Sales, Key Account Manager - Cardiac and Vascular (West Virginia)

Job Title

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.

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Sales, Key Account Manager- Cardiac & Vascular (West Virginia)

In this role, you have the opportunity to make life better

As the Cardiac & Vascular Key Account Manager (CV KAM), you will be the primary point of contact for the customer service line leaders in the cardiovascular, surgery and operating room departments. Primarily responsible for the CV core products, which includes Interventional Guided Therapy (IGT), Mobile Surgery C-Arms and Services. You will also work collaboratively with our Interventional Guided Therapy Devices (IGT-D), Cardiovascular Ultrasound (CV Ultrasound), and Enterprise Diagnostic Informatics in Cardiology (EDI Cardiology) teammates. You will work closely with your account manager counterparts in Precision Diagnosis (CT, MRI, DXR) and Connected Care Patient Monitoring along with Account Executives, Specialists, Services and Solutions to identify, develop, and close CV opportunities in Philips installed, competitive installed, and new construction labs and operating rooms.

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.
• 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
• Understands and clearly articulates 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
• Identify pain points, engage in active listening, and overcome objections to address customer concerns.
• Understand 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.
• 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
• 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
• Establish and maintain effective relationships that build trust with external and internal customers.
• Deliver customer-centric solutions through understanding of customer needs.
• Validate sales stage and navigate sales process through funnel management and forecasting to achieve business results, even under tough circumstances.

You are a part of :

The Health Systems Sales Team, you will represent Philips by developing and driving key partnerships both internally with Philips Healthcare counterparts (Ultrasound-CV, EDI-Cardiology Informatics, marketing, service, support, education, legal etc.) and externally with customers within assigned accounts to drive order and revenue recognition.

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 CV Portfolio
• Ability to work with customers to develop strong business solution cases coupled with solid closing skills
• Demonstrated Solution Selling and execution skills in a complex team selling environment.
• Demonstrated ability to develop strategies to convert competitive accounts
• Confident with developing relationships with C-suite executives.
• 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

This position offers you the opportunity to play a vital role in increasing market penetration in the territory and to the overall growth of our business. For Marketing and Sales Professionals, the rewards for working at Philips are huge. You operate at the heart of a worldwide company that continues to transform itself, to become ever more market-driven and consumer-focused.

In return, we offer you:

The opportunity to play a vital role in the success of the Philips Image Guided Therapy business. At Philips, you operate at the heart of a worldwide company that continues to transform itself, to become ever more market-driven and consumer-focused.

Why should you join Philips?:

Working at Philips is more than a job! It’s a calling to create a healthier society through important 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 significant ways.

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.

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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INDSALES1

It is the policy of Philips to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to race, color, ethnicity, religion, gender, pregnancy/childbirth, age, national origin, sexual orientation, gender identity or expression, disability or perceived disability, genetic information, citizenship, veteran or military status or a person’s relationship or association with a protected veteran, including spouses and other family members, marital or domestic partner status, or any other category protected by federal, state and/or local laws.

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.
Equal Opportunity Employer/Disabled/Veteran