Sales Specialist and Account Manager Clinical Informatics Sub Saharan Africa

Sales Specialist and Account Manager Clinical Informatics Sub Saharan Africa Working Together for a Better Tomorrow
Philips is a diversified health and well-being company, whose innovation-led products ease and improve the quality of lives every day. We are a market leader in cardiac care, acute care and home healthcare products, energy efficient lighting solutions and new lighting applications, as well as lifestyle products for personal well-being and pleasure with strong leadership positions in male shaving and grooming, portable entertainment and oral healthcare. Philips is ranked as a top place to work in multiple geographies, employing more than 122,000 employees in more than 100 countries worldwide.
 
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, 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.
 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.  
 Aim of the job We challenge you to join Philips Sales Specialist and Account Manager Clinical Informatics Sub Saharan Africa where you will be responsible for maximizing order intake, sales, prices realization and customer satisfaction whilst developing and optimizing the customer relationship in order to ensure the long term profitability in the defined number of accounts.
 
Job location: Johannesburg, South Africa
 
Reporting to: Sales Director Clinical Informatics Cluster Europe and Business Line Director Africa
  Key areas of responsibilities

• Accountable for maximizing order intake, sales (incl. POS Services Contracts) and price realization at the assigned accounts within the district(s) 
• Ensure continuity of the relationship with the accounts and operates at multiple levels in the accounts’ organizations, but also facilitate the executive level interfaces between company and the accounts
• Prepare the annual account plan in line with the regional strategy and execute at district level
• Contribute to the development and implementation of local marketing strategies
• Responsible for filling the funnel management tool and systematically analyzing win & loss deals, expectations, customer satisfaction (NPS), market, competition and trends 
• Responsible for the sales forecast at the assigned accounts
• Lead the account teams, organize the necessary actions and makes sure the required results are met in time
• Collaboration with channel partners where required
• Coordinate all internal necessary resources to obtain objectives and where necessary involves others where necessary 
• Ensure quotations are completed and delivered within time limits
• Ensure that completed quotations  are based on a solution / configuration compliant to specifications validated by the Business, and it is properly reviewed by Operations 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
• Responsible for reporting customer feedback according to applicable quality Standard policy and follow up relevant assigned quality & regulatory training in a timely manner 
• If and when required provide dedicated support to assigned accounts to ensure timely handover of the signed customer acceptance document and support collecting Accounts Receivable (AR) 
• Organizes and performs customer presentations and presales demos (usually together with application specialist)

Authorities Authority to make decisions on all sales and service activities in the assigned accounts within the district(s) as directed by the regional PCCI Business Director and the Sales Director Clinical Informatics Cluster Europe in line with the regional strategy and authorization matrix.
 
Key measures

• Order intake, price realization and sales
• Customer Satisfaction (NPS)
• Forecast accuracy and CRM funnel management information
• Socket retention rate & Installed base development
• Customer Services Contracts 
• Clean orders (Order Data Sheet)

Your Profile:

• A demonstrable track record of meeting and exceeding revenue targets 
• 5 years of strategic sales
• Must be familiar with the Healthcare industry
• Strong business acumen and professionalism, excellent customer focus, attention to detail and outstanding communication skills in all forms
• Ability to successfully function in a large, multi-layered organization
• Ability to work in a team sales environment
• Ability to develop trusted relationships at all levels of a buying entity
• Ability to lead a team
• Team contributor and player
• Ability to present solutions to C-Suite, Physicians, Users, and Technical Audiences
• Active Listener and strong listening skills
• Strong Questioning and Probing Skills
• Ability to Influence w/o authority
• Coachable

 Technical/Functional Requirements: 

• Proficient in PowerPoint, Word, and Excel, Salesforce.com, Outlook
• Industry leader-level understanding the Radiology RIS/PACS industry
• Experience with enterprise and client/server software
• Thorough understanding of imaging modalities 

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.  Apply today! 

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