Account Manager

2 weeks ago

Huntsville, Alabama, United States Philips Full time
Job Title: Account Manager - Connected Care Solutions
Job Description: As a results-oriented Account Manager in the Connected Care sector, you will play a pivotal role in driving sales growth by fostering robust, long-term relationships with our clientele.

Your collaboration with Account Executives, Sales Leaders, and other key stakeholders will be essential in promoting our Connected Care Portfolio within Acute Care environments.

This position empowers you to significantly impact market penetration and contribute to the overall expansion of our organization.


Your Responsibilities:
- Formulate territory growth strategies and translate them into actionable objectives and targets.
- Continuously refine business strategies for key accounts and territories to meet sales goals.

- Maintain a comprehensive record of the territory's install base related to the solutions offered, and devise a plan to engage all assigned accounts, including competitive accounts and market potential analysis.

- Clearly communicate the extensive Philips portfolio, including products, services, and solutions, aligning clinical, technical, and economic value propositions with customer requirements.

- Identify customer challenges, engage in active listening, and effectively address objections.
- Deliver polished presentations that effectively convey the value of Philips and its offerings, including Services and SMAs.
- Navigate the sales process by aligning with the customer buying journey and understanding sales stages.
- Drive the sales process by identifying compelling customer events, engaging stakeholders, and escalating issues as necessary.
- Stay informed about customer environments, market dynamics, and industry trends, applying insights to meet customer needs.
- Possess a strong understanding of the competitive landscape, including business models, product features, and service offerings.
- Utilize Philips tools, processes, and methodologies (e.g., Salesforce, Customer Focused Solution Selling, Account Planning, Quoting) to enhance sales effectiveness.
- Promote continuous improvement in sales processes and procedures through problem-solving and lean methodologies.
- Establish and nurture effective relationships that foster trust with both external and internal customers.
- Deliver customer-centric solutions by thoroughly understanding customer needs.

- Validate sales stages and manage the sales process through effective funnel management and forecasting to achieve business objectives, even in challenging circumstances.

Qualifications:
- A minimum of 5 years of field sales experience with a Bachelor's degree, or 3 years with a Master's degree; or equivalent professional experience.
- Registered Nurse (RN) certification is preferred.
- Experience in Medical Capital Sales is preferred.
- Proven ability to collaborate with customers to develop strong business solutions and demonstrate effective closing skills.
- Results-driven mindset, high energy, and a proactive attitude balanced with teamwork and collaboration.
- In-depth product knowledge and expertise in Philips Hospital Patient Monitoring product lines.
- Ability to quickly establish credibility with clinical decision-makers.
- Confidence in building relationships with C-suite executives.
- Demonstrated ability to communicate the Connected Care Strategy effectively.
- Proven track record in developing strategies to convert competitive accounts.
- Understanding of clinical practices and workflow changes.
- Ability to anticipate future possibilities and translate them into innovative strategies.
- Skillful navigation through complex organizational dynamics related to policies, processes, and personnel.
- Adaptability in approach and demeanor to meet the evolving demands of various situations.

- Capable of developing and delivering multi-channel communications (written and verbal, live and virtual) that address the unique needs of diverse audiences.

- Must reside within the designated territory.
- Clean driving record required.
- Willingness to travel overnight up to 25% of the time.

About Philips:
We are a health technology company committed to ensuring that every individual has access to quality healthcare.

Join us in making a difference in the lives of others.


Additional Information:
US work authorization is a prerequisite for employment. The company will not consider candidates requiring sponsorship for a work-authorized visa. Relocation benefits are not available for this position. Candidates must reside in the specified area.

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

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