About The Position
As the Cardiac & Vascular Key Account Manager, you will be the primary point of contact for customer service line leaders in cardiovascular, surgery, and operating room departments. You will be primarily responsible for cardiovascular core products, including Image Guided Therapy (IGT), Mobile Surgery C-Arms, and Services. You will collaborate with teammates in Image Guided Therapy Devices (IGT-D), Cardiovascular Ultrasound (CV Ultrasound), and Enterprise Diagnostic Informatics in Cardiology (EDI Cardiology). You will also work with account manager counterparts in Precision Diagnosis (CT, MRI, DXR) and Connected Care Patient Monitoring, along with Account Executives, Specialists, Services, and Solutions, to identify, develop, and close cardiovascular opportunities in Philips-installed, competitively installed, and new-construction labs and operating rooms. The role develops territory and account growth strategies, identifies customer needs, communicates the value of Philips products and services, and manages sales opportunities through the sales funnel and forecasting process. The position is based in the Dallas–Fort Worth area, requires residence in or within commuting distance of the territory, and involves overnight travel of up to 25%.
Requirements
- Bachelor of Science or Bachelor of Arts degree in a related discipline.
- At least 5 years of hospital sales or medical capital sales experience.
- Deep knowledge of the cardiovascular portfolio.
- Ability to develop strong business solution cases with customers and close sales.
- Demonstrated solution-selling and execution skills in a complex team-selling environment.
- Demonstrated ability to develop strategies to convert competitive accounts.
- Confidence developing relationships with C-suite executives.
- Results-oriented, high-energy approach balanced with a take-charge attitude, teamwork, and collaboration.
- Ability to anticipate future possibilities and translate them into breakthrough strategies.
- Ability to navigate complex organizational policies, processes, and people dynamics.
- Ability to adapt approach and demeanor to changing situations.
- Ability to develop and deliver written and verbal communications in live and virtual formats for different audiences.
- Must reside within the Dallas–Fort Worth territory.
- Clean motor vehicle record (MVR).
- Able to travel overnight up to 25%.
- US work authorization; candidates requiring work-authorized visa sponsorship now or in the future will not be considered.
Responsibilities
- Establish territory growth plans and strategic initiatives, translating them into clear objectives and targets.
- Develop and refine business strategies for key accounts, customers, and the territory to achieve sales targets.
- Document the territory install base for represented solutions and plan to address assigned accounts, including competitive accounts; establish segment strategy and understand territory market potential.
- Understand and articulate Philips’ broader portfolio of products, services, and solutions, matching clinical, technical, and economic value propositions to customer needs.
- Identify customer pain points, listen actively, and address concerns and objections.
- Navigate sales stages and processes in alignment with the customer buying journey.
- Uncover compelling customer events, engage stakeholders, and escalate as appropriate to drive sales.
- Understand customer environments, market dynamics, and industry trends, applying insights to customer needs.
- Maintain knowledge of the competitive landscape, including business models, product features, service offerings, and positioning.
- Apply Philips tools, processes, and methodologies, including Salesforce, Customer Focused Solution Selling, account planning, and quoting.
- Drive continuous improvement in sales processes and procedures using problem-solving and lean methodology.
- Establish and maintain effective, trust-based relationships with internal and external customers.
- Deliver customer-centric solutions by understanding customer needs.
- Validate sales stages and manage the sales funnel and forecasts to achieve business results, including under challenging circumstances.
Benefits
- Generous paid time off (PTO).
- 401(k) with up to 7% company match.
- Health savings account (HSA) with company contribution.
- Stock purchase plan.
- Education reimbursement.
- Company fleet/car as part of target earnings.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
