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Philips Sales Team Lead Enterprise Informatics 
Thailand, Bangkok, Bangkok 
765908565

05.07.2024

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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