Customer Lifetime Value Business Development Manager- Ultrasound is responsible for leading the identification of complex up-sell and cross-sell opportunities leveraging advanced data analysis and customer insights to drive significant revenue growth. The role manages the entire small expansion sales process coordinating with Customer Delivery and key stakeholders. The role builds strong relationships with internal and external partners acting as a trusted advisor to customers on strategic up-sell and cross-sell opportunities. The role collaborates with marketing and product teams leading customer feedback analysis maintaining detailed records and monitoring industry trends.
Your Role:
Being the knowledge expert on the Customer Lifetime Value (CLV) Program portfolio and products driving overall business by providing clinical and technical product (modality) expertise on the Enterprise-wide product / modality across the accounts.
Driving business opportunities along the customer life cycle and build strong customer installed base segmentation and customer life cycle management plans together with the regional CLV leader (Growth Strategy co-creation and Commercial Execution of CLV Business)
Driving Life cycle business across Equipment and Service on enterprise-wide level (all modalities / businesses) and works directlywithcustomerspromotingOptions add-ons & upgrades to convert opportunities to sales for growing CLV revenue.
Building a network of key contacts (Sponsor & Power Sponsor Decision Maker) and relationships within accounts to convert opportunities to sales supporting the customer buying journey.
Teaming up and supporting internal network working closely with Account Managers Inside Sales Team IB Manager CLV Lead Sales Marketing & Sales Back Officeteams (e.g. KAM AM CAS FSE CSAM and Indirect Channel managers Distributor/Channel Partner teams GBSetc) to manage opportunities and win deals.
Supporting Account Managers in driving overall business and product deal support by providing clinical and technical product (modality) expertise on the product / modality across the accounts.
Registration and reporting of sales activities within the provided sales tools (SFDC) and according to the defined and updating all customer facing team members who contact the same IB Account.
Creating proactive touch points to customers utilizing multiple channels such as social media e-com and virtual meetings. Contactingcustomersvia telephoneand/oremailtonewand/or competitionaccountsas wellas beresponsiblefor the timelyresponseto converting leads to order by developing opportunities.
Researchingaccountsto understand customer painsuse data analytics internal and external identifykey playersand generateinterestas wellas investigation& resolvecustomerqueries/requests
Managing portfolio by setting objectives for each call to maximize territory business the Account Managers and District Managers in achievement of business goals including balanced selling and BG/BIU AOP attainment and validating product forecasts.
Developing and managing a healthy and predictable sales funnel in SFDC that meets or exceeds AOP / Forecast Targetsand forecast accuracy expectations
You are a part of Commercial Services Team and report directly into the Service Commercial Leader META.
You are the right fit if;
Bachelors degree in the technical or medical field
At least 7 years of related experience in the business/sales/marketingfield on the healthcare business with experience exposure in Ultrasound / clinical sales marketing.
Experience in multinational organization with cross functional teams
Medical/clinical background is a must
Regional experience in Middle East Turkey and Africa Region is an added value
Structured and logical thinking
Customer Lifetime value awareness
IT savvy and quick to learn
Willing to travel extensively within the region
Excellent communication skills in English
How we work together
We believe that we are better together than apart. For our office-based teams this means working in-person at least 3 days per week.
Onsite roles require full-time presence in the companys facilities.
Field roles are most effectively done outside of the companys main facilities generally at the customers or suppliers locations.
Indicate if this role is /field/ role.
About Philips
We are a health technology company. We built our entire company around the belief that every human matters and we wont 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 youre 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 culture of impact with care here.
Required Experience:
Manager
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