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Sales Director
Philips
Framingham, MA, United States
Job Details - this job has expired, please see similar jobs below
Sales Director, Lifeline US Healthcare Channel (Framingham, MA or Remote)
In this role, you have the opportunity to:
The Healthcare Sales Leader is responsible for all professional sales with Lifeline channel partners and directly with payer organizations. Client segments include USA health systems, ambulatory care services, state agencies, and payer organizations. Responsible for managing a blended team of field & office-based sales and account management professionals across all phases of the sales cycle. Role responsible for winning competitive contracts, renewing existing contracts, managing active accounts and engaging their referral networks. Leader will actively manage these commercial objectives with the costs required to achieve them and reallocate resources across tasks and segments as needed to meet commercial objectives. Additionally, the leader will manage linkages with interdependent functions (e.g. marketing, product management, operations) to deliver results.
You are responsible for the following:
• Exhibit & deploy strong knowledge of market, accounts, competition and industry trends and utilize in creation of Sales Strategy
• Exhibit an expertise of segments, payment models, and supporting actors in the medical alert field; including internal and external advocacy where required
• Develop a Sales Strategy to achieve or exceed goals, metrics and expectations following standard ways of work and engaging with the right stakeholders.
• Ensure the Sales Strategy represents the full Home Monitoring product portfolio including services.
• Oversee the development of Business Plans by Segment (B2B, B2G), ensuring linkage with marketing by created shared KPI’s.
• Establish performance expectations for each segment and territory, develop and motivate sales team to fulfill customer acquisition, retention and growth strategies and objectives
• Develop, direct and control administrative policies, procedures, systems, and programs in support of the sales organization to ensure operational efficiencies.
• Responsible for developing and executing integration plans for all acquisitions to ensure profitability and value creation. Communicate and drive execution of the Sales Strategy.
• Communicate overall strategy with all stakeholders to including Business Leader and Financial Controller.
• Adapt to Philips strategies to align with evolving customer needs
• Monitor, analyze, and drive sales metrics and results.
• Manage and drive funnel growth and forecast accuracy across all product lines
• Coach sales team in executing their business and hold them accountable for their results.
• Modify sales plans and strategies as needed to achieve desired revenue objectives through organic subscriber growth, competitive conversions, and evolution of the installed base.
• Participate in customer meetings to closure in targeted accounts
• Develop and leverage relationships to assist the sales team in deal execution.
• Responsible for funnel, forecast, profitability, cost of acquisition, AOP performance, contracts
• Create and sustain relationships with senior players at major accounts.
• Coach the sales team to meet and manage customer expectations throughout the sales process.
• Ensure customer issues are resolved through the escalation process.
• Coach the sales team to support the customer during deliver, install, and post-installation
• Ensure the usage of standard processes and guidelines by the sales team.
• Coach Sales Management team on how to create winning account and deal strategies which includes a One Philip approach to the customer.
• Build a strong sales team through hiring, fit for future, succession planning, and onboarding.
• Foster a culture of teamwork and information sharing.
• Create a strong culture of development by building the skills and knowledge of the sales team.
You are a part of:
The Philips Lifeline Leadership Team.
To succeed in this role, you should have the following skills and experience:
• 10+ years of solution selling experience; Five years minimum management responsibility.
• Bachelor’s degree in Business, Marketing or related field, Master’s degree a plus
• Working understanding of healthcare payments market for ambulatory care services, particularly for Medicaid & Managed Medicaid
• Business decision making that is grounded in analytic approach and sound understanding of financials (experience managing budget/P&L)
• Change leadership – catalyst for change and growth
• Experience in business development and strategic channel management
• Experience managing direct and indirect channels and resulting overlaps
• Experience working with a distributed B2B/B2B2C/B2G sales force
• Management of a consumer experience directly and through intermediaries
• Strong executive level interpersonal skills
• Proven experience navigating and successfully developing complex deals.
• A world class, senior level sales professional with a proven track record of success managing people and complex multi discipline sales scenarios
• Demonstrated success at developing and communicating a clear strategic vision and effectively executing that vision.
• Ability to work with and manage by influence a diverse sales team to close complex sales opportunities
• Possessing the drive and persistency to overcome obstacles are paramount to success in this position.
• People leadership, both managerial and cross-functional
• Ability to develop and sustain win-win partnerships across businesses
• Negotiation of business relationships
In return, we offer you:
The Sales Director role for Philips Lifeline 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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