Sales, IDN Account Executive

 •  Phillips Raleigh, NC

8 - 10 years experience  •  Manufacturing / Diversified

Salary depends on experience
Posted on 07/14/17
Raleigh, NC
8 - 10 years experience
Manufacturing / Diversified
Salary depends on experience
Posted on 07/14/17

Philips Healthcare is seeking an Account Executive to play a vital role in providing solutions to select Integrated Delivery Networks (IDN's).


Your Challenge:

As the Account Executive you will be challenged to manage contracts and relationships with select IDN's for all of Philips Healthcare Products. You will be working strategically at the C-Level and working cross-functionally with the internal Philips sales team

Your Responsibilities:

Support the Development of the Great Sales Plans and Account(s) Strategies

• In collaboration with the Sr. Account Executive or RSM, research the accounts and its affiliated hospitals operating model, business challenges, critical metrics, issues, goals, and growth strategy to develop a Philips objective for the account and supporting account strategies.

• Solidify the Trusted Advisor Role by providing market insights on industry trends, competitive landscape information, healthcare legislation information that assists the Account in reaching its goals.

• Leverage the Business and Partnership relationship to retain and build toward a full Philips solution and product portfolio standardization.

• Identify a strong funnel of growth potential by analyzing contract status, standardization plan, evaluating current contracts, products, needs, care gaps install base, and construction strategies to leverage into deal strategies.

• May be responsible for broad geographic accounts.

Drive the Realization of Account(s) Strategy and Metrics

• Act as single point of contact for Tier 1, 2 IDN HQ accounts and own Executive level relationships.

• Communicate, align, and drive the team to execute on the Account strategy.

• Negotiate and oversee development of contracts for compliance, terms and conditions, renewals and extensions.

• Analyze account status to understand total Accounts and hospital specific activity leveraging the funnel into larger bulk buy and standardization opportunities.

• Leverage Philips Business Tools to understand customer business needs and provide targeted solutions to include software and services.

• Participate in customer meetings to closure.

• Develop and leverage relationships to assist the sales team in deal execution.

• Responsible for Account funnel, forecast and AOP performance.

Own How the Customer Experiences Philips

• Create and sustain relationships with the Executive level leaders as the single contact point at Philips.

• Develop plans to prevent business and care disruptions.

• Ensure a current knowledge of issues in each facility and 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.

Team Within Philips

• Build a strong internal network and align key players to support the delivery of value to our customers and execute deals.

• Maximize the customer experience by creating a predictable process of information gathering and exchange to aligning the Account team to present a coordinated and efficient One Philips approach to the customer.

• Initiate collaboration with Sr. Account Executive or RMS and 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.

Your Profile:

· Four-year college degree or equivalent preferred.

· 8-12years of Field Salesexperience

· Experience leading account teams and selling to accounts that can produce large sales volumes and/or market share growth.

· Experience selling into accounts that are characterized by a complex sales cycle with multiple decision makers

· Engaging the interest of the customer and draw them into meaningful, in-depth conversations

· Educating the customer, not only about the sales organization's products and services, but also about industry trends and business issues

· Enlightening the customer about new possibilities, and act as a catalyst for innovative ideas

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