Philips Senior Field Marketing Manager – Enterprise Imaging Informatics/PACS in Home Worker, Massachusetts
Senior Field Marketing Manager – Enterprise Imaging Informatics/PACS (Remote Based)
This Senior Field Marketing and Market Support Manager will focus specifically on the marketing mix associated with Philips IntelliSpace PACS solutions and services in North America. This role will report to the Director of Field Marketing and Market Support for Enterprise Imaging and Advanced Visualization Informatics in North America (NA). Key responsibilities include sales, market share and profit potential of the Business Innovation Units’ (BIU) products/solutions/services. The primary responsibility of this role is to understand and anticipate customers’ needs and strategically position products/solutions to generate leads for the field (Market-to-Order). He/she enables the BIU to act on market specific customer insights and competitor strategies as inputs into product/solutions’ roadmap (features and economic benefits). Additionally, in order to help clear a path to order entry this role requires systematic collaboration between various field sales channels, service and consulting channels, marketing communications and upstream solution marketing. Ensure that all relevant business and market segment strategies and programs are in alignment with the goals of Philips Healthcare North America.
This is a remote based role; ideally on the West coast.
Collaborate across markets and business groups to leverage market solutions
Define and execute channel strategies for radiology solutions offerings
Generate demand in new and existing markets
Drive, plan and execute the market segmentation in NA
Identify cross-sell, up-sell, and service sales in existing installed base to address customer needs
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
Conduct lead generation and management analytics to continuously improve sources of lead generation (e.g., prioritize trade shows based on lead success rate)
Shape and develop markets
Manage relationships with North American key opinion leaders to support key trade shows, user meetings and product symposia.
Identify and manage luminary/reference accounts, in collaboration with BIU marketing and sales; Coordinate luminary presentations
Manage relationships with key analyst groups and other professional societies to drive solution awareness and preference.
Manage user groups, support BIU for Beta/field test support and first of kind account readiness and engagement.
Help identify and manage relationships with local KOLs, societies, alliances, sponsors, advisory boards, in collaboration with BU marketing and sales
Manage and drive campaigns in respective geographies to promote products and solutions
Identify campaigns best suited to achieve product managers’ objectives for target customer segments that are in line with Philips and PHC branding and positioning
Prioritize and contribute to key NA events to drive preference and demand generation especially via digital marketing strategies.
Design campaigns across lifecycle of products (NPI, end of life) to drive profitable growth
Select third-party vendors and negotiate contracts to execute campaigns
Tailor messaging to local markets
Ensure compliance of local marketing materials with regulatory requirements (Q&R review)
Serve as a local market subject matter expert on the customer needs, value proposition and offering for Radiology Solutions, including maintaining a comprehensive understanding of Philips Radiology Solutions product, services, adjacencies and 3rd party partner portfolios
Gather local market and customer insights, and feed information back to BIU/BG Marketing.
Understand BIU marketing customer segmentation and value proposition, provide feedback on how to tailor to meet specific market needs
Identify sub-segments of customers in local market, and codify their needs, and tailor existing value proposition (if needed)
Identify and synthesize local market trends, based on customer and stakeholder interactions; share synthesis with BIU/BG Marketing
Build strategies for beating competitors—profitably—with effective use of competitive intelligence, based on customer and event interactions; Share synthesis with BIU/BG marketing
Support Product Managers in the launch/introduction of new solutions and enhancements developed by the BG to the local market
Define and implement 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.
Drive Business-Market Combination (BMC) business planning, in coordination with finance, sales, service, and BIU functions
Support Product Managers (PMs) in setting and adjusting local prices to maximize value capture
Provide local market intelligence to assist PMs in setting price corridors and guidance for local discounting
Conduct price realization analytics and pro-actively report and escalate issues in value capture (i.e., excessive discount due to competitive threat) to the PMs and the Markets for immediate action
Implement and execute Market-to-Order processes, systems and communications to clear a path for order entry.
Including support the NA sales channels with day to day and account opportunity engagement.
Plan and execute sales and service training plans.
Critical Collaboration linkages
BG Market Intelligence Analysts
Regional Sales Leaders
Sales Account Executives & Managers – various channels
Marketing communications managers
Competitive and entrepreneurial mind-set to drive sales growth in new and existing markets and segments.
Positive outlook with proven communication skills and ability to influence colleagues (sales, service, marketing communications and business unit product management colleagues) and customers. Able to create strong key opinion leader and reference site relationships and success stories.
Ability to work in a hands-on collaborative fashion with many different disciplines both inside and outside of the company; proven eexperience working across organizational boundaries, as well as working in a global organization across various cultures and departments desired.
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 and competitive intelligence into actionable input for the BIU/BG marketing teams.
Able to build and structure detailed marketing plans and in-market strategic initiatives.
Able to engage and support various channels: IDN executives, account managers, integrated IT solution and “stand-alone” imaging systems channels.
Strong command of Microsoft Office Suite, including MS Excel, Access, PowerPoint, SharePoint, Salesforce.com
10+ years of experience in marketing and/or sales roles ideally within healthcare
Experience in radiology PACS, viewers, archiving and robust knowledge of clinical diagnostic and administrative workflow desired.
- Ideally this role will be based in Foster City, CA, USA. Open to West Coast remote location.
Sales volume and sales growth
Time to market
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. Senior Field Marketing Manager – Enterprise Imaging Informatics. Job ID: 214954. Philips Careers Website at http://www.usa.philips.com/about/careers/index.page
Not yet ready to apply? That’s okay! Learn more about us by joining our Talent Network on LinkedIn or following us on Twitter at @PhilipsJobsNA at http://www.twitter.com/PhilipsJobsNA .
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.