Business Development Manager: Ultrasound (US) Southern Africa – Portuguese speaker

Job Description

About Philips
We are a multinational company with activities in healthcare, lighting and consumer life style.
Philips is a public company Listed at the New York and Amsterdam stock exchange. Philips is active in more than 100 countries around the globe. Our global headquarters are in the Netherlands.

About Philips Africa
Philips Africa comprises all 54 countries of Africa, from the Cape to Cairo, and from the Atlantic to the Indian Ocean. Philips Africa is headquartered in Johannesburg, South Africa and it has presence in seven other African countries, in the cities of Accra, Algiers, Casablanca, Cairo, Lagos, Nairobi and Tunis. Philips Africa is definitely one of the growth drivers for Philips.

Working at Philips Healthcare
Modern medical care is increasingly complex and technology-based. The new age of personalized medicine will make it even more so, with sophisticated diagnostic tests and genetic profiling playing an important part in therapy selection as well as diagnosis. In terms of clinical outcome, it’s fantastic news. However, in terms of the patient experience and hospital workload, it means that the process of diagnosis and treatment will become ever more complicated. That’s why Philips Healthcare combines its clinical expertise and human insights to create people-focused ‘healthcare-simplified solutions that help to relieve the mental as well as the physical burden of disease.
With a growing presence in cardiology, oncology, and women’s health, Philips Healthcare operates in the key areas of Imaging Systems, Patient Care & Clinical Informatics, Home Healthcare and Customer Services. Within these areas it offers unique business propositions that deliver value throughout the cycle of care – from disease prevention and screening to diagnosis, treatment, and therapy monitoring and disease management. Irrespective of whether the care cycle takes the patient from doctor’s office to hospital or hospital to home, or simply from one medical department to another, Philips Healthcare’s unique medical solutions are designed to optimize the quality and flow of patient information and clinical decision making. Want to know more? Take a look at some of Philips Healthcare’s business highlights.
A career at Philips Healthcare won’t see you stuck in an office or laboratory. Our commitment to meeting the needs of patients and clinicians means you’ll be dealing with real people, understanding the way they work, the way they feel and what it takes to improve their daily lives. And because those needs and ways of working are different in different parts of the world, working for Philips Healthcare will give you a unique perspective on the global healthcare industry – a unique opportunity to personalize your career in an era of personalized medicine.

Reporting lines
Business Manager Ultrasound Africa

Responsible for developing priority countries in the district to realize the business objectives of US (equipment and services) and drive the total district ‘upstream’ business creation and ‘downstream’ business execution.
The Business Development Manager US is a member of the District Management Team.

Business Management
Accountable for maximizing order intake, sales (incl. Point-Of-Sale Services Contracts) and price realization within the priority countries for US
Support Annual Operating planning process
Performance measurement with US counterparts of the channel partners, including selection, development and goal setting. Ensure overall high level of engagement.
Drive business development in the countries with a 1 till 2 year horizon in general and 3 months planning horizon in specific (e.g. RoFo, funnel management, status, corrective action plan)
Own the forecast process including funnel maintenance within the countries and business; secure funnel management tool is up to date, systematically analyzing win & loss deals, expectations, customer satisfaction (NPS), market, competition and trends
Responsible for creation and execution of corrective action plans
Responsible for countries product mix (QxP)
Consolidate information about market trends, competitor’s sales practices and potential projects.
Downstream Marketing
Build/Execute marketing plan US, translating the marketing strategy into tangible deliverables for the Country Sales force, focusing on the country implementation.
Optimize market share actively managing the portfolio to take account of changing environments.
Conduct win / loss analyses to examine reasons for success / failure
Drive growth by identification of business opportunities and allocate resources and business tools accordingly.
Identify new business, channel opportunities and customer needs in the countries to ensure growth.
Support new products launches.
Upstream Marketing
Monitor countries market prices, provides input on competitive price developments and product price positioning based on win / loss analyses. Escalate positioning / pricing issues to cluster
Provide feedback on product requirements, competition (e.g. portfolio, sales tools, and tactics) and required programs to cluster
Provide sales tools requirements to cluster
Provide outlook on market size, growth and share
Customer Relations
Manage business relationships with Key Decision Makers, strategic US accounts and Key Opinion Leaders, in addition to customers representing the different market segments
Quality and Regulatory
Take all necessary actions, including the deployment of team objectives, to ensure full compliance with all Business and Q&R policies and procedures
Authority to make decisions on all sales and service sales activities in the assigned countries as directed by Business Manager for the region and District Manager in line with the regional strategy and authorization matrix.
Key Measures
Order intake, price realization and sales versus AOP
Customer Satisfaction (NPS)
Forecast accuracy and CRM funnel management information
Socket retention rate & Installed base development
Clean orders (Order Data Sheet)
Product mix

Matric / Grade 12 or SAQA accredited Equivalent – Essential
3 year Degree or SAQA accredited Equivalent
5 – 8 years’ experience in sales and / or marketing in a B2C / B2B environment – Essential
Fluency (Written & Verbal) in Business English & Portuguese – Essential
Understanding of local Healthcare market – Essential
Knowledge of Ultrasound is a preferred

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.