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Sales, Connected Care Account Manager

2 months ago

Huntsville, United States Philips Full time

Job Title Sales, Connected Care Account Manager (Alabama) Job Description As a goal-driven Account Manager-Connected Care, you are the primary person responsible for generating sales volume by developing credible long-term relationships with our customers. You will partner with the AE, Sales Leaders, GCAM and HRCAM to drive business across the Connected Care Portfolio in the Acute Care setting. This position offers you the opportunity to play a vital role in increasing market penetration and to the overall growth of our business. Your role: Establish territory growth plans and strategic initiatives and translates them into clear objectives and targets. Develop and continually refine business strategy for key accounts, customers and territory to achieve sales targets. Document territory install base related to the solutions represented, establish plan to address all assigned accounts within the territory to include breakthrough competitive accounts, segment strategy and understand the market potential of your territory. Understand and clearly articulate the broader Philips portfolio of offerings to include products, services, and solutions within and across businesses and clusters, and match clinical, technical, and economic value propositions with customer needs. Identify pain points, engage in active listening, and overcome objections to address customer concerns. Articulate an effective and polished presentation to include content and delivery on Philips and its offerings including Service/SMAs. Understand sales stages and ability to navigate sales process by aligning to customer buying journey. Drive sales process by uncovering compelling customer events, engaging stakeholders, and escalating as appropriate. Understand the customer environment, market dynamics and industry trends, and apply insights in alignment with customer needs. Strong knowledge of competitive landscape, such as business models, product features, service offerings, and positioning. Knowledge and application of Philips tools, processes and methodologies (e.g. Salesforce, Customer Focused Solution Selling, Account Planning, Quoting). Drive continuous improvement in the sales processes and procedures applying problem solving / lean methodology. Establish and maintain effective relationships that build trust with external and internal customers. Deliver customer-centric solutions through understanding of customer needs. Validate sales stage and navigate sales process through funnel management and forecasting to achieve business results, even under tough circumstances. You're the right fit if: 5 years of field sales experience with a Bachelor’s degree or 3 years and a Master’s degree; or equivalent work experience. Registered Nurse (RN), Preferred. Medical Capital Sales Experience, Preferred. Ability to work with customers to develop strong business solution cases coupled with solid closing skills. Results-oriented approach, high energy, balanced with a “take charge” attitude with teamwork and collaboration. Deep Product Knowledge and expertise within the Philips Hospital Patient Monitoring product lines. Ability to quickly demonstrate expertise and establish credibility with clinical decision makers. Confident with developing relationships with C-suite executives. Demonstrated ability to communicate the Connected Care Strategy. Demonstrated ability to develop strategies to convert competitive accounts. Understanding of Clinical Practice and workflow changes. Look ahead to future possibilities and translating them into breakthrough strategies. Maneuver comfortably through complex policy, process, and people-related organizational dynamics. Adapt approach and demeanor in real time to match the shifting demands of different situations. Develop and deliver multi-mode communications (written and verbal, live and virtual formats) that convey a clear understanding of the unique needs of different audiences. Must reside within territory. Clean driving record. Able to travel overnight up to 25%. 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 the lives of others. 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, you must reside in the Alabama area. Philips is an Equal Employment and Opportunity Employer/Disabled/Veteran and maintains a drug-free workplace. #J-18808-Ljbffr