Philips Business Development Manager, eICU (WEST US) in United States of America - Home Based, Massachusetts
The Business Development Manager owns securing new PCMS customers in assigned territory by uncovering and securing new opportunities, developing competitive positioning, and owning the sales process to a closed order. The Business Development Manager partners with PCMS sales team and AE to qualify opportunities, design and present winning solutions. Responsible for business analysis and forecasts; owns achieving business goals and forecasting for the assigned territory.
Responsibilities and Key Activities
Manage and Drive Your Business
Develop a SWOT analysis by IDN in assigned geography. Establish competitive positioning and understand upcoming opportunities.
Build and execute a Territory Business Plan that supports achievement of your Quota.
Build and manage your funnel in SFDC. Accurately forecast your funnel using metrics to achievement goals.
Identify and drive to close your top opportunities for each month and quarter.
Develop deep customer needs analysis by account as component of sales process and business plan
Drive visibility by understanding business opportunities in assigned geography.
Share opportunity visibility by entering, tracking and documenting activity in SFDC. This includes all opportunities, correspondence with the respective prospect, competitor names, projected deal value, number, pipeline status for the deal, expected close date, and other pertinent opportunity data
Accountability to ensure the new business funnel is robust, clean, and well managed for assigned territory and capable of meeting or exceeding assigned AOP.
Attend and participate in accountability/forecast calls to provide input and background as deemed appropriate.
Adherence to agreed-upon sales process and methodology, including consistent use of job aids, templates and other required documentation in support of such processes
Ability to demo the system at a high level in a professional and proficient manner. Coordinate with application specialist for deep dive.
Participate in marketing activities as needed
Price and present all fees in accordance with the pricing process and price list in effect at the time of quote
Seek approval for any discount to be offered prior to presentation to the prospect
Coordinate internal resources to ensure RFPs are completed in a timely and professional manner. Partner with the PCMS Sales Team/AE in Driving Overall Business and Solution Deal Support
Partner with Sales Director/AE, using business knowledge and understanding, to develop a deal strategy configured to win.
Partner with Solution Delivery Consultant to develop PCMS solution strategy as clinical, technical, and knowledge expert to win VOC.
Lead and deliver the solution specific content of customer presentations including clinical, operations, and financial positioning and benefits.
Partner with AE as appropriate to coordinate on-site demonstrations, clinical trials, site visits, and national clinical showcase sites.
Partner with AE and Sales Director as appropriate to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events.
Partner with AE and Sales Director to prioritize opportunities that exist in a given account or market.
Assist in closing Strategic Partner deals with Sales Director
Team with Account Managers as needed on the management of strategic accounts
Coordinates PCMS team selling approach via Application Specialist, SME, Service Delivery Consultant, and Account Manager as appropriate in sales cycle. Own Your Performance and Development
Perform against established performance goals and metrics.
Take responsibility for your own personal and professional development, including all required training.
Participate as an active member of the sales team, sharing your experience and knowledge with others.
Use and comply with standard processes and guidelines.
Develop strong knowledge of markets, competitors, and industry trends for products/solutions.
Demonstrate the Philips Behaviours in all interactions.
Team within Philips
Provide Field Marketing/Business Market Manager with input on sales tools, pricing issues, and competitive threats to enable them to best support specialists and provide input to the BG.
Maximize the customer experience by presenting a coordinated and efficient One Philips approach.
Use SFDC, Chatter, OneSource, and other tools to share knowledge and develop conversations across Philips.
Support the PHM team through informal product training and education.
Share best practices with internal colleagues.
Previous C-suite sales experience required.
5+ years of demonstrated healthcare technology sales experience required
Proven track record in prospecting and selling emerging technologies into new markets
Demonstrated ability to manage complex and consultative sales engagements
Strong knowledge of consultative selling methodology and understanding of sales process and use of sales automation tools
Strong verbal and written communication skills
Skilled at orchestrating sales processes and quarterbacking a sales team.
Ability to quickly demonstrate expertise and establish credibility with clinical decision makers.
The ideal candidate should be highly motivated, a self-starter, detail oriented, process driven and consultative in sales approach.
Characteristics: Competitive Nature, Entrepreneurial, Sharp Negotiating Skills, Consultative and Disciplined.
Must have significant healthcare technology and consulting sales
In return, we offer you:
Here at Philips WE ARE Working Together for a Better Tomorrow. Enjoy endless opportunities to learn, and develop your career in the directions to which you aspire. Philips Healthcare is a place where you will work with others whose far-reaching ideas and accomplishments have impacted over 200 million lives already. Please help us determine what’s next. Your ideas and ability to deliver will help to transform the future of healthcare, and allow you to create your own legacy.
Thanks to our employees, we are at the forefront of the Healthcare industry.
Healthcare providers, backed by our many market leading solutions, are able to diagnose confidently, improve care, and increase the quality of life for patients across North America each and every day.
Advance your career in an environment that supports work-life balance, health & well-being and continuous learning. Making a difference begins right here, where you come first.
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. 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 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 .
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.