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Philips Sales, Pre-Sales Clinical Consultant - Hospital Patient Monitoring (Northwest) in United States of America - Home Based, Massachusetts


Job Posting Description

Effective Tuesday, January _4, 2022, all U.S.-based employees are required to be fully vaccinated against COVID as a condition of employment at Philips

  • .  Employees may request a reasonable accommodation. 

  • Montana employees are currently excluded from this requirement at this time._

If you are a Colorado resident and this role is a field-based or remote role, you may be eligible to receive additional information about the compensation and benefits for this role, which we will provide upon request.  You may contact 888-367-7223, option 5, for assistance.

Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.

But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common: An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions – the kind that make a real difference – when it matters most.

The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.

In this role, you have the opportunity to

Utilize your clinical knowledge and product expertise to take ownership of leading clinical strategy with large IDN partners who are in the process of assessing what clinical gains will come from a Philips Connected Care solution. The Clinical Consultant will work closely with clinical partners in the organizations to help determine the right solution for the clinical KPIs of the organization. The clinical strategy will include a multi-phase approach when bringing Connected Care to the organization that includes expanding clinical adoption of key features that drive integration into their daily clinical workflow to ensure that the value of the solution is experienced by the customer. The Clinical Consultant will be responsible for leading discussions and educating sales specialists, Account Managers, and Account Executives regarding the value of our Connected Care solutions, but also in grading and maintaining the platform.

Looking at the challenges the world is facing today Philips’ purpose has never been more relevant. So, whatever your role, if you share our passion for helping others, you’ll be working towards creating a better and fairer future for all.

You are responsible for

  • Develop and execute winning clinical sales strategies for Philips’ to expand market share (installed base replacements and competitive conversions)

  • Partner with Account Executive to assist with identification of customer’s key clinical stakeholders, sponsors, and champions.

  • Partner with Account Executive to design Connected Care solutions and proposals at key IDN accounts.

  • Create clinical implementation plans for Connected Care strategy that drive integration (EMR, automated workflows, interfaces).

  • Create clinical configurations that meet customer KPIs

  • Drive on the customer side funding for professional services to implement automated workflows

  • Work as a leader and mentor for the pre-sales clinical consultant team to standardize work, share best practices, and educate to clinical strategy.

  • Collaborate with Senior Solutions Architect to ensure technologically sound clinical offering.

  • Drive Philips “Clinical Decision Support” strategy and solutions to create value for the customer and leverage differentiation from other vendors.

  • Assess customer education needs during the sales process to develop the scope of required post-sales training, focusing on the advantages of a clinical performance agreement.

Manage and Drive Your Business

  • Collaborate with Critical Care and Account Manager to develop by hospital, an install ase and clinical workflow analysis to establish competitive positioning and understand upcoming opportunities.

  • Drive business development strategy of the territory.

  • Partner with Account Manager to understand deep customer needs and opportunities.

  • Professionally guides the customer’s decision making process by providing an optimized clinical solution to meet customer KPIs

  • Evaluates funnel for large deals to ensure clinical representation.

  • Drive business opportunities by having an understanding of market penetration for the zone.

  • Collaborate with Account Executive to create a business plan that identifies every opportunity in strategic accounts.

  • Ensure hand-off to Critical Care to work with Sales Support to author a complete and compliant customer quote based on the customer’s needs.

  • Maintain customer relationship through pre-sales and post-sales process to ensure accurate delivery of solution to meet customer KPIs.

  • Drive discounting based on scope of solution and inclusion of multiple offerings.

  • Partner with Regional Sales Manager to assist with achieving the business goals including balanced selling, BIU, AOP attainment, and product forecasts validation.

Own How the Customer Experiences Philips

  • Own escalating product issues to Services via the OneEMS system in accordance with policy. Partner with Account Manager to determine the right communication to the customer for frequent issues or a delayed remedy.

  • Participate in Customer Feedback System (CFS).

  • Lead and manage a clinical Key Opinion Leader panel relationship to be utilized by NA marketing or Business Innovation Units as needed (surveys, opinions, hot topics).

  • Partner with Account Executive to select appropriate site visit locations.

  • Partner with Pre-sales Critical Care and Post-sales Clinical Specialist to ensure smooth hand-over and implementation of solution.

  • Build a strong internal network to support the delivery of value to our customers and to drive resolution of customer issues. Coordinate with Solutions Delivery Coordinator, solution architects, and sales specialists.

  • Provide content and marshal internal resources to ensure RFPs are completed.

Own Your Performance and Development

  • Perform against established performance goals and metrics.

  • Take responsibility for your own personal and professional development, including all required training.

  • Participate as an active member of the sales team, sharing your experience and knowledge with others.

  • Use and comply with standard processes and guidelines.

  • Develop strong knowledge of markets, competitors, and industry trends for products.

You are a part of

The Hospital Patient Monitoring (HPM, formerly Monitoring & Analytics) business resides in the Connected Care business cluster. As the market leader in Patient Monitoring in the ICU, HPM is an essential part of connecting care, which is key to the success of our Connected Care strategy of enabling care delivery across care settings. We provide the right data at the right time with the right context and granularity to empower our customers to make the right decisions and treat patients better.

To succeed in this role, you should have the following skills and experience

  • Current RN or RRT license with 5+ years’ experience in critical care management or education

  • Expert knowledge of the North America Healthcare market and the impact changes have on customers and Philips

  • Strong clinical skills and strong knowledge of how the adoption of technology can impact workflow and influence patient outcomes

  • Effective communication during high level conversations with CXOs

  • Ability to navigate large cross-functional teams and influence direction

  • Excellent presentation skills

  • US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa.

In return, we offer you

A path towards your most rewarding career. Succeeding in this market-based role in a complex environment will open many doors for your long-term career, inside and outside of Philips. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.

Visit our careers website to explore what it’s like working at Philips, read stories from our employee blog, find information about our recruitment process and answers to some frequently asked questions.