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Business Marketing and Sales LeaderIGT Systems and Devices, JapanJob Description
Job title:
The BMS Leader champions Philips’ growth and entrepreneurship in the marketplace for our entire IGT portfolio (products, solutions, and services) on a local level. Own the commercial success of the IGT portfolio in the local markets.
Your role:
Key areas of responsibilities
• Co-owning the P&L for IGT-Systems and Devices in the market.
• He/She works with the Head of Marketing to ensure alignment of strategic plans where relevant and to ensure that the market potential is optimally utilized.
• Responsible for sales growth by developing and utilizing the mix of offline and online channels.
• Together with the Market Leader, the BMS Leader will strengthen the market organizations and is doing the Business Unit handshakes. Brings Business Unit’s plans to Market MT to ensure integration with/support of functional leaders.
• Lead the IGT sales, Marketing and clinical team. Lead the IGT Business Marketing Managers and ensure local insights and support for strategic marketing planning as well as NPIs and launch readiness for product, solutions and services.
• He / she is driving customer satisfaction by proper understanding of market evolution and providing the winning sales propositions, based on local needs, followed by optimized portfolio of product, solutions and services.
• The BMS Leader champions Philips compliance with General Business Principles in the market place.
• Daily demonstration of the highest level of Philips Leadership competencies and behaviors.
Drive the Portfolio of Products, Solutions and Services and Business Strategy in the Market.
• Contributes in the Market SPOR process aligned with the annual cycle. The strategy is translated into clear targets, capacity and investments are made available to achieve those targets. Based on strategic plans (SPORs), invests and arranges appropriate and affordable capabilities for the Markets
• Develop and execute a market growth plan in close partnership with the global businesses, including and not limited to:
• Develop and implement sales account strategies in cooperation with the KAMs to meet financial objectives.
• Provide market information such as current trends, sales techniques, application of IGT solutions along the health continuum for their Market to the Business Cluster.
• Engage in continuous dialogues with the global businesses related to performance, forecasts, market trends, competition, and growth opportunities.
• Drive the go-to-market, leveraging partners and exploring alternative business models with customers.
Leadership
• Lead the IGT dedicated sales, Marketing and clinical team by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees; communicating job expectations; planning monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Activate the entire local markets commercial organization in selling/position respective portfolio of products, solutions and services towards customers.
• Develop and maintain a close partnership with the service team to ensure high customer satisfaction, long term relationships, and profitability.
• Contributes into large deals in the markets in following a hands-on and diligent approach (customer facing, building winning strategy for each deal with the Business Unit, Market-to-Order organization and the District).
Customer Intimacy and Peer to Peer
• Develop and leverage relationships with Key Thought Leaders in the Market.
• He / she is driving customer satisfaction by proper understanding of market evolution and providing the winning proposition.
• Work with Account team and Customer Marketing to develop funnel of C-suite opportunities.
• Create of the launch plan and strategy on new NPIs (perfect NPIs) in line with the local Marketing Plan.
Key performance indicators
• Order intake (OIT)
• Price realization (PR)
• Integral Gross Margin (IGM)
• Integral Sales Margin (ISM)
• Market Share (MS)
Organization
IGT Business Leader in Zone looks at both Systems and Devices and this means coordination with 2 businesses within IGT (5 direct reports and in total around 58 people).
You're the right fit if:
1. Proven business leader with 15+ years of experience in business management/sales/marketing roles, including P&L responsibilities, product management, route-to-market design and management, customer facing roles.
2. Proven track record as a (senior) leader in a large global matrix organization with a variety of reporting functions, as well as internal and external stakeholders, preferably in Healthtech industry.
3. Experience in Japan market is essential, experience in building strong customer relationship with Japan customers. Experience in Image Guided Therapy is a big plus.
4. Proven ability to create a compelling strategy, instill strong customer focus and execute this across the organization to deliver on the results.
5. Fluent English and Japanese language skills.
About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.
