Job TitleSenior Manager - Business Development (Sleep and Respiratory Care)
In this role, you have the opportunity to
NA SRC is one of the fastest growing businesses in North America and has the size of $1.2bn.
One of the key segments and opportunities for our growth is the @Risk entities, Payers, Payviders, DMEs and ACOs
In true Customer First! Approach we really need to create a team that understands the details of these customers inside and out to create the right programs to drive demand generation.
This channel growth is one of the Big Bets for Philips North America
Develop, maintain, and improve the relations with assigned accounts (@Risk entities, Payers, Payviders, DMEs and ACOs) on a national level. The Successful Business Development Manager must have the understanding of the Sleep & Respiratory Care Market and the understanding of the different business models, competition, hospital relationships, IDN affiliated centers, Payer contracts and completion, and the products, rules & regulations, supervision requirements and other associated operations requirements
Drive OIT and revenue, accurate forecasting and achievement of business-specific sales AOP
Secure critical partnerships and alliances in support for NA Sleep & Respiratory Care Pathways solution, strategy and product roadmap.
Monitor, cultivate and manage NA Sleep & Respiratory Care's portfolio of prospective partner and alliance relationships and associated programs.
Develop business cases and communications for use in strategic partner development and management discussions.
Identify, lead and negotiate strategic deals to achieve successful attainment of the sales and marketing plan.
Execute partner programs that continuously gain market adoption, grow the Philips brand and create a noticeable, growing share of the Sleep & Respiratory Care market.
Possess excellent communication skills, radiating a confidence, which elicits instant credibility both within Philips NA and into our partner community.
You are responsible for
The primary responsibility of this role is to manage the overall relationship with assigned accounts (@Risk entities, Payers, Payviders, DMEs and ACOs) with a focus on retaining and growing the business. This position is responsible for participating as a trusted partner to our customers and an advisor to the Sleep & Respiratory Care Pathway Solutions in the creation of financial, operational reporting and workflows that are necessary to meet its customer, financial and business objectives.
Cultivate relationships with customer teams and executives, building credibility and trust
Generate demand for Care Pathway solutions by managing the entire sales funnel for all at-risk entities and driving closure and adoption of our solutions offerings.
Lead the development of a go-to-market strategy for the payer solutions offerings.
Drive a team for prospecting and penetrating the healthcare payer marketplace. In this role, a high emphasis will be placed on a consultative selling skills approach to increase the market presence of our Care Pathway solutions
Produce a strong national database of health payer client relationships
Take a strategic and proactive approach with an existing relationship portfolio and be entrepreneurial with a proven
Serve as a single point of contact and resolution of escalations for the customer. Aggressively manage escalated issues to resolution
Ensure necessary level of engagement of NA SRC resources, including support, services and management are executing in order to meet account performance objectives and client expectations.
Understand the customer's strategic priorities and organizational goals, business objectives, challenges, and capabilities in order to develop a customer-specific strategy and tactical delivery
Conduct periodic business reviews with customer to review progress against defined goals and service delivery results
Be an internally recognized specialist on complex technical and business matters
Track record in acquiring new business and growth within existing relationships
Drive active relationships, selling across consulting, sales, senior management, external vendors/partners, third party advisors, etc.
Identify cross-sell, up-sell, and service sales in existing installed base to address customer needs
You are a part of
The North America Sleep and Respiratory Care business and part of the NA SRC Marketing Leadership team and directly report to the Head of Marketing, NA SRC. You will be in a leading role to drive this change, working across the end-to-end value chain. The role offers an attractive balance of strategic thinking and hands-on activity, allowing you to own and shape new categories and new business segment.
To succeed in this role, you should have the following skills and experience
10+ years of experience in the healthcare industry
Sales management experience
Proven successful track record of field sales/customer experience required
Strong understanding and experience in Fee-For-Service environment and the transition to Value Based Care as well as Population Health Management
Strong ability to segment the payer market in an effort to identify the value pockets and payer need where the NA Sleep & Respiratory Care business can build programs/solutions to provide a unique offering and extract value
Ability to build new payer business models, i.e. at-risk chronic disease management programs to manage high risk patient populations, especially Hospital to Home Care E2E solutions
Strong experience in payer contract negotiations
In return, we offer you
A path towards your most rewarding career. We believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.
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.
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