Sales, Account Manager - Middle Markets, Sleep and Respiratory Care (Western US)

Job Description

Job Title

Job Description

In this role, you have the opportunity to:

Position has the responsibility for the defined geographical region of the Western United States. Reporting to the Sales Leader of Specialty Markets, the Account Manager will be responsible for meeting assigned sales quota in the defined territory. Position will be accountable for driving Philips branded respiratory care products, programs and services.

Focus is on selling ventilation products, solutions and services while demonstrating clinical competency in Respiratory disease management, low acuity long term respiratory therapy, as well as owning the relationship with key opinion leaders for the defined geography. Demonstrate an understanding of how to navigate purchasing and GPO contracts.

You are responsible for:

• Have a good understanding of Non-Acute Care National Chains and Group Purchasing Organizations.
• Identify and execute a focused territory management plan to drive profitable market share growth in assigned geographical territory.
• Manage relationships with regional, multi-regional, and national long-term care chains.
• Meet or exceed quarterly sales objectives as defined by sales management.
• Drive efficiencies within role, to include management of business development and travel expenses.
• Conduct training and product demonstrations for ventilation products, airway clearance and other respiratory products, programs, services.
• Target call points include existing and new market segments over a broad geographical area with an emphasis on the middle market segment to include: Director of Nursing, purchasing, GPO, physicians, administrators, respiratory departments and distributors.
• Focus Products and Technologies: Trilogy, Trilogy EVO, V30, patient interface, Care Orchestrator, AVAPS, AVAPS- AE.
• Negotiate solutions and close deals by reaching agreements with customers and emphasizing total value proposition of Philips.
• Be a consultant and resource for Directors/Managers of nursing, administrators, owners and referral sources (i.e., market data, growth projections, programs, financial solution packages, clinical in-servicing, educational training, new product rollout, reimbursement and disease management programs) to help grow their businesses, increase profitability, and promote customer satisfaction.
• Identify and develop physicians in current and new markets for product advocacy, research and technology drivers. Serve as the owner of the relationship with the Key Opinion leaders in the defined territory serving the middle market space.
• Utilize various consultative selling techniques and power messaging to drive business within targeted accounts.
• Demonstrate a high level of understanding of the dynamics of reimbursement in all of our call points (Physician, GPO, SNF, Rehab, Distributors) and how it drives our products.
• Maintain salesforce.com records of territory, customer order potential and provide feedback to management on a regular basis including competitive landscape in the account as well as opportunity funnel.
• A willingness to work closely with a defined vendor partner to co-market the collective value proposition.
• Understand the challenges, processes and drivers that influence C-Suite decisions.

Behaviors: The successful candidate will demonstrate:

• Customer focused, Strategic, Tactical, and Results Driven
• Skills: The successful candidate is required to have superior: Time Management, Business and Financial Acumen, along with Negotiation, Interpersonal, Presentation, Coaching, Listening and Communication Skills while thriving in a team environment.
• Ensures that all business related activities are in compliance with Philips Respironics, policies, procedures and processes.

Growth: The successful candidate will:

• Work with the guidance of supervisor to develop technical competencies and customer relationships in efforts to grow respective territory.

You are a part of:

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 empowered consumers for affordable healthcare whether in hospital or at home.

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

• Minimum of 5 years selling clinical technology and programs experience required with an emphasis in the Respiratory market.
• Preference for credentialed Respiratory Therapist; RRT, CRT; Nursing, RN, LVN with demonstrated experience selling in the respiratory market.
• Demonstrated success selling products or programs in the middle market space.
• Consultative solution selling ability and experience preferred.
• Experience managing time and travel working in a large geography.

Education:

• High School Diploma or equivalent required
• BS/BA level degree in a discipline related to sales, marketing, general
  business, or clinical studies or certifications that are tied-to the core market segments of the company, preferred.
• Highly preferable candidates: Credentialed respiratory care; RRT, CRT; Nursing; RN, LVN

Other Requirements:

Must be able to operate 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 75%.

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.

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 age, color, citizenship, disability or perceived disability, ethnicity, gender, gender identity or expression, genetic information, marital or domestic partner status, military or veteran status, national origin, pregnancy/childbirth, race, religion, sexual orientation, or any other category protected by federal, state and/or local laws. Philips is an equal employment opportunity and affirmative action employer Disability/Veteran.

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.

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