District Modality Sales Leader, Diagnostic X-ray (Mid Atlantic)

Philips•Richmond, VA

1d•Onsite

About The Position

The District Modality Sales Leader (DML) for Diagnostic X-ray (DXR) is the district’s DXR product sales and positioning expert. Operating as a franchise owner, this field-based role drives modality strategy, provides clinical and technical expertise across territory accounts, and develops individualized plans for Imaging Account Managers (IAMs) to improve market visibility, market share, and revenue growth. The position leads and influences cross-functional peers without direct management authority. The territory covers South Carolina, North Carolina, Virginia, Maryland, and Washington, D.C. Ideal candidate locations include Charlotte, Raleigh-Durham, Norfolk, and Richmond. Approximately 60–70% travel within the district is expected. The role works with district sales leaders and account teams on account plans, negotiations, and complex pursuits; coaches IAMs and Account Executives; and directs clinical specialists, mobile demonstrations, and application resources toward high-value opportunities. It also supports proposals and quotations, builds market presence through customer and industry engagement, monitors competitors, and maintains Salesforce records and forecasts. Sales activities must comply with Philips policies and applicable regulatory requirements. This is a field-based sales position. US work authorization is required, and Philips will not consider candidates requiring current or future visa sponsorship. Relocation benefits are not provided. Total target earnings are $215,000–$300,000 annually at 85%–120% performance achievement, plus a company fleet/car; total compensation may vary with individual performance. Benefits include generous PTO, a 401(k) with up to 7% match, an HSA with company contribution, a stock purchase plan, and education reimbursement. The requisition is expected to remain active for 45 days but may close earlier.

Requirements

At least 5 years of experience in medical capital equipment sales or clinical technology leadership in diagnostic imaging; demonstrated DXR expertise is preferred but not required.
Experience with long-cycle, matrixed team selling and a record of meeting or exceeding quota.
Ability to translate clinical and technical knowledge into customer value.
Ability to coach and influence cross-functional peers without direct authority.
Experience using Salesforce and Power BI for pipeline management, forecasting, and performance analysis.
Bachelor's degree in Business, Marketing, Sales, Clinical or Health Sciences, or a related field, or equivalent experience.
A Master's degree may substitute for experience consistent with Philips hiring requirements.
Self-directed and accountable commercial leadership, with effective communication with customers and internal stakeholders.
Clean driving record.
Willingness to travel approximately 60–70% within the assigned district.
Ability to successfully perform the stated minimum physical, cognitive, and environmental job requirements, with or without accommodation.
US work authorization; candidates requiring current or future work-authorized visa sponsorship will not be considered.

Nice To Haves

Demonstrated DXR expertise.
8 or more years of healthcare capital equipment sales experience.
Established relationships in radiology, cardiology, or orthopedics.
Familiarity with structured sales methodologies such as Strategic Selling, SPIN Selling, or Miller-Heiman.

Responsibilities

Own the district DXR business strategy and create tailored territory plans for each Imaging Account Manager, prioritizing white space, competitive displacement, and strategic IDN opportunities.
Use win/loss trends, visibility rates, and pipeline health to improve commercial execution.
Partner with District Sales Leaders and account teams to shape account plans, negotiations, and complex multi-stakeholder pursuits.
Lead through influence, using clear data, peer accountability, and shared success to advance district priorities.
Coach IAMs and Account Executives on DXR clinical knowledge, competitive positioning, and deal strategy through joint customer calls, pipeline reviews, and in-field support.
Strengthen customer presentations with clinical and technical expertise.
Direct Clinical Product Specialists, mobile demonstration assets, and clinical application resources toward high-value opportunities.
Support request-for-proposal strategy and quotation development with accurate technical product input.
Build Philips DXR market presence through reference-site visits, clinical workshops, executive business-case presentations, and relevant industry events.
Monitor competitor activity and partner with Marketing and sales leadership on actionable market intelligence, tools, and campaigns.
Maintain disciplined Salesforce records, forecasting, and documentation to support resource allocation and continuous improvement.
Ensure sales activities follow Philips policies and applicable regulatory requirements.