In this role, you have the opportunity to
Drive Philips Professional Service Business by dedicated providing consulting, implementation, education and creative services solutions. You are expected to be skillful in service selling, customer facing, consultative in leading professional service business growth regionally.
You are responsible for
Bring deep contacts and services & consulting sales expertise to head up the relationships with key accounts;
Taking the ownership and lead in engaging professional service business in each region respectively;
Working seamlessly with Health System organization Sales and Account Management teams - you will, identify, qualify, shape, pursue and ultimately close significant professional services engagements independently. This expertise should have been gained by successful engagement with major clients in China;
Develop the consultative approach, focus efforts and resources on selected customers, look for economies of scale and develop synergies in the engagement process to provide the right solution to the customer;
Structure account plans, target opportunities in key customers and define actions and align the right resources and tools to engage and pursue them through to closure;
Understanding the control points of service project and taking ownership of the service contract and scope of work of service to prevent major delivery risk;
Working seamlessly with portfolio team, function team and delivery team to progress service solution designing, services selling, contracting, delivery and ensure customer satisfaction.
Acting as a key driver by leveraging all internal resources and external partners to ensure sales targets are met and deliver customer success；
You are a part of
Professional Service business team of Health Systems, Philips China.
You will report to Professional Service SBC Leader.
To succeed in this role, you should have the following skills and experience
10+ years’ enterprise sales experience and minimum 5 years’ service business working experience in Medical/Healthcare industry, IT, telecommunication or other professional service industry;
Strong relationships development and management skill with Director level and above of key-clients; Relationships with hospital accounts in China at C-Level would be a credit;
Strong experience in analyzing client needs and pains, developing new business leads, managing opportunity selling cycle, solution designing and close orders;
Business development (ability to identify/qualify/ manage services led opportunities);
Business Management (ability to take a business led approach in engagement both internally and externally to define the optimal commercial structure for engagements including partners and internal resources);
A breakthrough attitude;
Strong consultative approach (relationship & engagement skills): an ability to break out of conventional seller/ buyer relationship and build relationships that are better suited to long-term partnering and consultative advising.
Demonstrate relationships based on developing a solid understanding of the client's business and how the Professional Services offers fit in this picture as total solutions across the Philips Health System portfolio;
Selling skills (deal shaping, negotiation, closing): ability to effectively perform key sales tasks essential to winning in the market place;
Strong entrepreneurial and leadership attitudes;
Strong ability to lead teams in complex engagement pursuits;
Great communication skills and interpersonal skills; Strong team spirit in working seamlessly with multiple stakeholders;
Deep industry awareness and competency in Healthcare Technology and Solutions in China;
Travel Frequency: approximately at 50%.