Philips Show Site Account Manager in Andover, Massachusetts

Show Site Account Manager

The National Reference Site Programs mission is to provide customized clinical site visits that differentiate Philips from our competitors and present value propositions by showcasing our innovative solutions and delivering consistent, meaningful experiences for clinicians and customers.

The Show Site Account Manager (SSAM) supports corporate sales’ objectives by providing a professionally customized, clinical site visit experience and environment in which to conduct sales and market activities. The SSAM is responsible for managing the partnerships with Philips National Reference Sites and for the quality and content of clinical site visits. The SSAM is also responsible for the strategic review, implementation, and management of clinical site visits from initial request to completion.

Your Responsibilities:

Responsible for managing the overall clinical site visit request process from start to finish.

-Work effectively across all levels in the organization and with all levels of management

-Independent self-starter capable of identifying, assigning and completing tasks with a minimum level of supervision

-Handle diverse work problems and environments and take necessary actions

-Adapt to a rapidly changing competitive environment

-Handle difficult, potentially confrontational situations; diffuse conflict and resolves problem situations with tactful diplomacy

Q ualif ying Site Visits

Responsible for managing the overall clinical site visit request process from start to finish.

-Evaluate site visit requests based on level of attendees, expectations, objectives, technical and clinical issues critical to sale

-Review Site Visit Request Form with account managers, modality specialists and other key personnel

-Qualify site visits; make recommendations for selecting appropriate host sites, supporting personnel and clinical specialty support

-Work with senior leadership, sales, marketing, clinical support, and other areas of the organization as necessary

Site Visit Planning

Responsible for the scheduling, coordination and confirmation of site visits (to host reference sites and internal Philips sales teams) and for maintaining site visit databases.

a) Sales planning

-Provide leadership for the overall site visit planning process and team as a whole

-Schedule pre-site visit meetings with account managers, business managers and any other key contacts assisting with the site visit strategy

-Work with sales team to ensure understanding of host site environment, deliverables, clinical aptitude, technical issues and expectations

-Schedule additional Philips resources: marketing, executive, product and clinical support as needed

-Organize the site visit so that it supports the objectives of both the customer and sales representative

-Understand and suggest appropriate hotels, restaurants and transportation, and help create itineraries as needed

-Develop agenda that meets the stated objectives for the visit

Host site readiness

-Confirm site visit availability, scheduling and capability to meet site visit objectives and expectations

-Provide site visit objectives, expectations and logistics to host sites as needed

-Maintain open dialogue during planning phase ensuring site visit success and host site preparedness

Execution of Site Visits

Responsible for the execution of visits, including all scheduling and support work.

-Coordinate, facilitate and/or participate in the site visits, meetings and business interactions

-Monitor site visits in progress, offering assistance, making recommendations and arranging for necessary interventions

Overall Host Site Management

Responsible for maintaining positive relationships with new and existing national, zone and regional show sites at all times.

-Understand host site needs, customizing processes to match expectations, limit intrusiveness, maintain key business relationships and enhance site visit experiences for all

-Participate in goodwill meetings, assessments, process reviews, internal interactions and customer meetings

-Address and escalate any known issues, following through to resolution

-Oversee showcase site agreements as needed: explanation, negotiation, execution, extensions, addenda and reviews

-Responsible for maintaining site collaterals and information

Host Site Assessment

-Assess sites and ensure they meet qualifications to participate in Philips Show Site program.

-Make recommendations and implement additional trainings and support as needed

-Perform ongoing assessment of host site locations, participants, clinical aptitude and overall site visit logistics

-Conduct extensive follow-up on each site visit, querying account manager on customer feedback, identifying post-briefing sales, analyzing briefing evaluations, determining success factors. Report on conclusions and provide suggestions.

-Drive recommendations for upgrades so the site can maintain its standing in the program which requires sites to have latest software and features.

-Identify, escalate and drive to closure any service issues.

Host Site Development

-Create and customize site visit processes including: request process, documenting and identifying key host site personnel, host site visitor logistics, clinical specialty and all additional logistics pertaining to clinical site visit activates

-Oversee clinical case library development and manage them as needed

Host Site Nomination

-Manage site nomination processes as assigned

-Negotiate, develop and establish site visit processes customized for host site

  • Participate in site visit agreement execution as needed

Contribution to Business Results

The SSAM is responsible for how customers’ experience Philips, and how Philips employees’ experience the Clinical Site Visit Program.

-Support corporate initiatives and uphold business values

-Establish and maintain positive relationships with sales, marketing and service, strengthening relationships with internal divisions

-Support additional requests for host site tours, presentations and meetings, and participate in product fairs as needed

-Groom and develop new business opportunities and reference sites

-Provide feedback to sales and marketing divisions

-Responsible for metrics surveys, tracking, results and reporting. Including W/L Reports.

-Create and execute communications plans to increase awareness and strategic value of program

-Manage customer events programs, including single, multi-account and international site visits and meetings at host sites

-Assist sales and marketing with reference site support as needed

-Manage telephone reference request process

Additional Roles and Responsibilities

-Provide regular input regarding departmental processes, structure, and efficiency ( providing solutions for addressed input )

-Assist with training and advising staff

-Manage accounting and program budgets as assigned

-Stay abreast of new product developments

-Manage special projects as assigned

-Adhere to operational procedures set forth by Philips and the Clinical Site Visit Program

-Develop, participate in and deliver sales training modules reinforcing site visit-specific messages to field sales force

Your Profile

-Bachelor’s degree preferred

-Graduate of accredited Radiologic Technology program

-Minimum of 5 years of healthcare industry experience in product applications/demonstrations, and/or a combination of marketing and sales to high-profile accounts

-Diagnostic clinical imaging background and certification preferred in MR, X-ray, and CT

-Experience navigating across businesses within Philips, or like organization, for planning and executing successful site visits

-Strong organizational skills; able to manage multiple, concurrent tasks simultaneously

-Strong interpersonal skills – includes strong written and verbal communication skills as well as conflict/resolution skills

-Independent self-starter capable of identifying, assigning and completing tasks with a minimum level of supervision

-Demonstrated ability to work independently while pursuing team effectiveness

-Passion for continuous improvement and partnership between the Showsite Program and other internal organizations

-Ability to travel regularly (50-75%) to develop and maintain account relationships (travel will vary based on your location)

-Collaborates with colleagues to see customer issues through to resolution

-Makes every contact with others, a positive, memorable experience

-Act in the best interest of customers and colleagues

*This position must be located within 100 miles of the greater Boston area or 100 miles of the greater Philadelphia area.

Philips is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status.

As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.