דרושים Modality Sales Specialist Mri Customer Lifecycle Value ב-Philips ב-Netherlands, Eindhoven

Your role:

• Provides expert guidance to customers on complex clinical procedures and protocols, leveraging deep knowledge and experience to optimize the performance and utilization of equipment.
• Takes a proactive approach in managing customer escalations, complaints, and feedback, independently assessing situations and implementing effective strategies to address concerns and maintain customer satisfaction.
• Applies specialized knowledge in breadth and/or depth to a variety of issues and projects within the team, ensuring effective solutions and innovative approaches to complex challenges.
• Works under limited supervision and broad guidelines, regularly applying independent judgment on matters of significance to drive project success and compliance.
• Collaborates across multidisciplinary teams, including product development, research and development, and regulatory affairs, to drive innovation and improve product performance based on customer insights.
• Leads initiatives to enhance the organization's clinical support capabilities, including the development of new training materials, processes, and tools, to ensure continuous improvement and excellence in customer service delivery.
• Undertakes complex clinical or system application assignments, exercising autonomy and discretion in decision-making, and adapting to evolving circumstances to achieve desired outcomes.
• Takes ownership of documenting and maintaining service records with meticulous attention to detail, ensuring accuracy and completeness within the Service Management System.
• Conducts thorough investigations into customer complaints or escalations, gathering relevant data and evidence to facilitate resolution and prevent recurrence.
• Stays updated on new product releases, software updates, and industry developments through ongoing training, self-study, and participation in education programs and industry events.
• Develops and maintains strong relationships with healthcare professionals by actively participating in discussions, providing ongoing support, and soliciting feedback, ensuring that their concerns are effectively addressed.

You are fit if:

• Hold a Bachelor’s or master’s degree in engineering , Medical, Science, or a related field.
• Have 2+ years of experience in the medical industry, clinical support, healthcare, or customer service.
• Demonstrate deep clinical expertise and confidently guide customers on complex procedures and equipment usage.
• Proactively resolve escalations and complaints, ensuring high customer satisfaction.
• Apply specialized knowledge to solve complex challenges and drive innovation.
• Work independently, exercising sound judgement under broad guidelines.
• Collaborate effectively across functions like R&D, product development, and regulatory affairs.
• Lead initiatives to enhance clinical support through training tools and process improvements.
• Manage complex clinical or system assignments with autonomy and adaptability.
• Maintain accurate service documentation with meticulous attention to detail.
• Investigate customer issues thoroughly to drive resolution and prevent recurrence.
• Stay current with product updates, software releases, and industry trends.
• Build strong relationships with healthcare professionals, actively listening and responding to their needs.

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

This role is an office-based role.

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Your role:

• You are part of The Cardiology Informatics Clinical Excellence team. The Cardiology Informatics team in Eindhoven (within the Philips' Enterprise Informatics business group), a leader in cardiology informatics solutions with over 5000 customers globally. You will work closely with global ISCV customers and clinical application specialists, and the Cardiology Informatics R&D teams located in Eindhoven (Netherlands), Bangalore (India) and Blumenau (Brazil).
• Serve as a Clinical Application Specialist collaborating closely with global ISCV R&D development teams.
• Define clinical requirements and provide support to R&D, focusing on refining clinical features, prioritizing customer feedback, validating products, leading clinical testing, assessing risks, and understanding regulatory factors.
• Translate clinical requirements from customers, product management, and marketing to engineering teams for efficient development and verification processes.
• Conduct training sessions for field clinical application specialists and customers on new clinical features and products, while keeping abreast of the latest innovations in cardiology imaging.
• You'll build and maintain strong relationships with validation and collaboration sites.
• Discover the many benefits of a career at Philips. Speak with your recruiter to learn more about the benefits available in your region.

You're the right fit if:

• You hold a Bachelor's or Master’s degree in Ultrasound.
• You have 3+years of sonography experience, knowledge in usage of ultrasound and product features within the cardiology domain.
• You can understand, convey, and teach others the clinical workflows in cardiology specialties and technical use of the specific solutions.
• You have high energy, and self-driven mentality.
• You have an affinity with IT Solutions, you will be able to liaison between clinical and technical conversations.
• You are highly flexible and motivated team player, who can establish relationships with both internal and external customers.
• You are familiar with Philips products, such as IntelliSpace Cardiovascular, Xcelera, XperIM or Philips Ultrasound.
• You have excellent customer-centric & communication skills.
• You are fluent in Dutch and have a good command of English in written word and speech
• You are willing to travel up to 15% of your time and are able to travel globally on a short notice to meet with our customers.

This role is an office role.

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 improve the lives of others.

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International Export Sales Manager LATAM & NAM

In this role, you will act as the main link between local markets and Philips Medical Systems Nederland B.V. (PMSN BV) in the Netherlands.

An essential part of the Export Sales Manager role involves overseeing the Direct Export Sales Process:

2)Prospecting, and lead generation, through qualifying and proposing to deal closure.

Follow-up, and nurturing future opportunities.

Your role:

• Engaging proactively with account managers, protocol owners, partner account managers and other sales functions in the Zone to develop and fulfill projects that will transact through PMSN BV.
• Responsible for creation and implementation of the Export Zone Sales strategy and the Sales Plan, including funnel visibility and sales forecasts and capacity plan.
• Qualifying (go/no go) the export sales requests directly or from the Zones, IKAM and newly acquired businesses. (T&Cs in line to Dutch law compliant way, deal structure goods flow and financial flow)
• Act as liaison, mediator and provide consultancy and managing the initial assessment of cross-Zones projects and the relationship between both Zones’ stakeholders to reach alignment in compliance with the Cross-Zone policy (e.g., allocation of sales and OIT, installation, Training, Warranty, Project management etc.).
• Oversee Onboard/Offboarding activities in assigned territories Country, Partner Attending ad hoc Regional Partner, Philips meetings and healthcare events (e.g., trade fairs, congresses) at the request of sales teams in the markets; set expectations about how Philips transacts and answering partner queries and questions.
• Guiding all customers visits to the Customer Experience Center in Best and related Hospital visits. Responsible for the quality and ultimate Philips experience of the customer visit.
• In conjunction with Zones, engaging with Partners to maintain the relationship with the Dutch Entity, provide guidance and act as an escalation point when needed.
• Maintaining a good relationship with the (Dutch) Embassies in the relevant zones to follow-up on governmental business initiatives.
• Holding quarterly meetings with Markets to review pipeline and closed deals, PMSN BV legal cases, status of contracts, and PMSN BV AR overdue accounts.
• Providing expert advice to Philips IKAM team and working with international accounts (i.e., VAMED, BNA, EN) to create and issue compliant proposals.
• Create Accountable for the ‘bid package’ (which may include contract, quote request form, SPA, SLA, Sofon configuration, pricing and costs calculation, CS quote, etc.) and ensure timely handover to applicable functions (i.e., Sales Support) Engage with tender managers for timely responses and follow-up to tenders

1.- Acquisition and Development

• Analyses commercial opportunities received from the market, and assess if they fit the DX model better than the local model. (Optimal benefit for Philips & Customer)
• Identify DX-business opportunities outside the market and in agreement with the market actively manage those, in line with the cross-market policy.
• In case the market decides that an opportunity is to be executed by DX and DX accepts, start the first step of the tender and quoting process (go/no go).
• Align, negotiate and finalize the deal structure and contract conditions between the (end-) customer and PMSN BV in accordance with the applicable procedures.
• Drive participation in direct export and international cross market tenders, align bid strategy and ensure that PMSN BV standards and interests are considered.
• Analyses the playing field of other companies in the health care domain, like integrators, resellers, construction companies, purchasing organizations and pan-region hospital chains and develops an engagement plan fur successful business collaboration.
• Together with the international managers cross market business and protocol owners, the Export Sales Manager identifies and support cross market opportunities.
• Hosting and organizing incoming ministerial and customer delegations to Philips headquarters and healthcare events.
• Represent the market in Dutch business councils and bi-lateral trade initiatives.
• Provide account management and sales support to international accounts in order to jointly identify and/or develop international DX-sales opportunities.
• Initiate quarterly market alignment meetings with the management team of the market(s).

• Have regular funnel discussions with the Int. Key Account Management Team & Government & Public affairs team to identify if any DX-support is needed
• Drive adherence to our quality and integrity standards (i.e. GBP, FCPA, EUMDR).

2.- Selection and defining successful sales approach

• Following the next steps of the tender and quoting process, the Export Sales Manager defines the required data, sources of information, timing and required approval and manages timely gathering.
• The Export Sales Manager coordinates the sales project management and is responsible of timely and correct submittal of the proposal.
• Furthermore, the Export Sales Manager coordinates the offers from various Philips entities and business partners in DX-deals, to ensure the maximum result for Philips on mid and longer term.
• After submittal, the Export Sales Manager manages successful negotiations with the customer and market to ink a deal.

3.- Execution and follow-up

• After receiving the customer order, coordinate all relevant and responsible stakeholders to ensure compliance in execution. (aligning organization, people, adheres to procedures, and processes)
• Consolidate multi-modality offerings into integral packages, while monitoring integral margin and coordinate execution with International Project Mgt team and Sales Support/Order Management.
• Ensure compliance with regulatory and quality standards and procedures.
• Monitor the process for approvals and the satisfactory execution of the projects; initiate escalations when and where required

You're the right fit if:

• You have a bachelor’s degree in Management,Business Administration, International Trade & Economy, Legal, Marketing or Finance. Masters will be a plus
• +10 years of experiencein a dynamic environment focused on Commercial Sales of Health Systems and Services (Execution & Operations)
• Experience and understanding of way of working with LATAM/NAM regions
• Excellent stakeholder management skills across various levels and cultures, Straightforward diplomacy, assertiveness and passion for execution. (high sensitivity to understand & respect multi racial, cultural and diversity)
• Possesses strong communication and negotiation skills
• Dutch and English languages written and spoken are a must. Spanish and other languages will be an advantage
• Travel 20%

You will be responsible for driving sales growth primarily in Benelux and towards the future in Nordics by identifying and securing new business opportunities for the acute care informatics portfolio. You will build strong customer relationships by seeking a deep understanding of their needs and effectively demonstrating the value proposition of the EI portfolio to address those needs. This role specifically focuses on creating a market for the newly added solutions to the acute care portfolio.

Your role:

• Identify / prospect opportunities for new customer acquisition
  • 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:

• Preferred bachelor's degree in relevant discipline.
• 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 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 on results.
• Deep customer-orientation, 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.
• Resilient sales mindset able to adapt in a dynamic customer environment.
• Familiarity with CRM software (Salesforce).
• Quality first and Patient Safety mindset.
• Excellent verbal and written communication skills.
• Fluency in Dutch and English is a must.

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:

• Driving overall business by providing clinical and technical product (modality) expertise on the Enterprise wide product / modality across the accounts.

• Working directly with customers promoting Options, add-ons & upgrades to convert opportunities to sales for growing CLV revenue.

• Lifecycle business across Equipment and Service and enterprise wide (all modalities / businesses).

• Building a network of key contacts (Sponsor & Power Sponsor – Decision Maker) and relationships within accounts to convert opportunities to sales supporting the customer buying journey.

• Creating proactive touchpoints to customers, utilizing multiple channels such as social media, e-com, try & buy activations (especially on MR) and virtual meetings. Contact customers via telephone and/or email to new and/or competition accounts as well as be responsible for the timely response to converting leads to order by developing opportunities.

• If / when support needed team up with appropriate sales team members on qualified and matured opportunities for closure.

• Researching accounts to understand customer pains, using data analytics internal and external, identifying key players and generating interest, as well as investigation & resolve customer queries/requests.

• Contacting prospective customers, in follow-up to marketing campaigns (events, tradeshows, demand generation through the web etc.) to close qualified sales opportunities.

• Managing portfolio by setting objectives for each call to maximize territory business plans. Supports the Account managers and District Managers in achievement of business goals including balanced selling and BG/BIU AOP attainment and validating product forecasts.

• Performing effective online demos to prospects using web based virtual software.

You're the right fit if:

• Bachelor’s degree with proven experience in medical imaging (MRI) and preferably clinical sales.

• Proven experience in SaaS (Software as a Service) is an asset.

• Strong listening, presentation, communication and negotiation skills.

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

• Self-driving team player; Frequently interacts with doctors and clinical physicists at our customers.

• Able to think and act cross boundaries and work in virtual multidisciplinary teams.

• Able to work independently and provides consultative advice within specific functional areas.

• Customer oriented and stress resistant.

• Fluent in Dutch and English, both verbal and written. Knowledge of French is an asset.

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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• Discover .
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