EI Sales Specialist- Southwest
Job TitleEI Sales Specialist- Southwest
EI Sales Specialist
The sales specialist owns business development in the territory by uncovering and posting opportunities, developing competitive positioning, and owning quote creation, customer concerns, and change orders; partners with AMs to qualify opportunities, design and present winning solutions, and develop business analysis and forecasts; co-owns, with RSM, achieving business goals and forecasting for the territory. Southwest territory : Arizona, NM and Central Texas West Dallas, OK, Houston and LA
Partner with the HIT AM/AE in Driving Overall Business and Product Deal Support
- Partner with AM/AE, using business knowledge and understanding, to develop a deal strategy configured to win.
- Develop product strategy as clinical, technical, and knowledge expert to win VOC.
- Lead and deliver the solution specific content of customer presentations including clinical, operations, and financial positioning and benefits. Attend customer presentations to resolve customer objections or answer questions regarding product and configuration.
- Partner with HIT AM/AE to coordinate on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.
- Partner with HIT AM to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events.
- Partner with AM to prioritize opportunities that exist in a given account or market.
- Partner with HIT AM on the roll-up of the forecast and funnel. Evaluate funnel health and provide support to help grow funnel toward target. Work alongside the AM to ensure the funnel is robust, clean, and well managed.
- Coordinate product positioning and product qualification with HIT AM/AE, as needed.
Manage and Drive Your Business
- Collaborate with HIT AM to develop a SWOT analysis and build a database, by hospital, of the entire installed base to establish competitive positioning and understand upcoming opportunities.
- Participate in the business development of the territory.
- Develop deep customer needs analysis.
- Drive visibility by understanding business opportunities in the region, including emerging markets.
- Share opportunity visibility by entering the opportunity into SFDC. NEED TO DISCUSS FUNNEL MANAGEMENT AND SFDC
- Partner with HIT AM to ensure funnel is robust and capable of meeting AOP.
- Attend accountability calls with HIT AM and ZVP to provide input and background.
- Create customer quote based on the specific customer needs and requirements.
- Manage any necessary change orders.
- Coordinate the creation of the SOW in collaboration with SCS.
Team within Philips
- Provide Field Marketing with input on sales tools, pricing issues, and competitive threats to enable them to best support specialists and provide input to the BIU.
- Maximize the customer experience by presenting a coordinated and efficient One Philips approach with the Core AM/AE.
- Use SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.
- Support the HIT team through informal product training and education.
- Share best practices with internal colleagues.
Own Your Performance and Development
- Perform against established performance goals and metrics.
- Take responsibility for your own personal and professional development, including all required training.
- Participate as an active member of the sales team, sharing your experience and knowledge with others.
- Use and comply with standard processes and guidelines.
- Develop strong knowledge of markets, competitors, and industry trends for products.
- Demonstrate the Philips Behaviours in all interactions.
- Previous sales experience required.
- 5+ years of demonstrated healthcare experience or equivalent combination of education and experience.
- Demonstrated understanding of clinical workflow and supporting technologies.
- Outstanding communication skills and demonstrated customer follow-up.
- Ability to quickly demonstrate expertise and establish credibility with clinical decision makers.
- Must live in assigned territory
Here at Philips WE ARE Working Together for a Better Tomorrow:
Philips’ dedication to enriching lives is reflected in our company, our solutions, and a commitment to our people. Philips products lead to improved healthcare, faster diagnosis and better patient outcomes. Philips employees change lives every day.
Enjoy endless opportunities to learn, and develop your career in the directions to which you aspire. Philips Healthcare is a place where you will work with others whose far-reaching ideas and accomplishments have impacted over 200 million lives already. Please help us determine what’s next. Your ideas and ability to deliver will help to transform the future of healthcare, and allow you to create your own legacy.
Thanks to our employees, we are at the forefront of the Healthcare industry. Healthcare providers, backed by our many market leading solutions, are able to diagnose confidently, improve care, and increase the quality of life for patients across North America each and every day.
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.
In case of difficulties with your job application please send an email to [email protected]
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