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Philips Health System Sales National Leader Strategy Growth Initiatives United States 188859311
26.07.2024
Health System Sales, National Sales Leader, GTM Strategy and Growth Initiatives
Your role:
Your role:
- Determining the KPIs & efficacy of current coverage approach for HSS territories
- Support a national organization comprised of internal executive healthcare leaders to drive value for Philips top US clients across all businesses, devices and services in the US.
- Working with compensation & sales teams to support recommendations for opportunities to drive strategy better through compensation and sales programs.
- Interact as a “OnePhilips” thought leader within the industry.
- Drive deployment recommendations for NAR wide strategic programs such as Cross BU selling, EOL/EOS deployment.
- Lead commercial growth programs for the HSS Team. This position will have significant exposure and impact on the mid to longer term deployment of Sales, driving the efficacy of Strategic programs and optimizing our utilization of incentive compensation to drive long term impact.
- Responsible for horizontal connectivity across IDN’s, Government, GPO’s, Solutions, and BU’s, including Service operations and Service Sales teams to drive strategies that differentiate Philips in the market.
- Lead strategic growth initiatives for Health Systems Sales that accelerate growth for Philips. Support strategy activation with strategic customers in the United States (approximately $1 Billion of revenue opportunities in scope).
- Optimization of sales resourcing metrics in partnership with Health Systems Zone Sales Leadership and business leadership (RBL). Scope spans across North America vertical sales organizations such as HPM, IGT, Ultrasound, Enterprise Informatics and Service in an effort to drive harmonization in how we interact with customer call points.
- End-to-end customer and sales engagement process owner for the market, Account Management to customer call point alignment and portfolio definitions.
- Leading Overall Go-to-Market (GTM) as part of SPoR for appropriate segmentation, sales resource coverage, role and capability planning, and allocation of resources to the sales growth plan.
- Individual contributor role that works to manage the extended market team to ensure alignment to organization strategies as well as ability to execute specific initiatives within the organization, ensuring support across all sales groups.
- Establishing and driving key leading growth, relationship and commercial productivity indicators ; drive execution on priorities to improve performance.
- Providing assessments, recommendations and development of appropriate models (i.e. selling, mentoring, Account Planning, Team Performance) to support efficient and effective field activities.
- Partnering with cross-functional teams to develop integrated incentives tied to role and market objectives , (including quota, commissions, PPM, and customer experience metrics), and supporting role architecture and assessments.
- New Product Introduction (NPI) and M&A GTM integration planning rollout for NAM HSS Team.
- Bachelors in technical field or business degree required, Masters preferred
- 10-15 years in strategic business leadership roles: Sales Leadership, Operations or Sales finance experience with significant work done on GTM and coverage strategies
- 10+ Years of experience in HeathTech Business and Commercial organizations
- Healthcare experience preferred
- Experience working effectively in a matrixed environment
- Continuous improvement/problem solving mindset
- Must have Expert Analytical capabilities: Sales, Operational Excellence and ability to digest analytical data insights required
- Track record of success in leading GTM planning and process and translate the GTM strategy into action
- Multi-function change management experience in multi-disciplinary deployments
- Strong leadership skills and ability to influence
- Excellent written and verbal communication skills
- Consulting skills, ability to operate in a highly matrixed structure
- Training and Facilitation proficiencies
- Comfortable engaging with associates at all levels of the organization (from shop floor to boardroom) and Proven ability to drive initiatives through influence
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