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North American Region, Sales Go-to-Market Strategy

4 months ago

Nashville, Tennessee, United States Philips Full time
Job TitleNorth American Region, Sales Go-to-Market Strategy (Nashville, TN or Cambridge, MA)Job Description

In this role, you will report through the North American Region (NAR) Marketing organization with a dotted line to Commercial Operations and the Health Systems Sales Leader, with scope to be the thought and analytics leader on key critical points to influence Go-to-Market (GTM) decisions for NAR Sales including IDN, Government, Business Unit, Inside Sales, Channel, as well as Services & Solutions Delivery (S&SD) coverage.

Your role:

  • To optimize the sales resourcing metrics in partnership with Health Systems Zone Sales Leadership and business leadership (RBL). Additionally, your scope spans across North America vertical sales organizations such as HPM, IGT, Ultrasound and Enterprise Informatics in an effort to drive harmonization in how we interact with customer call points. Also, you will manage end-to-end customer and sales engagement process owner for the market, Account Management to customer call point alignment and portfolio definitions.
  • To lead overall GTM as part of SPOR for appropriate segmentation, sales resource coverage, role and capability planning, and allocation of resources to the sales growth plan. As an individual contributor this role works to manage the extended market team to ensure alignment to organization strategies as well as ability to execute specific initiatives within the organization, ensuring support across all sales groups. Establishing and driving key leading growth, relationship, and commercial productivity indicators; drive execution on priorities to improve performance.
  • Providing assessments, recommendations, and development of appropriate models (i.e. selling, mentoring, Account Planning, Team Performance) to support efficient and effective field activities. You will partner with cross-functional teams to develop integrated incentives tied to role and market objectives, (including quota, commissions, PPM, and customer experience metrics), and supporting role architecture and assessments; as well as be responsible for New Product Introduction (NPI) and act as the M&A GTM integration planning lead for NAR.
  • To driving the efficacy of Strategic programs and optimizing our utilization of incentive compensation for long term impact; as well as provide critical focus areas are (1) determining KPIs & efficacy of current NAR territories, 2) engage with compensation and sales teams to suggest ways to improve strategies through compensation and sales programs, and 3) Deploy and analyze NAR strategic programs such as Cross Business Unit (BU) selling, EOL/EOS deployment.

You're the right fit if:

  • You have 10+ years of Sales Operations or Sales finance experience with significant work done on GTM and coverage strategies.
  • Your skills include expert analytical capabilities, demonstrated ability to drive initiatives through influence and translate the GTM strategy into action.
  • You have a Bachelor of Science or Business degree (required), and/or MBA degree (preferred) OR experience equivalent to 15 or more years' related experience.
  • You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this position.
  • You're an excellent communicator at many levels (articulate, empathetic, motivating and energizing); must thrive in a fast-paced environment which requires a high level of collaboration; flexible workstyle, creative mind, think-out-of-the-box, and adaptable to competing priorities; and excellent interpersonal skills with a continuous improvement and problem-solving mindset. Ability to travel up to 30-40%.

About Philips

We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help improve the lives of others.

  • Learn more about our business.
  • Discover our rich and exciting history.
  • Learn more about our purpose.
  • Read more about our employee benefits.

If you're interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.

Additional Information

US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa, now or in the future.

Company relocation benefits will not be provided for this position. For this position, residing in or within commuting distance to Nashville, TN or Cambridge, MA.

This requisition is expected to stay active for 45 days but may close earlier if a successful candidate is selected or business necessity dictates. Interested candidates are encouraged to apply as soon as possible to ensure consideration.

Philips is an Equal Employment and Opportunity Employer/Disabled/Veteran and maintains a drug-free workplace.