Sales, Strategic Business Manager Fed Gov DOD
Philips in Hailey, ID
- Industry: Defense/Security Clearance - Others
- Type: Full Time
Job TitleSales, Strategic Business Manager Fed Gov DOD ( National)
Support the Federal Government VA and DOD Ultrasound Products
This position reports directly to National Sales Manager of POC and Channels Ultrasound North America. In collaboration with the National Sales Managers of CV, GI, OB and POC market segments driving. The perfect candidate will work closely with the National Sales Manager developing operating models, business challenges solutions, critical metrics, goals, and growth strategies to develop a Philips objective for Federal Government VA and DOD strategies. These strategies will increase our products visibility, win-rate and market-share within all ultrasound segments marketing to the VA and DOD.
Solidify the Trusted Advisor Role by providing ultrasound and market insights on industry trends, competitive landscape information and distribution information that assists the organization in reaching its goals.
Leverage the Business and Partnership relationships to retain and build toward a full Philips solution and product portfolio standardization within the segments of focus.
Identify a strong funnel of growth potential by analyzing contract status, standardization plan, evaluating current contracts, products, needs, care gaps install base, and distribution strategies to leverage into deal strategies.
Will be responsible for coverage within the USA.
Focus on Ultrasound products and services to the Federal Government VA and DOD as a Strategic Business Manager.
Drive the Realization of Account(s) Strategy and Metrics
Communicate, align and work with the team (NSM, RSM, Field Marketing Managers, Business Group and Innovation Team, Strategic Business Managers Channels, Ultrasound AM to execute on sales strategy).
Negotiate and oversee development of contracts for Ultrasound Business for compliance, terms and conditions, renewals and extensions.
Analyze distribution models to understand total Ultrasound business across all segments within the USA, leveraging the funnel into larger bulk and strategic 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 marketing and clinical teams to build successful training programs for new partners.
Responsible for Ultrasound channel funnel, forecast and AOP performance.
Travel requirements to customers, channel partners, VA Hospitals, DOD locations, meetings, events and conferences totaling 50% to 60% monthly.
Own How the Customer Experiences Philips
Work with NSM and represent Ultrasound Business. Create and sustain relationships with partners at all levels in the organization.
Develop plans to prevent business 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 and distributor teams 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 for Ultrasound Business.
Initiate collaboration with National Sales Managers, Strategic Business Managers, Field Marketing, Business Marketing Group, Sales, Ops, Order Ops, Contract Management, Training and internal partners to validate and execute the Channel 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.
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
Four-year college degree or equivalent preferred.
3-5 years of Field Sales experience including distribution management.
2-5 years of Field Sales Management experience including distribution management or equivalent experience.
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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Philips' dedication to enriching lives is reflected in our company, our solutions, and a commitment to our people. Philips products lead to improved healthcare, faster diagnosis and better patient outcomes. Philips employees change lives every day.
Enjoy endless opportunities to learn, and develop your career in the directions to which you aspire. Philips Healthcare is a place where you will work with others whose far-reaching ideas and accomplishments have impacted over 200 million lives already. Please help us determine whats next. Your ideas and ability to deliver will help to transform the future of healthcare, and allow you to create your own legacy.
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As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-###-####, option 5, for assistance.
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