Job TitleRadiology Informatics Sales Manager

Job Description

Reporting to the Sales Leader, Enterprise Informatics UK&I, the Radiology Informatics (RI) Sales Manager UK&I will be responsible for driving RI sales growth in UK&I by identifying and securing new business opportunities and developing our installed base. You will lead and manage a team of front-line RI Account Managers in fostering strong customer relationships by seeking a deep understanding of customer needs and effectively demonstrating the RI portfolio value proposition to address those needs.

This role requires the ability to develop and increase the sales leadership level to instill an aspirational vision of scale, a presence to interface with senior client levels and articulate a “big RI picture” vision and a focus on delivering results for Philips and our customers.

Your responsibilities include the following:

Manage RI sales teamLead and manage a team of front-line RI sellers (Account Managers) to create value for our customers and deliver on RI growth targetsMonitor sales team individual performance against targets and provide constructive feedback to ensure goals are met or exceededDrive effective funnel management to build towards RI sales targets and Philips business objectivesDrive accountability for sales teams to follow RI best seller practices, including sufficient Salesforce.com hygiene to enable effective reporting and forecastingProvide sales process guidance and coachingPosition the team to succeed in selling Cloud solutionsLead on all large RI tenders, working with Account Manager and Sales Specialists
 Drive regional sales strategyPartner with RI Regional Business Unit Leader (RBUL) to understand and execute BU GTM plansSupporting the Head of Marketing in creating the Radiology Informatics Marketing Plan for the Market by providing Business specific Customer Insights and the global Business StrategySupporting the Enterprise Informatics Sales Leader in the Business Market Combination process (products, services, and solutions)Providing Market and Customer Insights and Trends to Radiology Informatics Regional Business Unit Leader (RBUL)Collaborate with Health Systems key stakeholders (KAMS, AES, Govt) to support regional RI sales strategy and initiativesDrive specific regional RI strategy initiatives across a range of customer accounts by aligning them to front-line seller activitiesGenerate regular reports (incl. sales forecasts) to sales and business unit leaders on front-line seller activities, sales performance, and progress towards targetsCollaborate with sales and other regional leadership, to develop sales collateral, tools, and resources that empower front-line sellersUnderstand market dynamics within zone for focus and actionServe as RI executive presence for clients in zoneIdentify potential gaps in strategy and contribute to feedback loopEnsure proper GTM focusEnsure balanced selling activity to maximize RI presence in the marketplaceCollaborate with Zone/District leaders from Philips modalities to implement cross-selling initiativesServe as singular escalation point for RI BU solutions/clients in zoneGather customer signals and serve as voice of customer for RBUL/product manager/BU feedback and directionEnable meaningful customer partnershipsDevelop a deep understanding of Phillips RI portfolio products to effectively support front-line sellers and other end-users on major strategic sales opportunitiesCollaborate with front-line sellers and other parties on negotiations to secure mutually beneficial termsIdentify and work with RI KOLsIdentify and maintain a suitable Reference Site(s)

To succeed in this role, you should have the following skills and experience:

Preferred bachelor's degree in relevant discipline.Possess a sound understanding of Radiology workflow(s)Strong relationships with Radiology Key Opinion Leaders (KOLs)Ability to build and nurture effective relationships by developing strong cooperation with peers within the market, cross business, and cross functionProven track record of creating and executing account plans towards sales objectives and delivering commercial targetsIn-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 resultsTrack record of ability to cultivate strong customer relationships with key decision makers (incl. C-suite)Understand how to efficiently leverage specialist knowledge / product resources to develop tailored customer offeringsAble to clearly articulate the value of technical software and/or medical products to a range of customer profilesFamiliarity with CRM software (Salesforce)Proven senior leadership experience, ideally across different countriesActs as a role-model for Philips cultureAbility to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function Leads, coaches, directs and motivates the team towards a common goal, encourages diversity.  Customer intimacy: driven by a strong external focus understanding the industry and market dynamics. Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology. Quality first and Patient Safety mindsetExcellent verbal and written communication skills Fluent in English

How we work together
Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

About Philips
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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.

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