Sales, Solutions Sales Specialist - Philips Alar Spo2 (Northeast)

Philips Boston , MA 02298

Posted 2 months ago

Job TitleSales, Solutions Sales Specialist

  • Philips Alar SpO2 (Northeast)

Job Description

Sales, Solutions Specialist

  • Philips Alar SpO2 (Northeast)

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

  • 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.

No Sponsorship offered

"US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa."




If you forgot your password, you can click the Forgot Password button on the Sign In screen to reset it. In case of technical difficulties, please send an email to

(Note: To ensure fairness and legal compliance in our recruitment processes, only technical issues will be monitored through the above inbox. Please do not submit resumes or applications to this email, as they will not be reviewed. Only applications received through the online application process will be considered.)

upload resume icon
See if you are a match!

See how well your resume matches up to this job - upload your resume now.

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Area Sales Manager GI Specialty Northeast

Exact Sciences

Posted 4 days ago

VIEW JOBS 1/12/2019 12:00:00 AM 2019-04-12T00:00 Summary of Major Responsibilities The field-based Area Manager is responsible for leading a team of Gastroenterology Specialty Representatives within a designated area in a Region. The Area Manager is responsible for the effective promotion of Exact Sciences' products to gastroenterology physicians and their practices, integrated delivery networks (IDNs), Multi-Specialty clinics and other health care providers within the designated area. The Area Manager will recruit, train, coach, lead and provide performance management for the Gastroenterology Specialty Representatives in addition to directly promoting Exact Sciences' products. Area Managers will also oversee and effectively participate in the development of relationships and build advocacy for cancer screening and Cologuard among the gastroenterology community in the assigned area. Essential Duties and Responsibilities * Successfully manage 8-12 direct reports including the recruitment and selection of highly qualified Gastroenterology Specialty Representatives, ensuring effective training and development of the sales force and providing coaching and ongoing performance management of the team. * Travel with direct reports in order to observe and provide training and coaching. * Through area team, successfully forecast and achieve quarterly and annual sales goals. * Manage the assigned area's sales targets and maintain ongoing reporting of progress with management team. * Establish and maintain ongoing communication and team operating mechanisms to ensure appropriate information is shared and collaboration within and outside of the team is taking place. * Responsible for ensuring sales force compliance in all Quality, Regulatory and Company policies and guidelines. * Proactively identify and build strong relationships and advocacy with key gastroenterology thought leaders and decision makers in assigned area. * Demonstrate effective leadership; drive effective performance through coaching, motivating & inspiring team of territory managers; provide clear expectations, ongoing feedback and opportunities for continuous development. * Collect ongoing customer insights, market trends & competitive data from sales force and communicate to leadership and peers. * Leverage up-to-date product and technical expertise to effectively present and discuss the technology and clinical benefits in terms which are relevant to customers. * Ensure the effective use of sales process and approved product marketing and product promotion material by regional sales force. * Effectively collaborate with Account Managers and commercial team members to optimize business performance within health systems within assigned area. * Leverage Medical Science Liaisons, Account Managers and other Company resources as necessary to provide the necessary technical, clinical and business content to create a competitive differentiation and deliver solutions that meet or exceed customer expectations. * Effectively manage open territories while recruiting for new personnel should a territory be vacated within designated area. * Support and comply with the company's Quality Management System policies and procedures. * Regular and reliable attendance. * Ability to work seated for approximately 50% of a typical working day. Ability to work standing and or walking for approximately 50% of a typical working day. * Ability to work in front of a computer screen and/or perform typing for approximately 20% of a typical working day. * Ability to travel approximately 60% of working time within assigned area and some travel outside of assigned area for regional or national meetings. Qualifications Minimum Qualifications * Bachelor's Degree. * 5+ years of experience in a customer-facing sales role in a medical, healthcare or technical field. * 1+ years of experience in a leadership capacity (this can include previous supervisory experience, serving full time in a training role, completing a 12 month stretch assignment within Exact). * Demonstrated skillset in effective sales process and deal closure. * Demonstrated ability to effectively train and educate others. * Proven, effective time management, expense reporting, prioritization and delegation skills. * Effective English communication skills, both written and verbal. * Outstanding influencing, interpersonal and networking skills to drive successful relationship building. * Strong critical thinking and analytical skills with demonstrated experience reporting and tracking sales force metrics. * Effective presentation skills; able to present ideas to customers in a way that produces understanding and impact. * Authorization to work in the United States without sponsorship. * Possession of a valid driver's license, no more than two moving violations in the past 36 months, and no unresolved license revocation or suspension issues. * Maintenance of sufficient driver's insurance to satisfy any applicable state or local requirements and at least $250,000 per person and $500,000 per accident in coverage. Preferred Qualifications * Preferred experience selling and/or leading a sales team in gastroenterology practice and health system settings. * Experience with sales/marketing of products or services directly to gastroenterologists and their practices. * Experience in a sales leadership role during a product launch. * Experience using/coaching to Challenger Sales Model. * Advanced degree. #LI-JK1 We are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, creed, disability, gender identity, national origin, protected veteran status, race, religion, sex, sexual orientation, and any other status protected by applicable local, state or federal law. Applicable portions of the Company's affirmative action program are available to any applicant or employee for inspection upon request. Exact Sciences Boston MA

Sales, Solutions Sales Specialist - Philips Alar Spo2 (Northeast)