Radiology Informatics Account Manager/Sales Executive

Philips Iberica SAU; United Kingdom; Remote; GBP 10,000 - 40,000; Full time

Job summary

Join a forward-thinking health technology company as a Radiology Informatics Account Manager. In this pivotal role, you will lead a dynamic sales team, driving growth and fostering strong customer relationships. Your expertise in Radiology workflows and healthcare IT will be essential as you navigate the complexities of the healthcare ecosystem. Collaborate with key stakeholders to implement effective sales strategies, ensuring that every customer receives tailored solutions. If you are passionate about making a difference in healthcare and possess strong leadership skills, this is an exciting opportunity to contribute to a mission that truly matters.

Qualifications

• Strong understanding of Radiology workflows and healthcare IT products.
• Proven leadership and relationship-building skills in sales environments.

Responsibilities

• Manage and lead the Radiology Informatics sales team to achieve growth targets.
• Drive sales strategy and accountability for sales practices and reporting.

Skills

Radiology workflow understanding

Salesforce proficiency

Healthcare IT sales experience

Relationship building

Leadership experience

Problem-solving skills

Communication skills

Customer intimacy

Education

Bachelor's degree in relevant discipline

Tools

CRM software

Job description

Job Title

Radiology Informatics Account Manager/Sales Executive

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.

Your responsibilities include the following:

1. Manage RI sales team
2. Lead and manage a team of front-line RI sellers (Account Managers) to create value for our customers and deliver on RI growth targets
3. Monitor sales team individual performance against targets and provide constructive feedback to ensure goals are met or exceeded
4. Drive effective funnel management to build towards RI sales targets and Philips business objectives
5. Drive accountability for sales teams to follow RI best seller practices, including sufficient Salesforce.com hygiene to enable effective reporting and forecasting
6. Provide sales process guidance and coaching
7. Position the team to succeed in selling Cloud solutions
8. Lead on all large RI tenders, working with Account Manager and Sales Specialists
9. Drive regional sales strategy
10. Partner with RI Regional Business Unit Leader (RBUL) to understand and execute BU GTM plans
11. Support the Head of Marketing in creating the Radiology Informatics Marketing Plan for the Market by providing Business specific Customer Insights and the global Business Strategy
12. Support the Enterprise Informatics Sales Leader in the Business Market Combination process (products, services, and solutions)
13. Provide Market and Customer Insights and Trends to Radiology Informatics Regional Business Unit Leader (RBUL)
14. Collaborate with Health Systems key stakeholders (KAMS, AES, Govt) to support regional RI sales strategy and initiatives
15. Drive specific regional RI strategy initiatives across a range of customer accounts by aligning them to front-line seller activities
16. Generate regular reports (incl. sales forecasts) to sales and business unit leaders on front-line seller activities, sales performance, and progress towards targets
17. Collaborate with sales and other regional leadership, to develop sales collateral, tools, and resources that empower front-line sellers
18. Understand market dynamics within zone for focus and action
19. Serve as RI executive presence for clients in zone
20. Identify potential gaps in strategy and contribute to feedback loop
21. Ensure proper GTM focus
22. Ensure balanced selling activity to maximize RI presence in the marketplace
23. Collaborate with Zone/District leaders from Philips modalities to implement cross-selling initiatives
24. Serve as singular escalation point for RI BU solutions/clients in zone
25. Gather customer signals and serve as voice of customer for RBUL/product manager/BU feedback and direction
26. Enable meaningful customer partnerships
27. Develop a deep understanding of Philips RI portfolio products to effectively support front-line sellers and other end-users on major strategic sales opportunities
28. Collaborate with front-line sellers and other parties on negotiations to secure mutually beneficial terms
29. Identify and work with RI KOLs
30. Identify and maintain a suitable Reference Site(s)

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

1. Preferred bachelor's degree in relevant discipline.
2. Possess a sound understanding of Radiology workflow(s)
3. Strong relationships with Radiology Key Opinion Leaders (KOLs)
4. Ability to build and nurture effective relationships by developing strong cooperation with peers within the market, cross business, and cross function
5. Proven track record of creating and executing account plans towards sales objectives and delivering commercial targets
6. In-depth experience of selling Healthcare IT products in a clinical environment, and/or great knowledge of hospital ecosystem.
7. Experience managing a software sales funnel and prioritizing opportunities requiring escalation or acceleration to ultimately deliver on results
8. Track record of ability to cultivate strong customer relationships with key decision makers (incl. C-suite)
9. Understand how to efficiently leverage specialist knowledge / product resources to develop tailored customer offerings
10. Able to clearly articulate the value of technical software and/or medical products to a range of customer profiles
11. Familiarity with CRM software (Salesforce)
12. Proven senior leadership experience, ideally across different countries
13. Acts as a role-model for Philips culture
14. Ability to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function
15. Leads, coaches, directs and motivates the team towards a common goal, encourages diversity.
16. Customer intimacy: driven by a strong external focus understanding the industry and market dynamics.
17. Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology.
18. Quality first and Patient Safety mindset
19. Excellent verbal and written communication skills
20. 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

We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.

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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