Business Development Manager Solutions

 

Aim of the job:

Philips Healthcare Solutions (PHS) is the business of Philips Healthcare (PH) providing solutions beyond equipment and maintenance. Target segments are strategic customers and large projects. The solutions are built on bundling technology, financing and value added services. In many cases alliances will be formed with third parties. This will require close management of partners and relationships.

We challenge you to join Philips Healthcare as a Business Development Manager (BDM) where you will be responsible for creating new solution business in assigned district and leading the different stages of the sales process. You will act as the commercial owner for assigned deals and will engage the district sales team and Philips Channel Partners to sell world class healthcare solutions.

As a BDM you will engage senior hospital management (CEO, CFO, Head of Clinical Services) and develop relationships with key stakeholders (Government bodies (MoH, MoF, MoE), purchasing agencies, consultants, NGO’s, integrator companies etc) to create sales opportunities.

You will closely collaborate in the acquisition phase with the District Team (District Manager, Key Account Managers (KAM), Account Managers, Indirect Channel Manager etc) and for solution and price related topics with Region Business Managers and the Region Business Development Manager Solutions to support the growth of profitable order intake with selected accounts. If applicable, you will work closely with the I-KAM organization for inbound accounts

Task and responsibilities:

  • Define sales strategy and develop, implement and coordinate plan for PHS in the district, related countries and selected accounts in alignment with the District Manager.
  • Engage with senior hospital management levels (CEO, CFO, Head of Clinical Services) and understand customer business model and competitive offering in the market space
  • Coordinate with Indirect Channel Manager and Channel Partners where required
  • Engage and coordinate with Donor Relationship Manager (EAO, Washington Office etc) and Consultants to build up knowledge base on funding streams and healthcare priorities
  • Lead virtual solution teams to secure solution contracts and achieve profitable Order Intake (OIT) growth and sales
  • Manage solution sales cycles to secure new business:
    • Identify new project opportunities
    • Qualify identified leads on win probability and project feasibility to pursue project development
    • Develop qualified project leads and shape deals in close cooperation with customer and virtual PH team (KAM, functions, channel partners)
    • Ensure that completed quotations are based on a solution / configuration compliant to specifications validated by the Business, and it is properly reviewed by operations (Project Management) for feasibility and accuracy prior to being issued
    • Ensure any third party product included in the solution and not part of the catalogue is properly validated for compatibility / compliance of specifications
    • Organize & manage negotiations with all involved relations
    • Closure of new solution contracts in full alignment with Channel Partners, Indirect Channel Manager, District Manager and/or KAM
  • Ensure full information exchange & activity alignment across all team members:
    • Manage virtual deal team for specific opportunity
    • Liaise with senior management (region, cluster and GSSI)
    • Line up partners to support specific projects, develop cooperation strategy and ensure feasible implementation
    • Develop and maintain knowledge base of local key stakeholders, donor/ funding institutions and healthcare priorities and align with Market Intelligence region
  • Develop and present individual business cases to Cluster or GSSI senior management in case of important Go / No-Go decisions for customer projects
  • Responsible for handing over the project to operations and remain commercial owner during entire project delivery phase
  • Provide business progress reports to District Manager and Business Development Manager PHS in the region
  • Train District Manager, Key Account Management and/ or Indirect Channel Manager/ Channel Partners(“practitioners”) on the solution portfolio and solution selling in cooperation with Region, Cluster and GSSI
  • Follow all relevant business and Q&R policies and procedures and when requested participate in reviews and follow-up actions
  • If and when required provide dedicated support for assigned solution deals to ensure timely handover of the signed customer acceptance document and support collecting Accounts Receivable (AR)
  • Develops relationships with key stakeholders (Government bodies (Ministry of Health, Ministry of Finance, Ministry of Education), purchasing agencies, consultants, NGO’s, integrator companies, local and international donors / financing institution etc) to understand health priorities and identify opportunities.

Authority

Authority to make decisions on all Philips Healthcare Solutions’ activities in the assigned / district / accounts as directed by the Business Development Manager Solutions region and in full alignment with the District Manager within the district strategy and budget.

Key measures

Customer Satisfaction:

  • Net Promoter Score (NPS)

Financials:

  • Reaching agreed milestones in agreed/ assigned projects
  • Order intake (OI)

Process:

  • Order Intake (OI) forecast accuracy
  • CRM funnel management Information (accurate & up to date)

Our Offer

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.

Education & Experience

  • Degree level education – MBA would be a plus
  • Experience with solution sales ( Professional Services, Financial Services or Outsourcing)
  • Project finance background
  • Experience with Public Private Partnerships
  • Project management experience
  • Experience with leading a cross functional team within an international matrix organization
  • Fluent in English, verbal and written in addition to local language

Competencies required

  • Mature Commercial Professional
    • Able to act on Board of Management level (BoM)
    • Consultative selling skills
    • Excellent interpersonal and communication skills
    • Ability to close large deals independently
  • Good understanding of Financing and preferably established network (loan programs, leasing, project finance)
  • Expertise on Healthcare
    • Understand customer’s business
    • Good understanding of Healthcare business fundamentals
  • Analytical, conceptual thinker
    • Master in Business or MBA education
    • Experience in making business plans
    • Proven strategic mindset
  • Language requirement: fluent in English and/or French depending on assigned district