Job Title
Radiology Informatics Account Manager/Sales Executive
Job Description
Reporting to the Sales Leader, Enterprise Informatics UK&I, the Radiology Informatics (RI) Sales Manager UK&I will be responsible for driving RI sales growth in UK&I by identifying and securing new business opportunities and developing our installed base.
You will lead and manage a team of front-line RI Account Managers in fostering strong customer relationships by seeking a deep understanding of customer needs and effectively demonstrating the RI portfolio value proposition to address those needs.
Your responsibilities include the following:
* Manage RI sales team
* Lead and manage a team of front-line RI sellers (Account Managers) to create value for our customers and deliver on RI growth targets
* Monitor sales team individual performance against targets and provide constructive feedback to ensure goals are met or exceeded
* Drive effective funnel management to build towards RI sales targets and Philips business objectives
* Drive accountability for sales teams to follow RI best seller practices, including sufficient Salesforce.com hygiene to enable effective reporting and forecasting
* Provide sales process guidance and coaching
* Position the team to succeed in selling Cloud solutions
* Lead on all large RI tenders, working with Account Manager and Sales Specialists
* Drive regional sales strategy
* Partner with RI Regional Business Unit Leader (RBUL) to understand and execute BU GTM plans
* Support the Head of Marketing in creating the Radiology Informatics Marketing Plan for the Market by providing Business specific Customer Insights and the global Business Strategy
* Support the Enterprise Informatics Sales Leader in the Business Market Combination process (products, services, and solutions)
* Provide Market and Customer Insights and Trends to Radiology Informatics Regional Business Unit Leader (RBUL)
* Collaborate with Health Systems key stakeholders (KAMS, AES, Govt) to support regional RI sales strategy and initiatives
* Drive specific regional RI strategy initiatives across a range of customer accounts by aligning them to front-line seller activities
* Generate regular reports (incl. sales forecasts) to sales and business unit leaders on front-line seller activities, sales performance, and progress towards targets
* Collaborate with sales and other regional leadership, to develop sales collateral, tools, and resources that empower front-line sellers
* Understand market dynamics within zone for focus and action
* Serve as RI executive presence for clients in zone
* Identify potential gaps in strategy and contribute to feedback loop
* Ensure proper GTM focus
* Ensure balanced selling activity to maximize RI presence in the marketplace
* Collaborate with Zone/District leaders from Philips modalities to implement cross-selling initiatives
* Serve as singular escalation point for RI BU solutions/clients in zone
* Gather customer signals and serve as voice of customer for RBUL/product manager/BU feedback and direction
* Enable meaningful customer partnerships
* Develop a deep understanding of Philips RI portfolio products to effectively support front-line sellers and other end-users on major strategic sales opportunities
* Collaborate with front-line sellers and other parties on negotiations to secure mutually beneficial terms
* Identify and work with RI KOLs
* Identify and maintain a suitable Reference Site(s)
To succeed in this role, you should have the following skills and experience:
* Preferred bachelor's degree in relevant discipline.
* Possess a sound understanding of Radiology workflow(s)
* Strong relationships with Radiology Key Opinion Leaders (KOLs)
* Ability to build and nurture effective relationships by developing strong cooperation with peers within the market, cross business, and cross function
* Proven track record of creating and executing account plans towards sales objectives and delivering commercial targets
* In-depth experience of selling Healthcare IT products in a clinical environment, and/or great knowledge of hospital ecosystem.
* Experience managing a software sales funnel and prioritizing opportunities requiring escalation or acceleration to ultimately deliver on results
* Track record of ability to cultivate strong customer relationships with key decision makers (incl. C-suite)
* Understand how to efficiently leverage specialist knowledge / product resources to develop tailored customer offerings
* Able to clearly articulate the value of technical software and/or medical products to a range of customer profiles
* Familiarity with CRM software (Salesforce)
* Proven senior leadership experience, ideally across different countries
* Acts as a role-model for Philips culture
* Ability to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function
* Leads, coaches, directs and motivates the team towards a common goal, encourages diversity.
* Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.
* Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology.
* Quality first and Patient Safety mindset
* Excellent verbal and written communication skills
* Fluent in English
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