Sales, Account Manager

Phillips   •  

San Francisco, CA

5 - 7 years

Posted 185 days ago

Job Description

Sales, Account Manager - Healthcare IT (San Francisco Bay Area, CA)

Your Responsibilities:

  • Own the HIT Portfolio (The HIT “Franchise” - EI, CAI and ISP solutions) in your territory.
  • Research accounts in your territory 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.
  • In collaboration with your team: ZVP, the Account Executive (if applicable) and specialists, create and develop a detailed account strategy (Great sales Plan) for each account in your region.
  • Clearly articulate the HIT story.
  • Build, cultivate and leverage relationships in accounts to retain and build toward a full Philips solution and product portfolio standardization.
  • Drive and uncover net new business opportunities within your territory.
  • Become the Trusted Advisor of your key accounts by providing market insights on industry trends, competitive landscape information, healthcare legislation information that assists the Account in reaching its goals.
  • 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.
  • Ensure a current knowledge of issues in each facility and work with SCS to monitor resolution.
  • 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 HIT for all accounts and own Executive level relationships in accounts in your region.
  • 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.

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 minimum.
  • 5+ years of Hospital/IDN Field Sales experience calling on the C-level
  • Strong understanding of HIT market, trends, value-based HC trends, etc…
  • Outstanding communication skills and demonstrated customer follow-up.
  • Solid understanding of Philips HIT solutions offered and underlying architecture.
  • Demonstrated aptitude selling diverse portfolio of solutions preferably in the HIT space.
  • Effective experience leading account teams and influencing a team without direct authority.
  • 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
  • Must live in assigned territory

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