Sales, Acount Manager--Diagnostic Imaging (Columbus, Cin)

Company: Philips Electronics North America Corporation
Location: Columbus
Posted on: July 22, 2021

Job Description:

Job Title

Job Description

If you are a Colorado resident and this role is a field-based or remote role, you may be eligible to receive additional information about the compensation and benefits for this role, which we will provide upon request.  You may contact 888-367-7223, option 5, for assistance

As a Diagnostic Imaging Account Manager, you will promote the MR, CT, DXR, AMI, and PerformanceBridge product line. You are responsible for generating sales volume by developing credible long-term relationships with our customers. You will represent Philips by developing and driving key partnerships both internally with Philips Healthcare counterparts (marketing, service, support, education, legal etc.) and externally with customers within the given accounts to drive order recognition and to drive revenue recognition against a set of annual targets.

You are responsible for

• Understanding customer needs and drive sales efforts
• Research target opportunities, generate account leads, and develop long term objectives for success at the account anchored to meeting critical customer needs.
• Build a Business Plan that supports achievement of your Quota, aligned with the objectives of the Great Sales Plan and balanced selling.
• Create a relationship map of all key decision makers in the relevant business and plan for winning the support of them.
• Identify and drive your Top opportunities for each quarter.
• Build and Manage your funnel.
• Accurately forecast your funnel using metrics to achievement goals.
• Identify and document all key influencers within your accounts.
• Establish early and cross-modality penetration by building long term relationships with key influencers.
• Leverage business tools to understand customer business needs and design a solution to address the customer’s objective.
• Translate the identified solution for the opportunity into a value proposition and create a pricing strategy to support the proposition.
• Design a tailored account strategy and create a compelling message to present the value proposition and proposal to the customer.
• Develop solutions for up sell and cross sell opportunities.
• Create comprehensive customer profiles and effective customer acquisition or retention strategies.
• Increase awareness of Philips evolving strategies for expanding and changing its products and services.
• Capability to uncover and develop the customer’s decision criteria, analyze competitive offerings and influence the decision criteria to their advantage.

Your Team:

• Work closely with DI Specialists, Account Executives, Service and Solutions, and counterparts in other businesses, to sell equipment to Philips installed, competitive installed, and new construction labs
• Consult with AE and create strategies and action plan to win the opportunities at the account.
• Knowledge of team dynamics and skill in coordinating the deployment of people and resources to create a compelling customer value proposition.
• Ensure proactive communication with the account team to highlight areas of concern that need attention.
• Engage Sales resources to validate account strategies, needs analyses, and deal strategies.

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

• Minimum of 5+ years of field sales experience with a Bachelor’s degree or 3 years and a Master’s degree; or equivalent work experience.
• Medical Capital Sales Experience Required (Relevant Clinical Experience will also be considered.)
• Ability to work with prospects 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.
• Excellent verbal, presentation, and written communication skills
• Clean driving record.
• Skills in creating comprehensive customer profiles and effective customer acquisition or retention strategies.
• Demonstrated experience building customer strategies.
• Solution Selling

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions.

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 888-367-7223, option 5, for assistance.

Equal Employment and Opportunity Employer/Disabled/Veteran

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Keywords: Philips Electronics North America Corporation, Columbus , Sales, Acount Manager--Diagnostic Imaging (Columbus, Cin), Other , Columbus, Ohio