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Sales, Zone Director - Healthcare Alliances (Midwest Zone)
Philips
Indianapolis, IN, United States
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Sales, Zone Director - Healthcare Alliances (Midwest Zone)
In this role, you have the opportunity to:
Lead Account Executives and Key Account Managers to drive strategic initiatives in Regional IDNs resulting in market share growth in Philips entire solution Portfolio.
You are responsible for the following:
Responsibility 1 - Leadership
1. Team Leadership - Manage a team of Account Executives and KAMs, direct reports with multiple Regional IDN responsibility
• Represent Philips as a Senior Executive
• Recruit, hire and manage a team of Account Executives and KAMs
• Set clear and measurable directives and expectations with team
• Lead account development utilizing direct team, data analytics, coordinating internal Philips resources and leveraging account strategic initiatives
• Lead communication with the field team with a focus on:
◦ Direction & Vision
◦ Team Effectiveness
◦ Change Management
2. Lead the development and execution of the Account(s) Strategy
• Lead team to research the IDNs and their affiliated hospitals operating model, business challenges, critical metrics, issues goals and growth strategy to develop a Philips wide portfolio solution based account strategy
• Drive team to leverage the analytics, current business and relationships to penetrate the C-suite and retain and expand toward a full Philips portfolio integration.
3. Collaboration and Communication
Work effectively with others to achieve individual and shared goals across the customer and Philips enterprises, with a focus on:
• Building relationships
• Leading by Influence internally /externally
• Conflict Management
• Strong Verbal and Written Communications, Presentation Skills
• Listening skills
• Information Exchange
4. Problem Solving
Lead team in identifying problems and issues, developing and executing an action plan, and implementing solutions that have a positive business impact across the enterprise with a focus on:
• Situational Analysis
• Setting clear internal and external expectations
• Leveraging Innovation & Creativity
• Creating, presenting and driving solutions internally and externally
• Negotiating win/win resolutions
Responsibility 2 - Strategic
1. Market and Healthcare Sector Knowledge
Develop a strong understanding of the healthcare market and factors that impact the customer’s business and Philips businesses. With a focus on:
• Customer Segments
• Market Knowledge and the impact of legislation
• Understanding Reimbursement
2. Enterprise Wide Account Understanding
Attain a deep & wide understanding of the account, key stakeholders, strategic priorities/initiatives, pain points and viable solutions. Develop a comprehensive, dynamic account plan based on:
• Account Knowledge
• Customer Relationship Management
• Account Planning around Philips solutions
3. Strategic Solutions
Utilize deep understanding of account and Philips to identify areas of strategic engagement, leverage our value propositions and grow our footprint by focusing on:
• Customer consultation & needs
• Strategic Selling
• Asset Management
• Long-term strategic Partnerships
4. Own How the Customer Experiences Philips
• Solidify the Trusted Advisor Role by providing market insights on industry trends, competitive landscape, healthcare legislation that assists the Account in reaching it’s goals.
• Create, and sustain, a relationship with Corporate Executive leadership
• Develop plans to prevent business / care disruptions
• Ensure a current knowledge of issues in each facility and leverage your team to monitor resolution through the escalation processes
• Simplify the impact of Philips required activities for the customer
• Coach the sales team to meet and manage customer expectations throughout the sales process.
• Maximize the customer experience by creating a predictable process of information gathering and exchange and aligning the Account team to present a coordinated, efficient One Philips approach.
Responsibility 3 - Tactical
1. Business Results
Deliver on our Philips business objectives, streamline daily business, and secure longer-term relationships and contracts.
• Facilitate daily business management to achieve financial targets
• Manage and drive any Contracting opportunities with your team
• Lead or oversee all Negotiations with the corporate contacts
2. Business Acumen
Master business processes, products and solutions, Philips organizational knowledge & effectiveness, Philips brand equity & value proposition, and translate it all into an impactful Philips Health Continuum Story with your customers, with a focus on:
• Improving Business processes
• Product & solutions knowledge and application
• Philips organization knowledge & effectiveness
• Philips brand equity & value proposition
• Philips health continuum story
3. Work Management
Effectively lead activities with your team and customers that result in achievement of enterprise and Modality business plan goals and objectives.
• Prioritization of opportunities and objectives with your team
• Master account management tools & software applications
• Drive opportunity updates and tracking through regular reports
4. Team within Philips
• Build a strong internal network and align key players to support the delivery of value to your customers and execute deals.
• Initiate collaboration with internal partners to validate and execute the Account Strategy and deal execution.
• Develop internal relationships to drive resolution of customer issues.
• Utilize OneSource and SFDC to share knowledge and develop conversations across the business.
• Demonstrate the Philips behaviors in all interactions.
You are a part of:
Philips Healthcare Alliances Account Executive team. You will lead a team of Account Executives within our Midwest Zone.
To succeed in this role, you should have the following skills and experience:
• Minimum four-year university degree. Masters degree preferred.
• Minimum of 7 years of successful sales, consulting, or provider experience
• Management experience preferred
• Knowledge of the healthcare provider market, payers, and the interaction between hospital systems and suppliers.
• Outstanding communication and presentation skills.
• Large account management experience, complex sales cycle with multiple decision makers.
• Conversant in industry/market trends and client business challenges
In return, we offer you:
The Zone Director role will give you the opportunity to take your career to the next level in a world leading organization that is backed by a stable 120-year legacy of innovation. Here, you’ll go as far and as wide as you aspire. We make sure of it through support of a formal development planning process, as well as countless opportunities to expand your knowledge and skill set through resources such as the Learning@Philips program, tuition reimbursement and/or mentor relationships.
Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions.
Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.
As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.
No Sponsorship offered
"US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa."
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