Job TitleSales, Solutions Sales Specialist
Sales, Solutions Specialist
In this role, you have the opportunity to:
You will be the Clinical Sales Specialist for Philips SpO2 portfolio, responsible for driving sales for the exciting newly acquired Alar Sensing business, along with the rest of the Philips SpO2 sensor portfolio.
For maximizing sales in your home location and driving growth in your assigned territory, together with the regional Medical Consumables and Sensors (MCS) Field and Remote Sales Representatives (RS), Connected Care Account Manager (CCAM), and Account Executives (AE). All the above will be referred below as the Field Team
This position offers you the opportunity to play a vital role in increasing market penetration and to the overall growth of this business.
Promote the economic and clinical benefits of an innovative new sensor technology
Act as knowledge and clinical expert on the Philips SpO2 portfolio and lead in developing key relationships in the following call points: C-Suite, ED, OR, ICU, Value Analysis committee leadership.
Grow this business ahead of the market rate
Successfully work in and sell in a matrixed selling team environment
This position will be based in Boston, Philadelphia or New York and will have territory responsibility for the Northeast.
You will be responsible for:
Target highest opportunity accounts in immediate territory to maximize sales and market share
Provide sales support to Field Team in rest of the territory
Coordinate efforts with MCS reps, other Philips Sales teams and Philips distributors sales team, to maximize coverage of hospitals/systems Philips standardization in territory
Identify, understand, report and pursue new opportunities, directly and or in conjunction with appropriate members of your Field Team
Provide customer training/education/support needs on SpO2 portfolio including clinical in-services and workshops.
Leverage your expertise to use a consultative selling approach
Collaborate and support the Field Team on the sales process with solution definition, design, and propose a solution to address the customer's specific need
Add inputs to the MCS territory business plan to exceed quota for the Philips SpO2 Business
Work with Philip's distributor sales force to add accounts and grow existing accounts
Train and continually update distribution sales force as well as Philips sales team members on clinical aspects and best practices to grow business and overall value proposition
Identify and execute on opportunities for Philips to generate new business and expand utilization among existing clients; coordinate team engagement and travel to develop these opportunities
Identify and develop thought leaders in multiple disciplines/ departments for SpO2 Products
Identify and develop reference accounts who can be engaged to grow sales and/or generate data Assist Field Team with customer presentations specifically focused on the clinical and technical components of the value proposition
Understand and address competitive positioning to take market share
Partner with Field Team to drive a strategy to build value by utilizing on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.
Collaborate with Field Team to develop a SWOT map for Philips and build a database for installed base to establish competitive positioning and understand upcoming opportunities
Provide inputs on run rates and new opportunities to update Salesforce.com
Utilize SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.
Participate in the customer feedback loop to provide technical expertise.
Identification and support with clinical data and studies as needed for the Alar product.
You are a part of:
The Field Sales Team (MCS Field Rep, CCAM, RSM and AE): support them in achievement of Philips SpO2 annual plans. You will work directly with Sales Support and Marketing: collaborate towards the achievement of sales goals and provide input on sales tools, pricing, product features, customer needs and competitive threats which enable them to best support the business and provide input to the BIU
To succeed in this role, you should have the following skills and experience:
Required: Prior clinical sales experience for a medical device manufacturer calling on all areas including C-Suite.
Desirable: Clinical experience (Respiratory Therapist, Critical Care Nurse, On-site Biomedical Engineer) in adult and pediatric OR, PACU, and ICU environments.
Prior experience with Regional Oximetry.
Experience in education within the clinical environment.
Knowledge of patient monitoring and Electronic Medical Records.
Preferred: Four-year college degree or equivalent experience
Required: Deep product knowledge and expertise in the critical care environment
Required: Ability to quickly demonstrate expertise and establish credibility with clinical decision makers
Required: Strong business acumen and organizational skills
Required: able to engage in overnight travel 60% of the time
In return, we offer you:
The Philips Alar SpO2 Solution Specialist role will give you the opportunity to take your career to the next level in a world-leading organization that is backed by a stable 120-year legacy of innovation. Here, you'll go as far and as wide as you aspire. We make sure of it through support of a formal development planning process, as well as countless opportunities to expand your knowledge and skill set through resources such as the Learning@Philips program, tuition reimbursement and/or mentor relationships.
Why should you join Philips?
Working at Philips is more than a job. It's a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.
To find out more about what it's like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions.
Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.
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 888-367-7223, option 5, for assistance.
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