Sales, Key Account Manager - Cardiac & Vascular Image Guided - Fixed Systems (Dallas, Ft. Worth TX)

Philips•Dallas, TX

About The Position

The Cardiac & Vascular Key Account Manager is the primary point of contact for customer service line leaders in cardiovascular, surgery, and operating room departments. The role is primarily responsible for cardiovascular core products, including Image Guided Therapy (IGT), Mobile Surgery C-Arms, and Services. The manager also collaborates with teammates in IGT Devices, Cardiovascular Ultrasound, and Enterprise Diagnostic Informatics in Cardiology, as well as account manager counterparts in Precision Diagnosis and Connected Care Patient Monitoring, Account Executives, Specialists, Services, and Solutions. The position develops and executes territory and account strategies to identify, develop, and close cardiovascular opportunities across Philips-installed, competitively installed, and new-construction labs and operating rooms. It requires understanding customer needs, market dynamics, the broader Philips portfolio, and competitive offerings, while managing the sales funnel, forecasting, and customer relationships to achieve sales targets.

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 demonstrate solid closing skills.
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 and teamwork and collaboration.
Ability to look ahead to future possibilities and translate them into breakthrough strategies.
Ability to navigate complex policy-, process-, and people-related organizational dynamics.
Ability to adapt approach and demeanor in real time to changing situations.
Ability to develop and deliver written and verbal communications in live and virtual formats for different audiences.
Must reside within or within commuting distance of the Dallas–Fort Worth area.
Clean motor vehicle record.
Ability 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 continually refine business strategies for key accounts, customers, and the territory to achieve sales targets.
Document the territory installed base for represented solutions and plan coverage of assigned accounts, including competitive accounts; establish segment strategy and understand territory market potential.
Articulate the broader Philips portfolio of products, services, and solutions and match 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.
Drive sales by uncovering compelling customer events, engaging stakeholders, and escalating as appropriate.
Apply understanding of customer environments, market dynamics, industry trends, and competitive offerings to customer needs.
Use Philips tools, processes, and methodologies, including Salesforce, Customer Focused Solution Selling, Account Planning, and Quoting.
Improve sales processes and procedures through problem solving and lean methodology.
Build and maintain effective, trust-based relationships with internal and external customers.
Deliver customer-centric solutions based on an understanding of customer needs.
Validate sales stages and manage the sales funnel and forecasts to achieve business results, including under challenging circumstances.