Develop regional business unit GTM plans aligned with global strategy; including setting regional targets and creating regional sales initiatives for Sales specialists and other front-line sellers (e.g., Account managers, Sales executives)
Develop a comprehensive understanding of a customer needs, and identify how opportunities for the product portfolio meets those needs
Collaborate with Regional Marketing Leader (RML) to create a regional BU-specific GTM plan that identifies specific direct, co-sell, and indirect initiatives to achieve regional BU growth and profitability targets.
Prepare and submit regular reports on regional business unit activities, sales performance, and market feedback to Global Business unit leadership team
Stay up to date on industry and market trends, competitive intelligence, and market developments to identify further opportunity and adapt regional business unit strategies accordingly
Enable front-line sellers
Create regional CVI&ECM&CII sales collateral, in partnership with Regional Marketing team, aligned with go-to-market initiatives to enable front-line sellers with product value proposition
Engage Sales specialist leaders, Sales specialists and other front-line sellers on driving CVI&ECM&CII regional sales initiatives
Collaborate with Philips sales leaders to deliver on shared EI business objectives
Obtain and maintain a deep understanding of Phillips EI portfolio products and their features to effectively communicate their value proposition to front-line sellers, other leadership, and other end-usersResponsible to ensure the (public or NDA) innovation roadmap is integrated into the regional BU GTM plans, and the RML is responsible to ensure the (public or NDA) innovation roadmap is integrated into the regional BU GTM content to inform and excite customers.
You're the right fit if:
Preferred bachelor's degree in relevant discipline. MBA is a plus.
Proven track record of creating and executing business unit GTM 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
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)
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
Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.