Business Marketing Manager Laboratory & Pathology Solutions

Job Description

Job Title

Job Description

In this role, you have the opportunity to

Drive our Benelux Laboratory and Pathology business to the next level and ensure a smooth integration with our existing Philips Healthcare Informatics portfolio. The role will be a combination of business leadership with deep focus on demand generation and ensuring local relevance of the value propositions, in combination with sales management.

You are responsible for

• Customer retention and sales
• Drive demand generation and ensure local relevance of value propositions
• Drive commercial success of the Laboratory & Pathology Solutions in the Benelux market
• BMC planning and execution
• Lead the cross functional Benelux Laboratory & Pathology Solutions team by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures
• Develop and execute a market growth plan in close partnership with the global business, including and not limited to:
  • Determine product portfolio, setting up and executing roadmaps for the introduction of new products or updates and the phasing-out of existing products in such a way that an optimal product portfolio is available on the market in time. Including the (development of) new LABSOSYS with our partner CGI for Laboratory informatics.
  • Provide market information such as current trends, sales techniques, application of Digital Computational Pathology solutions in healthcare to the global business unit, leveraging marketing intelligence and deep insights in customer and competitor landscape.
  • Develop and implement sales account strategies to meet financial objectives.
  • Develop account plans with potential targets and collaborate with broader account plans for existing customers of Philips.
• Drive and enable a profound collaboration within the Benelux to put in place structured market development plans, underpinning the ‘what’ and the ‘how’.
• Engage in continuous dialogues with the global business related to performance, forecasts, market trends, competition, and growth opportunities.
• Activate the entire Benelux commercial organization in selling/position your portfolio towards customers.
• Drive the go-to-market, leveraging partners, exploring alternative business models with customers and developing innovative channels for rapid market access and business development.
• Develop customer acquisition and retention strategies, including underpinning plans to execute, within the Benelux.
• 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.
• Shape deals, pro-actively managing accounts, building C-level relationships and staying informed about future commercial opportunities coming up in order to build a winning proposal when the opportunities surface to the market.
• Lead large deals in the Benelux following a hands-on, diligent and proactive approach.
• Responsible for complex sales negotiations, attend sales presentations and close sales deals.

You are part of

The Philips Market Benelux organization, existing of around 650 employees who are responsible for sales, marketing and service. You will be part of Cluster Precision Diagnosis Benelux and will report into the Business Marketing Manager Enterprise Diagnostic Informatics.

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

• Proven marketing, sales and services portfolio experience and business results, preferably in Informatics/Software.
  • Proven success in managing a P&L, including concrete understanding of the impact of both short and long-term decisions.
  • Proven ownership in the delivery of the business plans agreed upon, including the sales targets established.
  • Prior experience as a (healthcare informatics) sales rep or key account manager.
  • Senior proven experiences in hands-on sales and services (Healthcare IT) solution in the Benelux with deep focus on driving a proactive process. Experience includes the knowledge of positioning, why it is important, consultative “solution selling” vs. product and functionality.
  • Strong ability to drive the s 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 local Sales processes from engagement to contract signature (RFI, Tender process, timelines to order, contract requirements, close strategy).
  • Strong ability to qualify leads quickly and target most qualified as a priority.
  • Understand the different channel models and able to create new channel opportunities by activating the broader healthcare/informatics ecosystem.
  • Deep understanding of healthcare needs, pain points, and trends.
  • Understanding of both the core Laboratory & Pathology Solutions portfolio and healthcare informatics portfolio plus the market dynamics and competitive landscape, which enables you to have detailed conversations with potential and existing customers as an expert.
• Proven experience building cross functional teams
  • Experience in managing a commercial team including hiring, training, motivating and performance management.
  • Ability to be a drive and sustain a hunter attitude within the team. Ability to open more customer opportunities/segments and to operate outside of our existing customers installed base.
• Deep and robust Healthcare network
  • Established healthcare (C-Level) relationships with deeper focus on CIOs within the market.
  • High communication skill proficiency (local language and fluent English), both speaking and writing, inter-cultural awareness, and strong executive presence to successfully interact with key 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 (Benelux, global business unit, annual plan cycle, etc.).
  • Strong influencing skills.
  • Ability to build strong relationships within the market organization, between the market and the global business unit and with key target customers.
• 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.
  • Ability to collaborate with the global business unit as an integral part of the team as well as with our partner CGI for Laboratory informatics. Ensure we sell what we have today and collaborate to improve the solutions to win more in the future.

Due to the holiday period closing date will be January 8th 2020

In return, we offer you

We believe: We’re strong only when you are. We understand that work is only one part of your life. It’s why we offer a variety of innovative benefits and health programs to help you strong mentally and physically as you perform at work, and also manage life’s unexpected moments.

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.

Contact

If you forgot your password, you can click the Forgot Password button on the Sign In screen to reset it.

If you have any other questions regarding the recruitment process please refer to our FAQs. In case of technical difficulties with the website, please send an email to [email protected].
(Note: To ensure fairness and legal compliance in our recruitment processes, only technical issues will be monitored through the above inbox. Please do not submit resumes or applications to this email, as they will not be reviewed. Only applications received through the online application process will be considered.)