Account Manager - Sleep and Respiratory Care (Northern Ohio)

Company: Philips
Location: Fort Wayne
Posted on: September 24, 2022

Job Description:

Job Title

Account Manager - Sleep and Respiratory Care (Northern Ohio)

Job Description

Effective Wednesday, December 8, 2021, all U.S.-based employees are required to be fully vaccinated against COVID as a condition of employment at Philips. Employees with a sincerely held religious belief and/or disability impacting their ability to obtain the COVID vaccine can request a reasonable accommodation.

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.

Philips 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's not just what we do, it's 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' needs. It's what inspires us to create meaningful solutions - the kind that make a real difference - when it matters most.

The world and our customers' needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That's why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.

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 Northern Ohio Territory (Toledo, Bowling Green, Lima, Fort Wayne, Marion)"

In this role, you have the opportunity to

Be an integral part of the dynamic Philips SRC team as an experienced Account Manager. Reporting to the Regional Sales Director, this position offers you the opportunity to play a vital role in increasing market penetration and drive the overall growth of our business. As a Philips employee, you get the chance to operate at the heart of a worldwide company that continues to transform itself, to become ever more market-driven and consumer-focused.

You are responsible for

* Meet/Exceed assigned sales quotas in the assigned territory
* Execute defined Philips Sleep and Respiratory Care Sales and Marketing initiatives documenting sales calls through salesforce.com
* Execute sales leadership assigned sales call Key Performance Indicators (KPI) in the assigned territory documenting through salesforce.com
* Accurately forecast customer product orders through salesforce.com by month and quarter including funnel and pipeline order opportunities
* Develop and maintain SMART territory business plans and if applicable Strategic Account business plans
* Conduct quarterly business reviews with the top territory DME's in the assigned territory including independent and corporate account DME locations
* Develop professional relationships with prescribing physicians, sleep center staff and DME stakeholder influencers, decision makers selling Philips SRC products and services
* Execute long term customer purchasing contracts resulting-in achieving annual product growth targets for the assigned territory and Philips SRC
* Maintain salesforce.com CRM records of assigned territory customer locations, contacts, Philips SRC product share status vs. competitors, documenting the customer sales cycle including progress and next steps to grow Philips SRC share displacing competitor products
* Represent and sell the assigned Philips SRC products and services in the territory differentiating vs. competitor products through consultative selling and expert level knowledge of all assigned Philips SRC products and services included in the quota responsibility
* Identify and execute a regular sales call cycle to the top customer targets in the assigned territory prioritizing sleep and pulmonary physicians, sleep labs, corporate account locations, strategic account locations and high ROI independent DME customers.
* 60% of selling time expectation dedicated to demand creation growing prescribing behaviors and mindshare for Philips SRC products and services through territory physician and sleep center sales calls
* Implement coaching provided by the Regional Sales Director, sales training team including demonstrated proficiency executing Corporate Visions Power Messaging sales tactics. Why Change? Why You? messaging
* Demonstrate effective time and territory management skills including populating the Outlook calendar sharing with the Regional Sales Director and team members where appropriate
* Demonstrate strong knowledge of the Care Orchestrator platform including workflows, best practices using Power Messaging to differentiate vs. competitors
* Educate customers to use internal resources for Account Management tasks including customer solutions, credit analyst and sales enablement teams solving customer dispute resolution, invoicing, shipping, account credit and other business to business challenges
* Drive customer product orders through the e-store, EDI, customer solutions educating the customer regarding Philips SRC product ordering channels, return authorization, technical support resources
* Team-Up to Win with the territory Sales Specialist providing clinical sales support targeting high ROI customer call points selling Trilogy Evo, BiPAP Auto SV, BiPAP AVAPS, Patient Interface, Ventilation and Sleep Therapy products and services
* Work with the territory Sales Specialist identifying Key Opinion Leader physicians, Sleep Centers and high value DME customer targets differentiating Philips SRC products and services vs. competitors to grow share and deliver assigned sales quotas.
* Team-Up to Win with the Inside Sales Account Manager in the assigned territory who is responsible for a segmented customer list in the assigned territory
* Learn and demonstrate Philips Behaviors in daily work including sales calls and internal team interactions; Customer First, Team-Up to Win, Quality and Integrity Always, Take Ownership to Deliver Fast and Eager to Improve and Inspire
* Complete all training coursework when assigned on or before the due date

You are a part of

At Philips Home Healthcare we are passionate about improving quality of life with solutions designed around the needs of customers and their patients. Innovation is driven by gaining insight to the needs of the people who use our sleep, oxygen, ventilation and respiratory drug delivery products. This tradition of innovation combined with our ability to anticipate market needs has made Philips Home Healthcare a global leader in the markets we serve.

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

* High School Diploma or equivalent required
* Proficiency with Microsoft Outlook, Word, Excel, Teams programs
* BS/BA level degree or higher in a discipline related to sales, marketing, general

business, or clinical studies or certifications that are tied-to the core market segments of Philips Sleep and Respiratory Care is preferred.

* Documented quota-carrying successful outside sales experience strongly preferred
* 3+ years documented sales experience preferably in the medical device, home care environment, for example, selling to durable medical equipment companies, home care dealers, physician offices, sleep labs, and hospital discharge planners
* Experience selling medical devices and or services or documented successful sales experience in the healthcare space
* Experience selling Sleep therapy, ventilation medical device products and services products strongly preferred
* Consultative selling skills, required.
* Must be able use auto vehicles to get to and from customer locations. Must occasionally lift and transport medical devices that may weigh up to 100 pounds and frequently lift devices up to 25 pounds. Travel is extensive within assigned territory up-to 50%

At Philips, we simplify healthcare by focusing on the people in the care cycle, patients, and care providers. Through combining human insights and clinical expertise, we aim to improve patient outcomes while lowering the burden on the healthcare system. Philips delivers advanced solutions for both health professionals, to meet the needs of patients, and empower consumers for affordable healthcare whether in hospital or at home.

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

#LI-PH1

#LI-Remote

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 Opportunity Employer/Disabled/Veteran

Keywords: Philips, Fort Wayne , Account Manager - Sleep and Respiratory Care (Northern Ohio), Healthcare , Fort Wayne, Indiana