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Philips Channel Sales, Strategic Account Manager Ultrasound- GI and OB in Atlanta, Georgia


In this role, you have the opportunity to:

Partner with our sales management to develop operating models, solutions to business challenges, critical metrics, goals, and growth initiatives to develop our distribution strategy. This will drive our ability to increase our products visibility, win-rate and market-share within the GI and OB out of hospital market segments!

Your Responsibilities

Support the Development of Channel for GI & OB Ultrasound Products in USA – Ultrasound Business

  • 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

Drive the Realization of Account(s) Strategy and Metrics

  • Work with all Philips Healthcare entities to build strong ultrasound channel organization.

  • Communicate, align and work with the team (NSM, RSM, Strategic Business Managers – Channels, Ultrasound AM to execute on the channel 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.

  • Develop and leverage marketing and clinical teams to build successful training programs for new partners.

  • Responsible for Ultrasound channel funnel, forecast and AOP performance.

Own Customer Experience

  • 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, 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

Your Team

This position reports directly to the VP Sales and Market Leader Ultrasound North America. In collaboration with the National Sales Managers of GI and OB market segments research out of hospital direct and indirect channels opportunities and partners to contract, train, and drive orders, services and revenues

Your Profile:

  • Bachelors degree or equivalent preferred.

  • 8+ years of Field Sales experience including distribution management.

  • 3+ years of Field Sales Management experience including distribution management or equivalent experience.

  • Previous experience in developing a distribution channel sales strategy

  • 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.

  • In return, we offer you:

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 at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .

It is the policy of Philips to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to age, color, citizenship, disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, marital or domestic partner status, military or veteran status, national origin, pregnancy/childbirth, race, religion, sexual orientation, or any other category protected by federal, state and/or local laws. Philips is an equal employment opportunity and affirmative action employer Disability/Veteran.

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.