Strategic Account Manager

AboutOur Paris office, Philips Health Technology Innovation Paris (“HIP”), is dedicated to software, AI, data management and interoperability. It brings together connected care solutions teams specializing in cardiology analytics, diagnostic and interventional imaging, and patient monitoring. These teams take projects from research and development right up to commercialization, working at the forefront of healthcare innovation with clinical sites both in France and throughout the world.With us, you get to put your technical knowledge of programming languages, cloud computing, AI, and machine learning to work in a fast-evolving environment where you can play a critical role in the future of healthcare. You’ll have access to top-notch R&D facilities, applications expertise, the latest tech stacks, and modern technologies.Philips Health Technology Innovation site (“HIP”) brings together Philips connected care solutions teams from the French acquisitions Capsule and Cardiologs plus Philips research team Medisys.Job DescriptionAt Cardiologs, we aim to democratize access to expert cardiac care through medical-grade artificial intelligence and cloud technology. Our flagship product, the Cardiologs Holter platform, is a leading software for analyzing ambulatory ECG used to help diagnose over 1.8 million patients annually.We are currently venturing into the remote patient monitoring space with the Cardiologs RPM solution, allowing patients to share their smartwatch ECGs with their physicians, who in turn use our cloud-based RPM platform to streamline ECG reviews.In November 2021, we announced that we were being acquired by Philips to expand our cardiac portfolio.We have an innovative, result-oriented work environment where we foster ambition and dedication while being mindful of our teammates’ work and achievements. We also nurture our company culture with monthly all-hands meetings and apéros, and other fun activities. The Strategic Account Manager - Cardiologs is responsible for developing and executing the Go To Market strategy for Cardiologs in alignment with Ambulatory Monitoring & Diagnostics (AM&D). Working with the EMEA+ & NAM Markets to ensure perfect and flawless market activation and expansion with an agile and start-up mindset.In this role, you have the opportunity to make life betterThe Strategic Account Manager coordinates plans and directs the execution of the new business expansion activities with a focus on the achievement of key commercial metrics, including market share.As a Strategic Account Manager, you will build new relationships with Strategic Accounts (IDTFs and/or scanning services) and create partnerships for Cardiologs solutions, supporting the existing Philips AM&D sales team in EMEA+ & NAM markets. You are responsible for- Understanding market environments, reimbursement models, public tenders, and local challenges and regulations.- Driving and executing tender sales and offers including building strategic relationships with regional buyers - Driving sales revenue and overall market share- Developing relationships with AM&D Intl. & NAM Team, Healthcare Providers, and Key Opinion Leaders, within Health Systems.- Exploring and securing new business opportunities (pilots & commercial) for Cardiologs solutions in the field of remote patient monitoring and Resting ECG.- Arranging appointments, running equipment demonstrations, and eventual sales meetings of SaaS services.- Communicating the company’s competitive differentiation and value proposition to enhance sales and convert competitive accounts.- Developing potential sales leads by conducting research, maintaining key industry contacts, and attending territory trade shows and meetings.- Negotiating and overseeing the development of contracts for compliance, terms and conditions, renewals, and extensions- Determining annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results primarily in the Holter/Long Term ECG market but also in related diagnostic fields.- Educating the customer, not only about the sales organization's products and services but also about industry trends and business issues and or billing models- Dedicate 70% of your time to the IDTF customer segment focusing on selling the Cardiologs SaaS portfolio - Dedicate 30% of your time to supporting the EMEA+ & NAM Markets sales to HCPs focusing on SaaS You are a part ofAn innovative and fast-paced sales team within a growing and vibrant organization where you will take a key role to expand our SaaS Solutions. Our Cardiologs SaaS Solutions portfolio benefits healthcare on a global level; you contribute in your own way to improving care for millions of people worldwide.To succeed in this role, you’ll need a customer-first attitude and the following- 8+ years of Field Sales experience or Indirect Sales Channel creation required – Ideally in the cardiology market, on innovative software & business models. Healthcare SaaS or HCIT experience preferred.- Experience leading account teams and selling to accounts that can produce large sales volumes and/or market share growth preferred.- Proven leadership abilities and experience- Negotiation, contracting and problem-solving skills- Strategic planning and organizational skills- Ability to think strategically and collaborate with all levels of field sales - Experience working with large matrix teams both internal and externally- Knowledge of technical and market issues/factorsIn return, we offer youA path towards your most rewarding career. Philips is growing its marketing capability enterprise-wide. Succeeding in this market-based role in a complex environment will open many doors for your long-term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule, and access to local well-being-focused activities.This is in addition to:- A competitive salary- Access to a wide variety of flexible company benefits, including matched pension contributions, and the option to purchase additional holiday- Philips University is available to all employees for learning and development opportunities.- 25 days holiday allowance from the beginning, plus bank holidays- Family-friendly policies which offer enhanced maternity and paternity schemes- The Philips Employee Shop which allows employees to buy Philips products at discounted prices- An Employee Assistance Program is available for all Philips employees and their families. As well as being a confidential support line, it also offers practical financial and life management advice 24 /7 and is completely confidentialHow we work at PhilipsThere are three core ways that define our ways of working – embracing flexibility, being at our best, and impactful collaboration. We believe this enables us to deliver an outstanding experience to our customers and create the best place to work for people who share our passion.Why should you join Philips?We are 80,000, wonderfully unique individuals, with two things in common. An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions – the kind that makes a real difference – when it matters most.Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.Visit our careers website to explore what it’s like working at Philips, read stories from our employee blog, find information about our recruitment process and answers to some frequently asked questions.Equal opportunitiesPhilips is an equal opportunities employer and welcomes applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation, or age.Should you require any reasonable adjustments to enable your participation in the interview process, please advise us of this in your application.Our recruiting processBeing authorized to work in the EU is a precondition of employment.1- Quick introductory HR phone call (20-30 min)2 - Technical interview via Teams with the Hiring Manager and a team member (90 min)3 - Performance interview via Teams with 2 different persons from the team (90 min)4 - Culture interview in our office (with lunch or drinks with the team if possible) with 2 different persons from the team (90 min)To close the process, we'll do some reference calls.Additional InformationContract Type:Full-TimeLocation:ParisPossible partial remote