Philips Sales Team Lead Enterprise Informatics 

Thailand, Bangkok, Bangkok 

765908565

Manage Sales Team

• Lead and manage a team of front-line sellers (Account Managers (AM), Sales executives (SE), and Sales Specialists / Sales Specialist Leaders to create value for our customers and deliver on EI growth targets.

• Ensure proper resource allocation for AM/SE.

• Monitor sales team individual performance against targets and provide constructive feedback to ensure goals are met or exceeded.

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

• Drive accountability for sales teams to follow EI best seller practices, including sufficient Salesforce.com hygiene to enable effective reporting and forecasting.

• Provide sales process guidance and coaching.

Drive regional sales strategy

• Partner with ZBULs to understand and execute BU GTM plans.

• Collaborate with Health Systems key stakeholders (KAMS, AES, Govt) to support regional EI sales strategy and initiatives.

• Drive specific regional EI strategy initiatives across a range of customer accounts by aligning them to front-line seller activities.

• Generate regular reports (incl. sales forecasts) to sales and business unit leaders on front-line seller activities, sales performance, and progress towards targets.

• Collaborate with sales and other regional leadership, to develop sales collateral, tools, and resources that empower front-line sellers.

• Understand market dynamics within assigned territory for focus and action.

• Serve as EI executive presence for clients in assigned territory including in speaking opportunities, industry engagements and events.

• Identify potential gaps in strategy and contribute to feedback loop.

Ensure proper GTM focus for each respective BU

• Ensure balanced selling activity to maximize EI presence in the marketplace.

• Collaborate with assigned territory /District leaders from Philips modalities to implement co-selling initiatives.

• Serve as singular escalation point for all BU solutions/clients in assigned territory.

• Gather customer signals and serve as voice of customer for RBUL/product manager/BU feedback and direction.

Enable meaningful customer partnerships

• Develop a deep understanding of Phillips EI portfolio products to effectively support front-line sellers and other end-users on major strategic sales opportunities.

• Collaborate with front-line sellers and other parties on negotiations to secure mutually beneficial terms.

You're the right fit if:

• Preferred bachelor's degree in relevant discipline. MBA is a plus.

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

• 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.

• 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.

• Familiarity with CRM software (Salesforce).

• Proven senior leadership experience, ideally across different countries.

• Acts as a role-model for Philips culture.

• Ability to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function

• Leads, coaches, directs and motivates the team towards a common goal, encourage diversity.

• Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.

• Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology.

• Quality first and Patient Safety mindset.

• Excellent verbal and written communication skills.

• Fluent in English and relevant local languages.

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