Sales, Key Account Manager, Enterprise Imaging (Central Florida)

Job Title
Sales, Key Account Manager, Enterprise Imaging (Central Florida)
Job Description
Effective Tuesday, January 4, 2022, all U.S.-based employees are required to be fully vaccinated against COVID as a condition of employment at Philips*. Employees may request a reasonable accommodation.
If you are a Colorado resident and this role is a field-based or remote role, you may be eligible to receive additional information about the compensation and benefits for this role, which we will provide upon request. You may contact 888-367-7223, option 5, for assistance.
*Montana employees are currently excluded from this requirement at this time.
Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.
But it's not just what we do, it's who we are. We are 80,000, wonderfully unique individuals, with two things in common: An unwavering sense of purpose and a relentless determination to deliver on our customers' needs. It's what inspires us to create meaningful solutions - the kind that make a real difference - when it matters most.
The world and our customers' needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That's why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.
In this role, you have the opportunity to make life better
Looking at the challenges the world is facing today Philips' purpose has never been more relevant. So whatever your role, if you share our passion for helping others, you'll be working towards creating a better and fairer future for all.
As a Key Account Manager, Enterprise Imaging (EI), you will promote the full line of imaging systems product portfolio within your assigned territory. EI Key Account Managers will sell MR, CT, DXR, and Radiology Workflow Solutions. (ROCC, Medumo, PB). Partner with sales colleagues in EDI and Ultrasound GI to sell Enterprise Imaging Informatics, and U/S General Imaging Solutions. Your the prime person responsible for generating sales volume by developing credible long-term relationships with our customers. You will represent Philips by developing and driving key partnerships both internally with Philips Healthcare counterparts (marketing, service, support, education, legal etc.) and externally with customers within assigned accounts to drive order recognition and to drive revenue recognition against a set of annual targets.
You are responsible for

• Establish territory growth plans and strategic initiatives and translates them into clear objectives and targets.
• Develop and continually refine business strategy for Key Accounts, customers and territory to achieve sales targets.
• Collaborate with AE, DSL, and DI, EDI and Ultrasound Specialists to create strategies and action plans to win identified opportunities.
• Document territory install base related to the solutions represented, establish plan to address all assigned accounts within the territory to include breakthrough competitive accounts, segment strategy and understand the market potential of your territory
• Know and clearly articulate the broader Philips portfolio of offerings to include products, services and solutions within and across businesses and clusters, and matches clinical, technical and economic value propositions with customer needs
• Establishes and maintains effective relationships that build trust with external and internal customers.
• Deliver customer-centric solutions through understanding of customer within the Radiology Service Line.
• Understanding of sales stages and ability to navigate sales process by aligning to customer buying journey.
• Drive sales process by uncovering compelling customer events, engaging stakeholders and escalating as appropriate.
• Ability to identify pain points, engage in active listening, and overcome objections to address customer concerns. Articulate an effective and polished presentation to include content and delivery on Philips and its offerings
• Understands the customer environment, market dynamics and industry trends and applies insights in alignment with customer needs.
• Strong knowledge of competitive landscape; such as business models, product features, service offerings, and positioning
• Validate sales stage and navigate sales process through funnel management and forecasting to achieve business results, even under tough circumstances.
• Knowledge and application of Philips tools, processes and methodologies (e.g. Salesforce, Customer Focused Solution Selling, Account Planning, Quoting). Drives continuous improvement in the sales processes and procedures applying problem solving / lean methodology

You are a part of:
Our Health Systems Solutions Team, led by your District Sales Leader. EI Key Account Managers work closely with Diagnostic Imaging Specialists, Account Executives, Service and Solutions, and counterparts in other businesses, to sell equipment to Philips installed, competitive installed, and new construction labs. You will partner with all Diagnostic Imaging Modality Specialists to address all Imaging opportunities for Philips within your designated territory.
To succeed in this role, you'll need a customer-first attitude and the following

• Minimum of 5 years of field sales experience with a Bachelor's degree or 3 years and a Master's degree; or equivalent work experience.
• Medical Capital Sales Experience, Preferred.
• Deep knowledge of the Radiology Portfolio
• Ability to work with customers to develop strong business solution cases coupled with solid closing skills
• Confident with developing relationships with C-suite executives.
• Demonstrated Solution Selling and execution skills in a complex team selling environment.
• Results-oriented approach, high energy, balanced with a "take charge" attitude with teamwork and collaboration
• Look ahead to future possibilities and translating them into breakthrough strategies
• Maneuver comfortably through complex policy, process, and people-related organizational dynamics
• Adapt approach and demeanor in real time to match the shifting demands of different situations.
• Develop and deliver multi-mode communications (written and verbal, live and virtual formats) that convey a clear understanding of the unique needs of different audiences
• Must reside within territory
• Clean driving record
• Able to travel overnight up to 25%

In return, we offer you
A path towards your most rewarding career. Succeeding in this market-based role in a complex environment will open many doors for your long-term career, inside and outside of Philips. We also 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 innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.
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."
No Relocation:
"Company relocation benefits will not be provided for this position. Candidates need to live within the territory"
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Philips is an Equal Employment and Opportunity Employer/Disabled/Veteran and maintains a drug-free workplace.