Philips Sales, Market Development Manager- Image Guided Therapy Devices (Midwest) in United States of America - Home Based, Massachusetts
Sales, Market Development Manager- Image Guided Therapy Devices (Midwest)
**_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.
The Market Development Manager (MDM) is responsible for New Product launches resulting in sustained revenue above required quotas, along with exceeding quota requirements of assigned Image Guided Therapy Devices (IGTD) products. This role should be reporting to a Regional Sales Manager, RSM.
Through cross-functional cooperation, the Market Development Manager’s primary responsibility includes driving Market Development, product utilization, growth, customer training, and continuing education. The MDM is the New Product Launch resource to assigned Regions and will conduct monthly business reviews with Sales Teams, target new product sales opportunities with and identify areas within assigned accounts to further expand the footprint within the account base. He/she coordinates with the Region Sales Manager, and local teams to provide pre and post sales service and support to increase positive customer relationships and to identify other revenue growth opportunities. The MDM is responsible for the deployment of key resources to include training and education events, marketing tools and Sales applications. The MDM is responsible for submitting a variety of reports, as assigned by the Business Development Sales Leader.
The MDM will be responsible for supporting the Midwest Region. This person will be based out of greater Minneapolis MN, Chicago IL, or Milwaukee WI areas.
You are responsible for
A minimum of 50% - 75% focus will be on successful New Product Launches.
25% focus on the growth and maintenance of assigned legacy products.
Executes strategies and sales plans to drive successful New Product Launches.
Exceeds Key Performance Indicators for New Product Launches.
Executes Market Development plans and strategies at the direction of the BU Sales Leader.
Executes annual sales plans, strategies, and tactics to enhance Philips IGT-D market position and meet customer needs, in coordination with Philips IGT national sales and business plans.
Evaluates customer trends within assigned geography. and adjusts plans and strategies to launch New Products and to maintain and expand opportunities for sales growth in assigned product categories.
This position is responsible to ensure that monthly, quarterly and annual sales goals and average selling prices are achieved on new product launches and assigned products.
Executes the BU Sales Plan to meet the objectives of the company’s overall business plan and strategy, including budgeted revenue and average selling prices.
Responsible for achieving sales of all applicable disposable products and services in assigned US territory. Assists in advancing revenue and market position consistent with Company goals
Grows and maintains revenue volume in existing accounts.
Cultivates opportunities within legacy and prospective accounts.
Assists in developing pricing strategies in conjunction with the RSMs and ZVPs, Commercial Operations.
Conducts sales presentations for new and existing customers, as necessary.
Keeps abreast of new products in assigned discipline and of current and future Company products.
In specified Regions, the MDM partners with the RSM’s and customer contacts, including physicians, clinical staff, nursing, department managers, and procurement staff to drive New Product Launches, Market Development, and the utilization products and services and discover new opportunities for product expansion, thereby maintaining and constantly improving the competitive position by:
Executing Market Development strategies as directed by their Sales Leaders.
Engaging multi-discipline commercial team members and articulating customer site utilization and business opportunities to internal stakeholders and gaining commitment to execute.
Conducting monthly business reviews of assigned accounts, and executing these plans, reports progress, deviations and enhancements.
Understanding the strategic context of the customer and the markets in which they compete.
Consistently working to improve clinical acumen, competitive product knowledge, customer relationship/sales skills to become of greater value to customers.
Maintaining the necessary performance and administrative reporting documents, in adherence with company policy.
Provides primary clinical training and education to customers. Assists in disseminating technical product information to customers. Assists in the development and execution of regional hospital staff training courses.
Assist in training and education efforts within regional group to enhance team's understanding of applicable procedures. Help spread best practices and sales tactics among greater sales organization.
Interfaces with marketing to quantify needs and to provide intelligence to management on competitive products and Company product enhancements.
Communicate with, align, and collaborate with the extended Philips team to execute on the Account strategy
You are part of
The industry leader in image-guided therapy, helping to improve treatment for every patient. Working together to realize this vision, we can save and improve lives and reduce the total cost of care by making therapy more efficient, more appropriate, and more personalized!
To succeed in this role, you’ll need a customer-first attitude and the following
BA or BS in Business - and/or/education/experience equivalence.
Proven ability to launch new products.
Proven ability to drive market development.
Previous successful device related experience, including 2+ plus years of related industry experience, 5+ years of which included a successful track record in customer relationship and account management in the appropriate industry segment.
Proven selling and customer relationship management skills with the ability to navigate a complex sales process to include stakeholders / partners.
Strong clinical and technical knowledge, with the confidence to knowledgably engage key stakeholders such as physicians, clinical staff, nurses, department managers and supply chain to present a value proposition.
Experience in procedural rooms required, OR/ER/IR or Cath Lab highly preferred
Professional presence that influences desired results with both external and internal stakeholders.
Ability to effectively manage assigned regions in terms of driving utilization, customer relationship management, problem resolution, and business planning.
Proven effective verbal, computer, written and presentation/communication skills.
Ability to use communication methods and strategies that influence desired results at senior levels within the assigned Accounts.
Ability to quickly adapt and respond to job, environmental, and industry changes.
Proficient in Microsoft Office Suite.
US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa.
In return, we offer you
The ability to collaborate with, learn and grow from colleagues in a highly complex, global organization where you can use your strengths to help drive strategic business initiatives for Philips. Additionally, we provide you a dynamic working environment in an innovative business, paired with a competitive salary, excellent benefits, and a supportive atmosphere where you can sharpen your talents with new challenges and career opportunities.
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.
Visit our careers website to explore what it’s like working at Philips, read stories from our employee blog, find information about our recruitment process and answers to some frequently asked questions.
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.
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