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Posted: Wednesday, December 13, 2017 11:08 PM

Your Challenge The Field Sales Representative (FSR), is the Philips Sonicare, Philips Zoom and Oral Care portfolio link to Dental Professionals within an assigned geographic territory. The FSR is responsible for direct business-to-business selling and professional product detailing. As a product expert and practice building consultant, the FSR’s primary responsibilities include driving professional product usage, brand recommendations (MOR, Most Often Recommended), and meeting/exceeding direct sales targets. Through call route office visits, the FSR details the latest innovation of Philips product portfolio to key Dental Professional stakeholders including Specialists, Dentists, Dental Hygienists, Dental Assistants and Dental Team Members. By building strong strategic consultative sales partnerships, the FSR drives the Sonicare #1 MOR Power Toothbrush status and solidifies the Zoom brand #1 patient-requested professional whitening system position. The FSR also consults our full line of Oral Care brands to build a healthy Oral Care plan for our Dental Practices. Your Team RESPONSIBLE for: CUSTOMER, PATIENT and CONSUMER FOCUS: FSR must be able to bring the Philips Sonicare, Philips Zoom and Oral Care brands’ voices to life in office by working with the Dental Provider office teams to develop strong dispensing and recommendations plans. The FSR must be externally focused on the changing needs of the dental professionals, patients and consumers in the respective market. • Serve as the key contact to the Dental Profession, with the main priority to drive Professional Product Usage, Recommendation, and Dispensation of Philips Sonicare, Philips Zoom and the Oral Care portfolios. • Gain mastery of Philips clinical product knowledge and the dental marketplace to be a trusted customer advisor while insuring brand integrity is met. • Develop and execute territory business plan based on driving product usage, recommendation and sales results within existing, new, and Enterprise accounts. BIAS FOR ACTION: FSR must be action-oriented while managing the CRM (Powercerv) and cognos tools, must be able to drive the territory sales partner teams and dental professional partners forward with strong communication. • Utilize CRM system, Sales Management Data, and Dashboard tools on a daily basis to track call activities and order entry • Analyze all aspects of a situation to gain thorough insight to make decisions, solve problems and find solutions that translate into win-win opportunities which work best for internal stakeholders and our customers. • Course-correct plans depending on market and sales conditions BUILDING TALENT and TEAMS: FSR must work with territory support partners to maximize reach and frequency field coverage. The FSR must be able to collaborate with and lead a team of junior field sales representatives. • Cultivate successful partnerships with internal sales and marketing teams to efficiently maximize territory coverage. • Build Professional Educator and Industry Key Opinion Leader relationships to drive recommendations and sales to include participation in dental conventions, local dental/hygiene associations & study clubs and dental/ hygiene schools • Serve as a resource for Philips Oral Healthcare, the Dental Professional Division, and the broader regional team. ACCOUNTABILITY and RESPONSBILITY: FSR must establish clear expectations for him or herself and respective territory support partners, holding people accountable through the use of all available data points. • Take ownership and understanding of territory sales numbers to maximize efforts that include territory support team collaboration, in-office merchandising, and marketing program deployment • Effectively manage trunk stock and territory expense budgets. Our offer Philips Personal Healthcre business offers rich, new consumer experiences that meet consumers’ desire for wellness and pleasure throughout each part of their day and during key milestones throughout their life. We are a highly entrepreneurial organization, passionate about developing innovations that meet consumer’s personal health & well-being needs in a unique way, relative to their Mind, Body, and Appearance. Philips CL Group is one of three market-driven sectors within Royal Philips Electronics that delivers lifestyle solutions aimed at improving the lives of 3 billion people a year by 2025, and provides a unique opportunity for each employee to create their legacy in life through their work in a way that is personally meaningful to them. We are looking for: CUSTOMER MANAGEMENT and SELLING ESSENTIALS -Leverages Philips information and technology to make optimum business decisions with Philips’ Dental Professional customers. Consistently applies project management, structured selling and negotiation techniques to achieve the Customer Business Plan. • Knows how and when to use the appropriate structured selling, negotiation, and business communication techniques to achieve business objectives • Leverages data and information to enhance selling effectiveness • Manages events and implements projects efficiently • Utilizes Philips clinical information and customer technologies to enhance DP business plans and in office plan execution • Identifies opportunities and resources to maximize what is needed to Win in the Dental Office IN-OFFICE PRACTICE BUILDING and MERCHANDISING OPTIMIZATION -Prepares a business plan for effective communication of the Philips portfolio story and in-office elements of the patient care process. Engages Philips and Customers teams involved in the in-office process. SRM leads the Philips team to effectively implement Philips plans visible to Dental Professionals, patients and consumers. • Effectively translates consultative practice building techniques and in-office merchandising objectives into office level implementation • Anticipates DP dispensing and recommendation challenges and takes up-front action to ensure KPI delivery • Understands and selects the right promotional tactics to optimize sales • Executes the plan efficiently • Tracks and analyzes implementation to ensure compliance to set guidelines, takes prompt action to correct problems and win against competition • Regularly reviews plan internally with territory support team and SRM, and externally with Dental Professional Partners • Ensures inside and junior support partners have right capabilities, skills, resources and information to deliver Philips objectives TERRITORY SALES MANAGEMENT -Delivers results through effective plan development & strategic business plan execution to maximize DP touch-point reach and frequency. FSR must achieve sales quotas, expense targets, trunk stock allocations, and competitive KPIs expectations, such as Sonicare Dispensation, trial, and retail recommendation rates • Develops and cultivates key Dental industry relationships to establish Sonicare & Zoom as the leading oral healthcare brands, enhancing Dental Professional endorsement ( MOR) and achieving long-term sales objectives • Maintains a solid competency of the full Philips product portfolio and the selling process with an ability to transfer knowledge to new hires • Identifies opportunities and resources to maximize what is needed to Win in the Dental Office • Mentors field and inside territory sales partners providing frequent coaching and leadership in various aspects of their skill sets to meet collective sales goals • Directs continuous improvement initiatives within key processes, including revenue forecasting, expense management, customer relationship management, competitive insight & sales coverage prioritization • Partners with Sales Planning, Marketing, Professional Relations, Trade Show teams to identify all available resources as strategic and tactical business plans are developed COMPETENCIES AND ABILITIES PERFORMANCE DRIVE: Must identify actions necessary to complete tasks, meet/exceed results, remain focused, and drive effective planning and execution. FSR’s must have winning mindset to stay on point to meet goals regardless of obstacles or adverse circumstances. They must respond well to coaching and feedback. TEAM COMMITMENT: Must be highly influential among dental professional partners and territory field/inside support team members. FRS’s must be able to work effectively in a highly collaborative manner. They must be team players in sharing all challenges, opportunities, and successes through a strong supportive role. LEADERSHIP: Must possess strong leadership qualities externally with a positive attitude at a high energy level with a growth mentality. Must prioritize and pursue territory objectives in an organized, efficient manner, using milestones to gauge results. Must maintain/exceed required level of Key Performance Indicators (KPI’s) activity toward achieving goals and is highly motivated without direct daily supervision requirement. COMMUNICATION: Must initiate and develop business relationships among diverse backgrounds, multiple management levels, and customer titles, with positivist and ease. Must consistently communicates, both written and verbally, with clarity and thoughtfulness, easily making connections amongst previously unrelated positions. PROBLEM SOLVING: Analyzes all aspects of a situation to gain thorough insight to make decisions, solve problems and find solutions that translate into win-win opportunities which work best for internal stakeholders and our customers. QUALIFICATIONS: • 4-year college Bachelor’s Degree • Exceptional written, verbal, phone and presentation skills • Ability to quickly learn new concepts and processes • Computer proficiency in CRM systems, MS Office (ppt, excel, word, Outlook) and iPad applications • Must be willing to relocate to live in territory • 3 to 5 years of previous sales experience with a track record of success achieving all sales objectives • Previous experience selling products business to business o Previous dental or medical experience is a plus but not essential • Overnight travel is approximately 30% to 50% INDSales1 Ready to start improving lives by putting your personal skills & passions to work? Apply Today! 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. “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.”

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• Location: Manhattan, New York

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