Philips International Export Sales Manager LATAM & 

Netherlands, North Brabant 

513955368

International Export Sales Manager LATAM & NAM

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%