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Philips Health System Sales National Leader United States 6838828
02.08.2024
Health System Sales, National Sales LeaderWe are looking go a dynamic HSS (Health Systems Sales) National Sales Leader to execute the Go- To -Market Strategy and Growth Initiatives for the Health System Sales organization. You will be the thought leader on key critical points that will influence the Go-To-Market (GTM)decisions for North America Region Sales including IDN, GPO, Government and Service Salescoverage.Your role:
You're the right fit if:
- Determining the KPIs & efficacy of current coverage approach for Health System Sales 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 North America Region wide strategic programsdeployment.
- Lead commercial growth programs for the Healthcare Systems Sales 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 ofsales resourcing metricsin partnership with Health Systems Zone Sales Leadership and business leadership. Scope spans across North America vertical sales organizations such as Hospital PM, IGT, Ultrasound, Enterprise Informatics and Service to drive harmonization in how we interact with customer call points.
- End-to-end customer and sales engagementprocess owner for the market, Account Management to customer call point alignment and portfolio definitions.
- LeadingOverall 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 executespecific initiativeswithin the organization, ensuring support across all sales groups.
- Establishing and drivingkey leading growth, relationship and commercial productivity indicators; drive execution on priorities to improve performance.
- Providing assessments, recommendations and development ofappropriate models(i.e. selling, mentoring, Account Planning, Team Performance) to support efficient and effective field activities.
- Partnering with cross-functional teams to developintegrated incentives tied to role and market objectives, (including quota, commissions, PPM, and customer experience metrics), and supporting role architecture and assessments.
You're the right fit if:
- 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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