Philips Director of Field Marketing, Magnetic Resonance (MR) in Home Worker, Massachusetts

Director of Field Marketing and Sales Support, MR

The North America Director of Field Marketing and Sales Support for magnetic resonance (MR) leads a team of Field Marketing and Sales Support managers that exploit the sales and profit potential of the MR Business Group's products and solutions. The primary responsibility of the Director is to understand and anticipate customers' needs and strategically position products/solutions to generate demand for the MR business for the near, mid and long-term. He/She enables the MR BIU to act upon market specific customer insights and competitor strategies as inputs into the product/solution roadmap to enable the business to extract financial value and brand preference with different customer segments. Additionally, provide the required support to the sales organization including product, clinical and technical and support tools. Support the commercial teams by providing direct support to order acquisition, presentations to Sales or customers and support at local market exhibitions. Lead the team in support of the commercial team with all aspects of deal strategy including MR Strategy, pricing strategy and analytics, content development for sales enablement tools, and support of customer IB programs. Drive organization to maximize both orders growth and price realization (margin)


Collaborate across modalities and leverage influence with BG/BIUs

Generate demand in new and existing markets

  • Drive cohesive MR solution strategy design, content development, and activation tactics across MR and influence modality verticals

  • Develop short term and midterm MR strategy to build brand awareness and preference for Philips MR / Radiology business

  • Collaborate to build differentiation value into MR solution with Services, customer service, Invivo, etc

  • Identify and act upon cross-sell, up-sell, and service sales opportunities in existing installed base

  • Identify new customer leads, based on customer scan, competitive intelligence, and understanding of market needs

  • Ensure successful hand-off of leads to campaign management/sales performance center for qualification

  • Tailors messaging and creates local value proposition for local market

  • Ensures compliance of local marketing materials with regulatory requirements (Q&R review)

  • Selects tradeshows, creates road-show schedules (who, what, why) as appropriate and works with local marketing communications and BCD team to execute events that deliver high ROI

  • Develops metrics and measurement tools with Product Manager to evaluate and maximize ROI of campaigns

  • Works with Sales, Training and Business Leaders to develop and execute key training events

Shapes and develops Market

  • Collaborate to manage and optimize luminary/reference accounts, in collaboration with PM and coordinates luminary presentations

  • Manages user groups, and supports Business marketing with Beta/field test support

  • Helps identify and manage relationships with local KOLs, societies, alliances, sponsors, advisory boards, in collaboration with Business marketing and sales

Marketing Planning

  • Co-develop and implement the local market marketing plan

  • Provides input into BMC Business planning, in coordination with Market leadership and finance

  • Gather local market and customer insights, and feed information back to Market/Business Marketing

  • Understands relevant marketing customer segmentation and value proposition, provide feedback on how to tailor to meet specific market needs

  • Identifies sub-segments of customers in local market, and codify their needs, and tailor existing value propositions as appropriate

  • Identifies and synthesizes local market trends, based on customer and stakeholder interactions; share synthesis with Business Marketing

  • Builds strategies for beating competitors—profitably—with effective use of competitive intelligence, based on customer and event interactions; Shares synthesis with BIU/Business marketing

  • Co-develop and launch strategy for local market including any required localization of positioning, messaging to priority target segments, new segment development initiatives (e.g., customer education seminars, customer presentations, local development and management of luminaries and clinical advocates, development and management of reference sites

  • Manage and drive participation in local events and sales presentations

  • Manage the deal pricing and configuration for sales team through Market and Sales support

  • Support Sales in setting and adjusting local prices to maximize the deal and minimize the discount

  • Provide local market intelligence to assist sales in setting price to meet margin

  • Leverage and manage relationships with stakeholders

  • Drive communication strategy to filed teams, product to new hire training deployment, and overall market support processes, strategies and procedures

  • Responsible for people development, succession planning, hiring and retention for the organization to ensure capable, motivated and engaged staff in all positions


  • OIT/Sales volume

  • Market share

  • Lead capture

  • Lead quality

  • Sales growth in installed base

  • Price Realization

You will work closely with:

  • Leaders of MR BIU, MR Sales, MR Service, Invivio, Oncology

  • National and Regional Sales Leaders

  • Leaders in Market to Order and Strategy

  • Leaders in Operations and Finance

  • Market Intelligence Analysts


  • Proven ability to build, implement and measure a marketing strategy specific to a market, its segments and audience

  • Ability to drive sales growth in new and existing markets - ability to identify local opportunities, interact with decision makers and provide highest-quality leads as a result

  • Ability to maintain high motivation in sales force organization

  • Proven communication skills and ability to influence colleagues and customers

  • Ability to collect and synthesize local market trends and competitive intelligence into actionable input for the BG marketing teams

  • Competitive and entrepreneurial mind-set to drive sales growth in new and existing markets

  • Collaborative mindset to work with cross-section of sales, marketing, and analytics resources to develop solution-oriented sales development programs

  • Ability to collect and synthesize local market trends into actionable input for the sales force

  • Ability to understand complex customers, segments and markets

  • Effective team leader with a successful track record of working across organizations and developing and leading cross functional teams

  • Proven business acumen and judgment, with successful track record of making difficult and competent decisions

  • Excellent communication skills, polished presentation skills, and good interpersonal and influence skills

  • Proven ability to drive organizational and market change


  • Downstream Marketing experience

  • Desire: experience in solution based selling for medical or high-tech product solutions; Prefer some exposure to MR Modality.

  • Corporate and/or Strategic selling experience

  • 10+ years in marketing, sales, sales support, or related field experience

  • Experience in high-tech, healthcare/med-tech solutions businesses

  • Strong management and influence skills

Do you want the opportunity to take your career to the next level in a global organization backed by a stable 120 year legacy of innovation? Here, you’ll go as far and as wide as you aspire. We make sure of it through support of a formal development planning process, as well as countless opportunities to expand your knowledge and skill set through resources such as the Learning@Philips program, tuition reimbursement and/or mentor relationships.

Take the next step in your career and apply online. Director of Field Marketing and Sales Support, MR. Job ID: 216379. Philips Careers Website at

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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.