You will be responsible for driving sales growth by creating and driving regional strategic initiatives in the Clinical Informatics (CI) for the Growth Region (APAC, META, Japan, ISC and RCA). You will help drive continued CI regional results for Philips and our customers.
This role requires a self-starter mentality, a passion for building and leading business unit strategies, and a focus on delivering results for Philips and our customers.
You are responsible for
- Develop Regional Clinical Informatics (CI) business unit Go-To-Market planDevelop regional CI business unit sales GTM plans strategies aligned with global CI strategy; including setting regional targets and creating regional sales initiatives for Sales specialists and other front-line sellers (e.g., Account managers, Sales executives)
Develop a comprehensive understanding of a customer needs, and identify how opportunities for the CI product portfolio meets those needs
Collaborate with Regional Marketing Leader (RML) and Regional Channel Manager (RCM) to create a regional BU-specific GTM plan that identifies specific direct, co-sell, and indirect initiatives to achieve regional BU growth and profitability targets.
Prepare and submit regular reports on regional business unit activities, sales performance, and market feedback to Global Business unit leadership team
Stay up to date on industry and market trends, competitive intelligence, and market developments to identify further opportunity and adapt regional CI business unit strategies accordingly
- Enable Front-Line SellersCreate regional CI sales collateral, in partnership with Regional Marketing team, aligned with go-to-market initiatives to enable front-line sellers with product value proposition
Engage Sales specialist leaders, Sales specialists and other front-line sellers on driving CI regional sales initiatives
- Collaborate with Philips sales leaders to deliver on shared EI business objectives
- Obtain and maintain a deep understanding of Phillips EI portfolio products and their features to effectively communicate their value proposition to front-line sellers, other leadership, and other end-users
- Responsible to ensure the (public or NDA) innovation roadmap is integrated into the regional BU GTM plans, and the RML is responsible to ensure the (public or NDA) innovation roadmap is integrated into the regional BU GTM content to inform and excite customers.
To succeed in this role, you should have the following skills and experience
- Bachelor's Degree in relevant discipline. MBA is a plus.
- Proven track record of creating and executing business unit GTM plans towards sales objectives and delivering commercial targets
- Preferred 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
- Able to clearly articulate the value of technical software and/or medical products to a range of customer profiles
- Resilient sales mindset able to adapt in a dynamic customer environment
- 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
- Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.
- Quality first and Patient Safety mindset
- Excellent verbal and written communication skills
