Job Description

Job Title Modality Sales Specialist - HPM, EC & AMDPhilips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.But it\xe2\x80\x99s not just what we do, it\xe2\x80\x99s who we are. We are 80,000, wonderfully unique individuals, with two things in common. An unwavering sense of purpose and a relentless determination to deliver on our customers\xe2\x80\x99 needs. It\xe2\x80\x99s what inspires us to create meaningful solutions \xe2\x80\x93 the kind that make a real difference \xe2\x80\x93 when it matters most.The world and our customers\xe2\x80\x99 needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That\xe2\x80\x99s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.In this role, you have the opportunity to make life betterLooking at the challenges the world is facing today Philips\xe2\x80\x99 purpose has never been more relevant. So whatever your role, if you share our passion for helping others, you\xe2\x80\x99ll be working towards creating a better and fairer future for all.Job Title: Modality Sales Specialist(Clinical Pre-Sales) - HPM, EC & AMDAs the Modality Sales Specialist for HPM(Hospital Patient Monitoring), EC(Emergency Care and Resuscitation solutions) and AMD(Ambulatory Monitoring and Diagnostics), you will be accountable for clinical selling, clinical assessment and solution design, customer demonstration and trial management and change management consultation.You will work closely with the Monitoring team, assist with business development in the territory, qualification of opportunities, implementation of solutions and ongoing customer relationship management, focusing on clinical differentiation.You are responsible forShape and Develop the Market

• Partner to identify opportunities by providing insights into possible leads resulting from working with third-party vendors, trade shows, local conferences, and other industry events
• Partner to identify market & clinical trends and customer needs by providing insights including but not limited to evolving clinical needs, market demographics, competitive activity and economic factors

Business Planning and Opportunity Identification

• Collaborate to develop a business plan including territory mapping by hospital including Philips and competitor install base to understand upcoming opportunities
• Uncover and communicate opportunities to Monitoring team. Share opportunity visibility by entering the opportunity into SFDC

Solution Selling and Opportunity Qualification

• Understand and follow the Philips Monitoring sales process
• Build and maintain strong customer relationships with all stakeholders with influence in the customer decision journey
• Identify and deeply understand customers\xe2\x80\x99 clinical key value drivers
• Develop value propositions as clinical expert based on customer value drivers identified
• Participate and deliver customer presentations including to c-suite
• Ensure that clinical use/clinical applications remain at the core of solution offerings
• Partner with Monitoring team to develop opportunity strategy

Clinical Assessment, Solution Design, Demonstration and Trial Management

• Act as a change manager, consultant and educator
• Deeply understand customer-specific clinical processes and requirements
• Design clinical workflow and configuration
• Provide content and support to ensure RFPs are completed
• Coordinate and conduct on-site demonstrations, clinical trials and site visits
• Create and manage clinical education plans through the Clinical Applications Team
• Confirm solution is ready for clinical use and provide support at go-live if required
• Be a clinical advocate for customers in escalated situations

Team Collaboration within Philips

• Work as an integral member of the Monitoring APAC team
• Provide Marketing with input on sales tools, clinical applications pricing issues, and competitive threats to enable them to best support specialists and provide input to the BIU
• Maximize the customer experience by presenting a coordinated and efficient One Philips approach
• Use SFDC, Chatter, and other tools to share knowledge and develop conversations across Philips team
• Support team through product training and education in alignment with the Clinical Transformation Manager.

Ongoing Customer Experience

• Assess and track customer clinical outcomes and satisfaction
• Report customer issues to appropriate channel as quickly as possible.
• Partner with Monitoring team to deliver ongoing customer engagement program
• Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues

Performance and Development

• Perform against established performance goals and metrics
• Take responsibility for your own personal and professional development, including all required training
• Participate as an active member of the team, sharing your experience and knowledge with others.
• Use and comply with standard processes and guidelines
• Develop strong knowledge of markets, competitors, and industry trends for products
• Demonstrate the Philips Behaviours in all interactions

Key Measures

• Key financial measures (OIT, Sales, IGM)
• Market share
• Positive customer feedback (Customer satisfaction, NPS)

To succeed in this role, you\xe2\x80\x99ll need a customer-first attitude and the following

• Tertiary qualification in relevant clinical field (Hospital Patient Monitoring, Emergency Care and Resuscitation solutions, Ambulatory Monitoring and Diagnostics experience is desirable)
• Additional tertiary qualifications in business an advantage
• At least 5 years appropriate clinical experience in critical care
• Demonstrated sales skills in a hospital clinical environment
• Change management and consultation skills
• Executive presentation and communication skills

How we work at Philips
Our newly adopted hybrid work concept fuses flexibility with collaboration to deliver great outcomes for our people and our customers. We are embracing an approach wherein we spend more time together than apart \xe2\x80\x93 which for full-time employees translates to an average of at least 3 days working from the office and up to 2 days from home \xe2\x80\x93 for our hybrid roles.
Hybrid work flexibility means people can meet the changing demands of work and home in the most balanced, productive, and healthy way.Our hybrid working model is defined in 3 ways:
We believe in the importance of impactful collaboration: There\'s a certain energy when everyone\xe2\x80\x99s in the same room that can heighten idea generation and creative friction needed for problem-solving.
We embrace flexibility: Choosing where, when and how to work can vary according to task and team schedules. Flexibility isn\xe2\x80\x99t office or online, it means choosing the space that works best for you, your teams and our customers on a case-by-case basis.
We want to be at our best: The way we work and our workspaces are designed to support our well-being, offer career advancement opportunities, and enable us to be at our best.Why should you join Philips?
Working at Philips is more than a job. It\xe2\x80\x99s a calling to create a healthier society through meaningful work, focused on innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.

Philips