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Sales, Account Manager - Enterprise Diagnostic Informatics, New Business (West Zone)

Company: Philips Electronics North America Corporation
Location: Seattle
Posted on: October 7, 2021

Job Description:

Job Title

Sales, Account Manager - Enterprise Diagnostic Informatics, New Business (West Zone)

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.

You are responsible for:

  • Responsible for selling our complete Imaging Informatics Portfolio (Enterprise, Radiology PACS, Cardiology PACS and 3D AV solutions) into net new Health Systems in your assigned territory.

  • Research targeted accounts in your territory to understand their business challenges, critical metrics, issues, goals, and growth strategy to develop a Philips objective and strategy for your targeted accounts.

  • In collaboration with your team: District Sales VP, Account Executive (if applicable) and Specialists, create a detailed account strategy for each account in your assigned territory.

  • Be able to present articulately our Philips Health Informatics strategy.

  • Build, cultivate and leverage relationships in your targeted accounts to drive and uncover net new business opportunities within your territory.

  • Become the Trusted Advisor within your targeted key accounts by providing insights on industry trends, competitive landscape information, healthcare legislation, etc., to assist these accounts in reaching their goals.

  • Identify a strong funnel of growth potential by analyzing competitive replacement targets, account standardization plans, targeted accounts current contracts, accounts needs & strategies, understanding our solutions, leveraging our install base, and execution of a strategic plan to grow Philips imaging informatics (EDI) footprint.

  • Coach the sales team to meet and manage customer expectations throughout the sales process.

Drive the Realization of Account(s) Strategy and Metrics:

  • Act as single point of contact for our Philips EDI solutions for your targeted accounts and own Executive level relationships in those accounts.

  • Communicate, align and drive the team to execute on the overall Account strategy.

  • Negotiate and oversee development of contracts for compliance, terms and conditions

  • Analyze account status to understand total Accounts and hospital specific activity leveraging the funnel into larger bulk buy and standardization opportunities.

  • Leverage Philips Business Tools to understand customer business needs and provide targeted solutions to include software and services.

  • Participate in customer meetings to closure.

  • Develop and leverage relationships to assist the sales team in deal execution.

  • Responsible for Account funnel, forecast and quota (AOP) performance.

Team within Philips:

  • Build a strong internal network and align key players to support the delivery of value to our customers and execute deals.

  • Maximize the customer experience by creating a predictable process of information gathering and exchange to aligning the Account team to present a coordinated and efficient One Philips approach to the customer.

  • Initiate collaboration with Sr. Account Executive or Regional Sales Manager and other internal partners to validate and execute the Account Strategy and deal execution.

  • Utilize OneSource and SFDC to share knowledge and develop conversations across the business.

  • Demonstrate the Philips behaviors in all interactions

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

  • Four-year college degree minimum.

  • 5+ years of Hospital/IDN Field Sales experience calling on the C-level

  • Strong understanding of Enterprise Imaging Informatics (HIT) market, trends, value-based HC trends, etc…

  • Outstanding communication skills and demonstrated customer follow-up.

  • Demonstrated aptitude selling diverse IT portfolio solutions preferably in the Enterprise Imaging Informatics space.

  • Effective experience leading account teams and influencing a team without direct authority.

  • Experience selling into accounts characterized by a complex sales cycle with multiple decision makers

  • Engaging the interest of the customer and drawing them into meaningful, in-depth conversations

  • Educating the customer, not only about the sales organization's products and services, but also of industry trends and business drivers

  • Must live in assigned territory

In return, we offer you

Sharpen your talents with new challenges in our dynamic organization. As a market-driven company, we’re used to listening to our customers & apply the same thinking to our employees. We offer a competitive salary, outstanding benefits and flexibility in a career with a positive and supportive atmosphere in which to develop your talents further.

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

No Sponsorship offered:

"US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa." 

No Relocation:

“Company relocation benefits will not be provided for this position. Candidates need to live within the territory”

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Keywords: Philips Electronics North America Corporation, Seattle , Sales, Account Manager - Enterprise Diagnostic Informatics, New Business (West Zone), Other , Seattle, Washington

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