and Turnover targets are reached

· Sell according to prices agreed by account management, and in accordance with commercial policy · Limited negotiation for mixed and decentralized accounts.

· Ensures queries are solved effectively balancing service and cost

· Monitor customer stock situation, effectively manage “out of stock” situations, and monitors customer overdues

· Behavioral: Daily demonstration of the highest level of Philips Leadership competencies and 4 behaviors.

You're the right fit if:

Typically requires a MBA degree and 8+ years of related experience

Proven sales experience

Track record of over-achieving quota

· Experience working with Distribution led sales setup.

· Familiarity with different sales techniques and pipeline management

· Computer use competency

· Strong communication, negotiation and interpersonal skills.

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.
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Your role:

• Modality Sales Specialist is the knowledge expert on product, who supports Account Managers in driving overall business and product deal support by providing clinical and technical product (modality) expertise on the product / modality across the accounts.

• Participates in defining and controlling of the implementation of the business policy, pricing strategy and product/modality to be sold by the BU in the region, according to established guidelines

• Working together with AMs, Sales Specialist informs and recommend customers the latest technological innovations developed and its associated configurations, including the possible upgrades of the installed base, attending the complaints and inquiries made, in order to obtain a higher level of customer satisfaction and contribute to achieve the sales targets.

• Assists AMs with customer presentations specifically focused on the clinical and technical components of the value proposition. Understand and address competitive positioning and marketing strategy of respective product / modality, and supports where needed in identification of the tender strategy and quotation

• Supports the Account managers and District Managers in achievement of business goals including balanced selling and BG/BIU AOP attainment and validating product forecasts.

• Partners with Marketing to with input on sales tools, pricing issues and competitive threats which enable Marketing to best support the Specialists and provide input to the BG/BIU

• Prepares and delivers accurate business forecasting on a monthly via accurate lead and opportunity management

• Monitor competition and changes in the industry, and provides effective feedback to the sales and marketing organizations that include suggestions for expanding product offerings.

• Drives continuous improvements via Lean

• Responsible for sales of the assigned product modalities

• Develops and executes strategic and tactical sales plans

• Identifies new business opportunities

• Working with Account team to acheive services sales quotas

• Able to analyze and develop insights in market structure and applications of the assigned products.

• Has deep expert knowledge of company products and services.

• Has knowledge of the relevant marketing and sales techniques.

• Initiates the required internal actions, monitor the progress and push for the deliverables.

• Has to give presentations on local management level, including presentations of technical information.

• Developing professional expertise, applies company policies and procedures to resolve a variety of issues.

• Ability to gain cooperation of others.

• Works on problems of moderate scope where analysis of situations or data requires a review of a variety of factors.

• Exercises judgment within defined procedures and practices to determine appropriate action

• Builds productive internal/external working relationships.

• Proposes tailor made sales actions

• Responsible for implementing sales plan and gives input for district strategy.

• Makes own sales plan with help of sales management, including sales forecast and activity plan

• Normally receives general instructions on routine work, detailed instructions on new projects or assignments.

• Proposals are verified internally before offered to customer.

You're the right fit if:

• Has Bachelor’s degree

• 8+ years of sales or marketing experience (B2B / B2C)

• Presentation, communication and follow up skills

• Proven ability to work effectively within a team-selling environment

• Presentation and communication skills

• Problem Solving /Lean Knowledge

• Product and Solution Knowledge

• Clinical Domain Knowledge

• Customer Services Knowledge

• Knowledge of Standard Processes & Tools Fit for Future

• Value propositions (Technical, Clinical, Economic)

• Software Product Knowledge

• Healthcare Economics (basic)

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