Health System Sales, National Sales Leader, GTM Strategy and Growth Initiatives

2 months ago

Orlando, Florida, United States Philips Full time

The HSS (Health Systems Sales) National Sales Leader, GTM Strategy and Growth Initiatives role will report through the HSS organization. The scope of this role is to be the thought leader on key critical points that will influence the GTM decisions for NAR Sales including IDN, GPO, Government and Service Sales coverage. Your role:

  • Determining the KPIs & efficacy of current coverage approach for HSS territories
  • Support a national organization comprised of internal executive healthcare leaders to drive value for Philips top US clients across all businesses, devices and services in the US.
  • Working with compensation & sales teams to support recommendations for opportunities to drive strategy better through compensation and sales programs.
  • Interact as a "OnePhilips" thought leader within the industry.
  • Drive deployment recommendations for NAR wide strategic programs such as Cross BU selling, EOL/EOS deployment.
  • Lead commercial growth programs for the HSS Team. This position will have significant exposure and impact on the mid to longer term deployment of Sales, driving the efficacy of Strategic programs and optimizing our utilization of incentive compensation to drive long term impact.
  • Responsible for horizontal connectivity across IDN's, Government, GPO's, Solutions, and BU's, including Service operations and Service Sales teams to drive strategies that differentiate Philips in the market.
  • Lead strategic growth initiatives for Health Systems Sales that accelerate growth for Philips. Support strategy activation with strategic customers in the United States (approximately $1 Billion of revenue opportunities in scope).
  • Optimization of sales resourcing metrics in partnership with Health Systems Zone Sales Leadership and business leadership (RBL). Scope spans across North America vertical sales organizations such as HPM, IGT, Ultrasound, Enterprise Informatics and Service in an effort to drive harmonization in how we interact with customer call points.
  • End-to-end customer and sales engagement process owner for the market, Account Management to customer call point alignment and portfolio definitions.
  • Leading Overall Go-to-Market (GTM) as part of SPoR for appropriate segmentation, sales resource coverage, role and capability planning, and allocation of resources to the sales growth plan.
  • Individual contributor role that 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.
  • Partnering 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.
  • New Product Introduction (NPI) and M&A GTM integration planning rollout for NAM HSS Team.

You're the right fit if:

  • Bachelors in technical field or business degree required, Masters preferred
  • 10-15 years in strategic business leadership roles: Sales Leadership, Operations or Sales finance experience with significant work done on GTM and coverage strategies
  • 10+ Years of experience in HeathTech Business and Commercial organizations

Your skills include...

  • Healthcare experience preferred
  • Experience working effectively in a matrixed environment
  • Continuous improvement/problem solving mindset
  • Must have Expert Analytical capabilities: Sales, Operational Excellence and ability to digest analytical data insights required
  • Track record of success in leading GTM planning and process and translate the GTM strategy into action
  • Multi-function change management experience in multi-disciplinary deployments
  • Strong leadership skills and ability to influence
  • Excellent written and verbal communication skills
  • Consulting skills, ability to operate in a highly matrixed structure
  • Training and Facilitation proficiencies
  • Comfortable engaging with associates at all levels of the organization (from shop floor to boardroom) and Proven ability to drive initiatives through influence

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. Philips Transparency Details Total Target Earnings is composed of base salary + target incentive. At 85% to 120% performance achievement, the Target Earning potential is $325,000 to $400,000 annually, plus company fleet/car. Total compensation may be higher or lower dependent upon individual performance. Target Earnings pay is only one component of the Philips Total Rewards compensation package, which includes a generous PTO, 401k (up to 7% match), HSA (with company contribution), stock purchase plan, education reimbursement and much more. Details about our benefits can be found here .

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 , option 5, for assistance.

Equal Employment and Opportunity Employer/Disabled/Veteran


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