Philips Sales, Sr. Regional Manager - Oral Healthcare (West Region) in Los Angeles, Massachusetts


In this role, you have the opportunity to:

Lead a team of Field Sales Representatives and District Managers within our western region. The primary goals of this position are to deliver results through effective key account development, coaching, management and mentoring. The Senior Regional Manager (SRM) will own the sales development process at 2 or more Corporate Accounts (CA). This includes growth strategies and execution at the office level. The Senior RM is responsible for all aspects of rep management including hiring, on-boarding, development, and performance management.

You are responsible for:

  • Achieving revenue growth expectations for assigned Corporate Accounts. Responsible for key account management including product/solution sales growth across the account and execution at the office level. Developing strategies, attending all regional meetings and achieving sales targets of account.

  • Helping District Manager(s) deliver on account management for emerging Corporate Accounts. Provides coaching, guidance, and leadership to the District Managers.

  • Delivering results through effective coaching, management and mentoring of a field-based sales team based on solutions for offices

  • Facilitating meetings (and managing associated action items) with senior level executives of Corporate Accounts to identify opportunities, develop protocols and ensure customer needs are met, with profitable partnerships developed.

  • Investigating, analyzing and making recommendations for new business opportunities by identifying potential customers’ business philosophies and their immediate and long-term goals.

  • Executing all sales strategies and tactics within assigned territories.

  • Establishing clear expectations, measuring results and holding team accountable for performance.

  • Working in the field with representatives including co-travels to assess skill sets and to modify training curriculum accordingly to ensure maximum impact.

  • Collaborating with Field Sales Representatives to develop and execute territory business plans to drive growth in child level Corporate Account offices.

  • Driving team and Corporate Account growth of “solutions” (eg, bundles) as a percentage of total sales.

  • Coaching team providing frequent verbal and written feedback regarding performance as well as observed strengths and areas for improvement.

  • Establishing relationships with key opinion leaders throughout region to promote the use of Philips products to corporate accounts, dental offices, dental schools and professional associations.

  • Developing, delivering and ensuring comprehension of new hire training for field sales reps located in assigned Region.

  • Co-facilitating components of Philips training programs including classroom and field training for new hires and continuing education for existing sales staff.

  • Serving as subject matter expert for Philips products, clinical and sales information.

  • Gathering best practices from members of the field & inside sales teams and regularly communicating them to the broader audience and follows-up with actions.

  • Providing input for the development of new sales collateral pieces to Marketing.

  • Participating in regional meetings, trade shows, territory activities, special events and CE seminars.

You are a part of:

At Philips Oral Healthcare, we are dedicated to the prevention, diagnosis and treatment of periodontal diseases to improve patients’ oral health and overall well-being. We are passionate about improving quality of life with solutions designed around the needs of dental professionals and their patients. Our tradition of innovation combined with our ability to anticipate market needs has made Philips Oral Healthcare a global leader in the markets we serve with brands such as Sonicare, Zoom Whitening, NiteWhite, DayWhite and BreathRx. By building strong, strategic sales partnerships, the SRM helps drive Sonicare as the #1 MOR (Most Often Recommended) Power Toothbrush and solidifies the Zoom brand as the #1 patient-requested professional whitening system.

To succeed in this role, you should have the following skills and experience:

  • Bachelor’s degree in business, science, marketing, or related field

  • Minimum of 5 years of successful outside sales experience

  • Minimum of 3 years of pharmaceutical/medical/dental sales management preferred

  • Corporate or National Account sales experience strongly preferred

  • Medical/Dental background preferred, but not required

  • Demonstrated leadership success in the military and/or a Pharmaceutical/ Medical/ Biotech company

  • Experience managing expense budgets

  • Proficient in Microsoft Office products: Outlook, Word, PowerPoint, & Excel (MapPoint experience a plus)

  • Excellent written and oral communication skills

  • Ability to be creative, write proficiently and use visual graphic design

  • Skill in facilitation and presentation

  • Strong analytical skills

  • Strong organizational skills and extremely detail-oriented

  • Skill in project management and ability to multi-task and prioritize frequently changing needs

  • Ability to manage multiple projects and work with a variety of other disciplines both inside and outside the organization

  • Ability to demonstrate good judgment and discretion

  • Work as a team player with employees at all levels

  • Ability to take initiative in the absence of precise direction

  • Ability to work with multiple interruptions and tight deadlines

  • Sensitive to confidential information

  • Solution-based selling strongly desired

  • Ability to travel up to 70% of the time

  • Must reside within the Region

In return, we offer you:

The opportunity to take your career to the next level in a world leading organization that is backed by a stable 120-year legacy of innovation. Here, you’ll go as far and as wide as you aspire. We make sure of it through support of a formal development planning process, as well as countless opportunities to expand your knowledge and skill set through resources such as the Learning@Philips program, tuition reimbursement and/or mentor relationships.

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 . 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 on our career website, where you can read stories from our employee blog at . Once there, you can also learn about our recruitment process at , or find answers to some of the frequently asked questions at .

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.