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

Philips•Durham, NC

2d•$215,000 - $300,000•Onsite

About The Position

The District Modality Sales Leader (DML) for Diagnostic X-ray (DXR) is the district’s product-sales and positioning expert. Operating as a franchise owner, the DML leads modality strategy, brings clinical and technical expertise to accounts, and develops tailored plans for each Imaging Account Manager (IAM) to grow market visibility, share, and revenue. The role leads and holds cross-functional peers accountable through influence rather than direct management authority. The territory covers South Carolina, North Carolina, Virginia, Maryland, and Washington, D.C. Ideal candidate locations include Charlotte or Raleigh-Durham, North Carolina, and Norfolk or Richmond, Virginia. This is a field-based role with approximately 60–70% travel within the district. The DML supports account planning, negotiations, and complex sales pursuits; coaches sales colleagues; directs clinical specialists and demonstration resources; and builds market presence through customer and industry engagement. The role also maintains sales records and forecasts, supports resource allocation, and ensures sales activity complies with Philips policies and applicable regulations. Philips describes itself as a health technology company focused on improving access to quality healthcare. The role’s total target earnings, comprising base salary and target incentive, are $215,000–$300,000 annually at 85%–120% performance achievement, plus a company fleet/car. Actual compensation may vary with individual performance. The compensation package also includes PTO, a 401(k) with up to 7% match, an HSA with company contribution, a stock purchase plan, and education reimbursement. Relocation benefits are not provided. US work authorization is required; sponsorship is not available now or in the future.

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 skills for customers and internal stakeholders.
Clean driving record and willingness to travel approximately 60–70% within the assigned district.
US work authorization; candidates requiring work-authorized visa sponsorship now or in the future will not be considered.
Ability to perform the minimum physical, cognitive, and environmental job requirements for the Sales position, with or without accommodation.

Nice To Haves

Eight 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 develop 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 on account plans, negotiations, and complex, multi-stakeholder pursuits.
Lead and influence cross-functional peers using data, peer accountability, and shared success to advance district priorities.
Coach Imaging Account Managers 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 collaborate with Marketing and sales leadership on market intelligence, tools, and campaigns.
Maintain Salesforce records, forecasts, and documentation to support resource allocation and continuous improvement.
Ensure sales activities comply with Philips policies and applicable regulatory requirements.