Sr. Manager, Sales Operations-016321
Philips Global - Bothell, WA

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Commercial Operations

We simplify healthcare by focusing on the people in the care cycle – patients and care providers. Through combining human insights and clinical expertise, we aim to improve patient outcomes while lowering the burden on the healthcare system. Philips delivers advanced solutions for both health professionals, to meet the needs of patients, and empowered consumers for affordable healthcare whether in hospital or at home.

Some product highlights: 256-slice Brilliance iCT scanner, Integrated cath lab, Avalon FM 20 & FM 30 fetal monitors, Ambient Experience MR and CT systems, Philips Lifeline's personal emergency alert service.

Sales Operations is a set of business functions, actions, and processes that facilitate our sales organization’s ability to run effectively, efficiently and directly support business strategies and objectives for Imaging Systems

1) Sales Strategy: Support Design, Planning, Execution

a) Responsible, working directly with Executive Sales leadership and Business unit leaders, to design winning sales strategy to meet or exceed business goals.

b) Responsible, working and in collaboration with Executive Sales Leadership and Business Leaders to create and implement overall sales strategies designed to achieve business objectives.

c) Develop and implement communication vehicles to ensure clear dissemination of strategies for all geographic locations.

d) Lead the interface between Executive Sales Leadership and Finance to deliver annual and quarterly Orders and Revenue plans on time and supported.

e) Establish and implement performance measures designed to track and report progress against the sales strategy.

f) Monitor on a regular basis and provide guidance to sales leadership on how to deliver on the commitments.

2) Drive Sales Funnel Management processes and transparency

a) Responsible to develop and establish appropriate performance measures of sales management, marketing management, account executives and sales support staff for tracking progress of sales pipeline and forecasts.

b) Build reporting capability to show pipeline performance and sales cycle dynamics by various product groupings

c) Ensure that sales funnel and pipeline supports sales booking forecasts. Identify performance standards

d) Conduct analysis of the funnel and pipeline performance for trends

e) Identify, highlight and report against best in class performance to build overall sales effectiveness

f) Refine and standardize pipeline management and forecasting methodologies across all businesses and geographies.

3) Measurement of Results: Analytics, Metrics & Sales Data

a) Identify the key levers of account and sales performance for inclusion in reports distributed to sales management and senior management.

b) Identify best in class performance and laggards

c) Responsibilities include tracking sales results versus individual objectives, maintaining and reporting of sales plans vs. monthly, quarterly and annual plans.

d) Provide Executive sales leadership, sales management, and business leadership with ongoing and ad hoc reporting.

e) Working with Executive Marketing leadership to establish and implement performance measures for the marketing teams and marketing initiatives as they relate to additional bookings and account performance

f) Standardize information for reporting purposes across all Businesses

4) Sales Technology & Tools

a) Responsible for providing sales management with a central resource to access and work with other business functions, creating effective sales tools

b) Working with sales and marketing teams convert their initiatives into sales tools and resources

5) Territory Design & Optimization

a) Ensure sales quotas drive achievement of overall sales targets and reflect market opportunity versus past performance

6) Responsible to liaison between Sales Management to other parts of the organization

a) Direct responsibility to provide a business consulting role, working closely with Executive Sales Leadership, Senior Management, Sales & Business Unit management, Marketing, Finance, Global Operations and Legal to deliver timely, accurate and actionable business information to achieve business results.

7) Provide Technical Consultant Services to Executive Sales Leadership Team

a) Direct responsibility to provide a technical consulting role, working closely with Executive Sales Leadership, Senior Management, Sales & Business Unit management, Marketing, and R&D to deliver timely, accurate and actionable technical information to achieve business results.

Operational and/or direct sales experience

4 year degree, MBA desirable

Must have strong communication skills, both verbal and written.

Strong Analytical skills and experience

Must be able to influence and interact with Senior Management

Min 8-10 years experience

Fluent in Philips product technology

Experienced with planning, forecasting, and project management preferred

Philips is an Equal Opportunity Employer
1098700

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Philips is a diversified health and well-being company, focused on improving people's lives through timely innovations.. With sales of EUR...