Come join us as a Business Development Manager and take the lead in developing and executing regional strategies to drive new business growth in our Informatics Portfolio (Enterprise, Radiology PACS, Cardiology PACS and 3D AV solutions)!
Responsible for selling our complete Imaging Informatics Portfolio (Enterprise, Radiology PACS, Cardiology PACS and 3D AV solutions) into net new Health Systems in your assigned territory.
Research targeted accounts in your territory to understand their business challenges, critical metrics, issues, goals, and growth strategy to develop a Philips objective and strategy for your targeted accounts.
In collaboration with your team: District Sales VP, Account Executive (if applicable) and Specialists, create a detailed account strategy for each account in your assigned territory.
Be able to present articulately our Philips Health Informatics strategy.
Build, cultivate and leverage relationships in your targeted accounts to drive and uncover net new business opportunities within your territory.
Become the Trusted Advisor within your targeted key accounts by providing insights on industry trends, competitive landscape information, healthcare legislation, etc., to assist these accounts in reaching their goals.
Identify a strong funnel of growth potential by analyzing competitive replacement targets, account standardization plans, targeted accounts current contracts, accounts needs & strategies, understanding our solutions, leveraging our install base, and execution of a strategic plan to grow Philips imaging informatics (HIT) footprint.
Coach the sales team to meet and manage customer expectations throughout the sales process.
Drive the Realization of Account(s) Strategy and Metrics:
Act as single point of contact for our Philips HIT solutions for your targeted accounts and own Executive level relationships in those accounts.
Communicate, align and drive the team to execute on the overall 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 quota (AOP) performance.
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 Regional Sales Manager and other internal partners to validate and execute the Account Strategy and deal execution.
Utilize OneSource and SFDC to share knowledge and develop conversations across the business.
Demonstrate the Philips behaviors in all interactions
Four-year college degree minimum.
5+ years of Hospital/IDN Field Sales experience calling on the C-level
Strong understanding of Enterprise Imaging Informatics (HIT) market, trends, value-based HC trends, etc…
Outstanding communication skills and demonstrated customer follow-up.
Demonstrated aptitude selling diverse IT portfolio solutions preferably in the Enterprise Imaging Informatics space.
Effective experience leading account teams and influencing a team without direct authority.
Experience selling into accounts characterized by a complex sales cycle with multiple decision makers
Engaging the interest of the customer and drawing them into meaningful, in-depth conversations
Educating the customer, not only about the sales organization's products and services, but also of industry trends and business drivers
Must live in assigned territory Midwest (IL, IN, OH, MI, MO, MN, WI, IA,NE, SD)