Sales, Account Manager- Diagnostic Imaging (Virginia)

Job Title
Sales, Account Manager- Diagnostic Imaging (Virginia)

Job Description

As a Diagnostic Imaging Account Manager, you will promote the MR, CT, DXR, AMI, and Performance Bridge product line. You are the prime person responsible for generating sales volume by developing credible long-term relationships with our customers. You will represent Philips by developing and driving key partnerships both internally with Philips Healthcare counterparts (marketing, service, support, education, legal etc.) and externally with customers within the given accounts to drive order recognition and to drive revenue recognition against a set of annual targets.

Your role:

• Understanding customer needs and drive sales efforts.
• Research target opportunities, generate account leads, and develop long term objectives for success at the account anchored to meeting critical customer needs.
• Build a Business Plan that supports achievement of your Quota, aligned with the objectives of the Great Sales Plan and balanced selling.
• Create a relationship map of all key decision makers in the relevant business and plan for winning the support of them.
• Identify and drive your Top opportunities for each quarter.
• Build and Manage your funnel.
• Accurately forecast your funnel using metrics to achievement goals.
• Identify and document all key influencers within your accounts.
• Establish early and cross-modality penetration by building long term relationships with key influencers.
• Leverage business tools to understand customer business needs and design a solution to address the customer's objective.
• Translate the identified solution for the opportunity into a value proposition and create a pricing strategy to support the proposition.
• Design a tailored account strategy and create a compelling message to present the value proposition and proposal to the customer.
• Develop solutions for up sell and cross sell opportunities.
• Create comprehensive customer profiles and effective customer acquisition or retention strategies.
• Increase awareness of Philips evolving strategies for expanding and changing its products and services.
• Capability to uncover and develop the customer's decision criteria, analyze competitive offerings and influence the decision criteria to their advantage.

• BS/BA Degree in related discipline or equivalent experience
• 5+ years of hospital/software sales, capital medical device experience, required
• Ability to work with prospects to develop strong business solution cases coupled with solid closing skills.
• Results-oriented approach, high energy, balanced with a "take charge" attitude with teamwork and collaboration.
• Excellent verbal, presentation, and written communication skills
• Hunter Mentality
• Demonstrated experience building customer strategies.
• Solution Selling.