Dallas, Texas, United States
Onsite
As the Cardiac & Vascular Key Account Manager, you will be the primary point of contact for the customer service line leaders in the cardiovascular, surgery and operating room departments. Primarily responsible for the CV core products, which includes Image Guided Therapy (IGT), Mobile Surgery C-Arms and Services. You will also work collaboratively with our Image Guided Therapy Devices (IGT-D), Cardiovascular Ultrasound (CV Ultrasound), and Enterprise Diagnostic Informatics in Cardiology (EDI Cardiology) teammates. You will work closely with your account manager counterparts in Precision Diagnosis (CT, MRI, DXR) and Connected Care Patient Monitoring along with Account Executives, Specialists, Services and Solutions to identify, develop, and close CV opportunities in Philips installed, competitive installed, and new construction labs and operating rooms.
Your role:
• Establish territory growth plans and strategic initiatives and translates them into clear objectives and targets.
• Develop and continually refine business strategy for key accounts, customers, and territory to achieve sales targets.
• Document territory install base related to the solutions represented, establish plan to address all assigned accounts within the territory to include breakthrough competitive accounts, segment strategy and understand the market potential of your territory
• Understands and clearly articulates the broader Philips portfolio of offerings to include products, services, and solutions within and across businesses and clusters, and matches clinical, technical, and economic value propositions with customer needs.
• Identify pain points, engage in active listening, and overcome objections to address customer concerns.
• Understand sales stages and ability to navigate sales process by aligning to customer buying journey.
• Drive sales process by uncovering compelling customer events, engaging stakeholders, and escalating as appropriate.
• Understands the customer environment, market dynamics, and industry trends and applies insights in alignment with customer needs.
• Strong knowledge of competitive landscape, such as business models, product features, service offerings, and positioning.
• Knowledge and application of Philips tools, processes and methodologies (e.g. Salesforce, Customer Focused Solution Selling, Account Planning, Quoting).
• Drives continuous improvement in the sales processes and procedures applying problem solving / lean methodology
• Establish and maintain effective relationships that build trust with external and internal customers.
• Deliver customer-centric solutions through understanding of customer needs.
• Validate sales stage and navigate sales process through funnel management and forecasting to achieve business results, even under tough circumstances.
You're the right fit if:
• BS/BA Degree in related discipline.
• 5+ years of hospital sales, Medical Capital Sales Experience, required.
• Deep knowledge of the CV Portfolio.
• Ability to work with customers to develop strong business solution cases coupled with solid closing skills.
• Demonstrated Solution Selling and execution skills in a complex team selling environment.
• Demonstrated ability to develop strategies to convert competitive accounts.
• Confident with developing relationships with C-suite executives.
• Results-oriented approach, high energy, balanced with a “take charge” attitude with teamwork and collaboration.
• Look ahead to future possibilities and translating them into breakthrough strategies.
• Maneuver comfortably through complex policy, process, and people-related organizational dynamics.
• Adapt approach and demeanor in real time to match the shifting demands of different situations.
• Develop and deliver multi-mode communications (written and verbal, live and virtual formats) that convey a clear understanding of the unique needs of different audiences
• Must reside within territory (Dallas,Ft. Worth area)
• Clean MVR
• Able to travel overnight up to 25%
About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.
Philips Transparency Details
Total Target Earnings is composed of base salary and target incentive plus company fleet/car. Total compensation may be higher or lower dependent upon individual performance.
Target Earnings pay is only one component of the Philips Total Rewards compensation package, which includes a generous PTO, 401k (up to 7% match), HSA (with company contribution), stock purchase plan, education reimbursement and much more. Details about our benefits can be found here.
Additional Information:
US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa, now or in the future.
Company relocation benefits will not be provided for this position. For this position, you must reside in or within commuting distance to Dallas, Ft. Worth TX
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This requisition is expected to stay active for 45 days but may close earlier if a successful candidate is selected or business necessity dictates. Interested candidates are encouraged to apply as soon as possible to ensure consideration.
Philips is an Equal Employment and Opportunity Employer including Disability/Vets and maintains a drug-free workplace.