Sales Specialist

Job TitleSales Specialist

Job Description

Sales Specialist

In this role, you have the opportunity to

Act as a subject matter expert with Philips Patient Monitoring systems, helping to drive strategy and providing solutions as well as developing new business opportunities in your territory with our dynamic sales and modality teams. As this role will support our account teams across Canada there will be a large travel component ( i.e +50% ).

You are responsible for:

  • Partnering with the Account Managers and Account Executives in Driving Overall Business and Product Deal Support
  • Partnering with Account Managers and Account Executives using business knowledge and understanding, to develop a deal strategy configured to win.
  • Partner with AM/AE in coordinating on-site demonstrations, clinical trials, site visits, and national clinical showcase sites. Identifying opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events. Provide support to the Account Manager to help grow funnel toward target. Working alongside the Account Managers to ensure the funnel is robust, clean, and well managed.
  • Developing product strategy with AM and modality team, using your clinical, technical, and knowledge expertise to win RFPs.
  • Leading development 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. If requested, provide product expertise in customer feedback loop.

Manage and Drive Your Business

  • Collaborate with AM to develop a SWOT analysis and build a database, by hospital, of the install base to establish competitive positioning and understand upcoming opportunities.
  • Own business development of the territory.
  • Develop deep customer needs analysis.
  • Drive visibility by understanding business opportunities in the region, including emerging market and growth opportunities.
  • Uncover and communicate opportunities to Account Managers. Monitor SFDC to ensure visibility to opportunities for monitoring.
  • Create a business plan that identifies opportunities in territory and review with Account Managers, Regional Sales Directors and PCMS Director.
  • Attend accountability calls as needed with Account Managers and Regional Sales Managers to provide input and background.
  • Assist the Account Managers with the technical product input for the development of the quote based on the specific customer needs and requirements.
  • Assist in quote pricing based on configuration and delivery design. Manage any necessary change orders.
  • Co-own, with Regional Sales team achieving the business goals including balanced selling, BIU, AOP attainment, and product forecasts' validation.

Own How the Customer Experiences Philips

  • Own escalating product issues to Services via the OneEMS system as quickly as possible. Partner with Account Manager to determine the right communication to the customer for frequent issues or a delayed remedy.
  • Partner with AM to select appropriate site visit locations.
  • Participate in the 4-Meeting process and installation to ensure a smooth customer hand-off.
  • Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues. Coordinate with SDC, Solution Architects, Customer Project Managers, Clinical Specialists and Field Service Engineers.
  • Provide content and marshal internal resources to ensure RFPs are completed.

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 Business Unit.
  • Maximize the customer experience by presenting a coordinated and efficient One Philips approach with the Account Managers and Account Executives.
  • Use SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.
  • Support the Regional Sales Director/ Account Manager/ Account Executive 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.

To succeed in this role, you should have the following skills and experience:

  • 5+ years related experience in Modality management and or relevant experience with patient monitoring systems
  • Previous Sales experience
  • 8+ years of demonstrated healthcare experience or equivalent combination of education and experience
  • Background in Critical Care Nursing, Critical Care Health , or Biomedical engineering is an asset
  • Enjoy working in a team environment
  • Solution Expert with monitoring systems.

In return, we offer you

A path towards your most rewarding career. Philips is growing its marketing capability enterprise wide. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.

  • 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.

Philips Electronics Ltd is committed to treating all people in a way that allows them to maintain their dignity and independence. We welcome and encourage applications form people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.



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