You are responsible for
Own the commercial success of theIOS (Interoperability Solutions)andCardiology Informaticsportfolio in the localmarkets
Regional (Latam) responsibility to drive growth inthese businesses
Lead theportfoliostrategy in the region from a sales and marketing standpoint
Drive perfect NPIs (New Product Introductions) in the region for new versions and products
Develop and execute a market growth plan in close partnership with the global businesscategoriesincluding and not limited to :
Develop and implement sales account strategies in cooperation with the regionaland localteamsto meet financial objectives.
Provide market information such as current trends, sales techniques, application of informatics solutions in healthcare, leveragingmarketing 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 thelocal marketsto put in place structured market development plans, underpinning the what’and the how’.
Engage in continuous dialogues with the global businesscategoriesrelated to performance, forecasts, market trends, competition, and growth opportunities.
Activate the entire local marketscommercial organization in selling / position your portfolio towards customers.
Develop and maintain a close partnership with the service teamand imaging teamto 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 plansfor the business.
Lead the large deals in thelocal marketfollowing a hands-on,diligentand proactiveapproach (customer facing, buildingawinning strategy for each dealwith the Business Unit,Sales account manager,Market-to-Order organization and theDistrict).
To succeed in this role, you should have the following skills and experience
Proven Informatics / Software’sales and services portfolio experience andbusiness results
Proven success inmanaging an Informatics / Software P&L, including concrete understanding of the impact of bothshort and long termdecisions.
Strong understanding ofInteroperabilityportfolio to be able to drive customer discussions independently
2+ years of experience with health IT, data and standards including FHIR, XDSand relevant industry initiatives, e.g., HL7, IHE
Proven ownership in the delivery of the business plans agreed upon, including the sales targets established.
Proven experiences in hands-on sales and services (making things happen vs. waiting for things to happen)
Strong understanding ofinformatics processes : funnel management, target setting, forecasting, proposals, pricing, contracting, ordering, delivery, customer satisfaction.
Proven ability to prioritize efforts and get closure to meet targets.
Proven 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 healthcareneeds, pain points, and trends especiallyCardiologydepartments
High communication skill proficiency (local language and fluent English), both speaking and writing, inter-cultural awareness, and strong executive presence to successfully interact withkey stakeholders(especially at the C-Suite, constituents that are decision makers and stakeholders).
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