Radiology Informatics Account Manager/Sales Executive

Job Title

Radiology Informatics Account Manager/Sales Executive

Job Description

Reporting to the Sales Leader, Enterprise Informatics UK&I, the Radiology Informatics (RI) Sales Manager UK&I will be responsible for driving RI sales growth in UK&I by identifying and securing new business opportunities and developing our installed base.

You will lead and manage a team of front-line RI Account Managers in fostering strong customer relationships by seeking a deep understanding of customer needs and effectively demonstrating the RI portfolio value proposition to address those needs.

Your responsibilities include the following:

• Manage RI sales team
• Lead and manage a team of front-line RI sellers (Account Managers) to create value for our customers and deliver on RI growth targets
• Monitor sales team individual performance against targets and provide constructive feedback to ensure goals are met or exceeded
• Drive effective funnel management to build towards RI sales targets and Philips business objectives
• Drive accountability for sales teams to follow RI best seller practices, including sufficient Salesforce.com hygiene to enable effective reporting and forecasting
• Provide sales process guidance and coaching
• Position the team to succeed in selling Cloud solutions
• Lead on all large RI tenders, working with Account Manager and Sales Specialists
• Drive regional sales strategy
• Partner with RI Regional Business Unit Leader (RBUL) to understand and execute BU GTM plans
• Support the Head of Marketing in creating the Radiology Informatics Marketing Plan for the Market by providing Business specific Customer Insights and the global Business Strategy
• Support the Enterprise Informatics Sales Leader in the Business Market Combination process (products, services, and solutions)
• Provide Market and Customer Insights and Trends to Radiology Informatics Regional Business Unit Leader (RBUL)
• Collaborate with Health Systems key stakeholders (KAMS, AES, Govt) to support regional RI sales strategy and initiatives
• Drive specific regional RI strategy initiatives across a range of customer accounts by aligning them to front-line seller activities
• Generate regular reports (incl. sales forecasts) to sales and business unit leaders on front-line seller activities, sales performance, and progress towards targets
• Collaborate with sales and other regional leadership, to develop sales collateral, tools, and resources that empower front-line sellers
• Understand market dynamics within zone for focus and action
• Serve as RI executive presence for clients in zone
• Identify potential gaps in strategy and contribute to feedback loop
• Ensure proper GTM focus
• Ensure balanced selling activity to maximize RI presence in the marketplace
• Collaborate with Zone/District leaders from Philips modalities to implement cross-selling initiatives
• Serve as singular escalation point for RI BU solutions/clients in zone
• Gather customer signals and serve as voice of customer for RBUL/product manager/BU feedback and direction
• Enable meaningful customer partnerships
• Develop a deep understanding of Philips RI portfolio products to effectively support front-line sellers and other end-users on major strategic sales opportunities
• Collaborate with front-line sellers and other parties on negotiations to secure mutually beneficial terms
• Identify and work with RI KOLs
• Identify and maintain a suitable Reference Site(s)

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

• Preferred bachelor\’s degree in relevant discipline.
• Possess a sound understanding of Radiology workflow(s)
• Strong relationships with Radiology Key Opinion Leaders (KOLs)
• Ability to build and nurture effective relationships by developing strong cooperation with peers within the market, cross business, and cross function
• Proven track record of creating and executing account plans towards sales objectives and delivering commercial targets
• In-depth experience of selling Healthcare IT products in a clinical environment, and/or great knowledge of hospital ecosystem.
• Experience managing a software sales funnel and prioritizing opportunities requiring escalation or acceleration to ultimately deliver on results
• Track record of ability to cultivate strong customer relationships with key decision makers (incl. C-suite)
• Understand how to efficiently leverage specialist knowledge / product resources to develop tailored customer offerings
• Able to clearly articulate the value of technical software and/or medical products to a range of customer profiles
• Familiarity with CRM software (Salesforce)
• Proven senior leadership experience, ideally across different countries
• Acts as a role-model for Philips culture
• Ability to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function
• Leads, coaches, directs and motivates the team towards a common goal, encourages diversity.
• Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.
• Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology.
• Quality first and Patient Safety mindset
• Excellent verbal and written communication skills
• Fluent in English

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