Description:
We are currently looking for a Business Manager for ASEAN PAC Market, Cardiology Informatics to drive business to the next level. If you are a business leader with deep focus on commercial/sales management and have experience in overseeing local cardiology informatics market, then this maybe the right opportunity for you.
Your responsibilities:
- Own the commercial success of the Cardiology Informatics portfolio in the local markets:
- Lead the Cardiology Informatics strategy in the region from a sales and marketing standpoint
- Develop and execute a market growth plan in close partnership with the global business’ category including and not limited to:
- Develop and implement sales account strategies in cooperation with the regional field sales team to meet financial objectives.
- Provide market information such as current trends, sales techniques, application of informatics solutions in healthcare, leveraging marketing intelligence and deep insights in customer and competitor landscape. In mature markets: pro-actively target competitor’s accounts. Where relevant: builds and deploys ‘win-back’ strategies.
- Responsible for complex sales negotiations, attends sales presentations and closes sales deals
- Develop account plans with their potential targets and collaborate with broader account plans when already an existing customer of Philips.
- Drive and enable a profound collaboration within the local markets to put in place structured market development plans, underpinning the ‘what’ and the ‘how’.
- Engage in continuous dialogues with the global businesses category related to performance, forecasts, market trends, competition, and growth opportunities.
- Activate the entire local markets commercial organization in selling/position your portfolio towards customers.
- Develop and maintain a close partnership with the service team to ensure high customer satisfaction, long term relationships, and profitability.
- Accountable for order intake, revenue, sales forecast accuracy & health, year-over-year growth, profitability/cost control and delivery against market plans for the Cardiology Informatics business.
- Lead the large deals in the local market following a hands-on, diligent and proactive approach (customer facing, building a winning strategy for each deal with the Business Unit, Market-to-Order organization and the District).
To succeed in this role, you should have the following skills and experience:
- Proven experience within the cardiology medical devices space in a similar role
- Strong ability to drive the cardiology informatics processes: funnel management, target setting, forecasting, proposals, pricing, contracting, ordering, delivery, customer satisfaction. Proven ability to prioritize efforts and get closure to meet targets.
- Understanding of the Sales process of the local market from engagement to contract signature (RFI, Tender process, timelines to order, contract requirements, close strategy).
- Deep understanding of healthcare needs, pain points, and trends as well as understanding of both the core cardiology informatics portfolio and the market dynamics and competitive landscape, which enables you to have detailed conversations with potential and existing customers as an expert.
- Proven leadership in a highly matrixed environment- Experience in working in a matrix environment of large corporations (local market, global business unit, annual plan cycle, etc.).
- Entrepreneurial spirit and experience- Entrepreneurship spirit for a fast-growing solution in the market and high aspiration for conquering the local market: can-do attitude, creative mindset, searching for solutions rather than bringing issues, strong drive and focus on results, belief that we can win, ability to move or get around barriers to success.