Business Manager EMR
منذ 6 يوم

Our Company :

Philips is a global leader in health technology, looking back on a 125 years’ history. Our vision is to make life better for people worldwide through meaningful innovation.

Our focus is on innovating new approaches to global health challenges, enabling better health and better care at lower cost.

Our HealthTech portfolio comprises of Personal Health businesses, Diagnosis & Treatment businesses, HealthTech and Connected Care & Health Informatics businesses.

Our company’s headquarters are in Amsterdam (Netherlands), has sales & services in about 100 countries and employs around 71.

000 people worldwide, with total group sales of 24.5 billion Euro. It’s a publicly listed company in the Amsterdam stock exchange, part of Euro Stoxx 50 market index.

Your Challenge :

As EMR Business Manager for Middle East & Turkey (MET), you will lead and drive the complete sales activity from funnel development to sales closure, through direct and indirect channels, for our EMR (Electronic Medical Records) solution, with specific focus on our United Arab Emirates and Kingdom of Saudi Arabia markets.

Your role is vital for the success of our EMR growth plan in the region, which is at the heart of our growth strategy : the aim is to establish MET market as one of the major markets of Philips EMR Business.

The focus of the role is to deliver our ambitious growth plan by developing the sales funnel and executing sales targets (order intake & sales) in the market.

In this role, you will be an entrepreneurial leader and driver to achieve growth in a fast evolving Healthcare environment.

You will represent Philips by developing and fostering key partnerships both internally with Philips Healthcare stakeholders (Account Management teams, Business Innovation Unit (BIU EMR), marketing, etc.

and externally with customers and partners with the aim to exceed the quarterly and annual targets.

You report directly to the Healthcare Informatics Business Market Manager of MET market.

You are a part of :

You will enter a team of passionate, driven and entrepreneurial professionals in the Philips Healthcare Informatics Middle East & Turkey organization.

Your Responsibilities :

  • Drive business strategy creation and execution for the EMR Business in the Middle East & Turkey market.
  • Develop and establish local short- & long-term go-to-market strategy (Segmentation, Targeting, Positioning, Portfolio definition, pricing and promotion) to drive profitable growth.
  • Support Market and BIU in the development of annual operating plan : accountable to set & control budget. Develop monthly / quarterly / annual performance management cycles.
  • Deliver business performance according to plan (sales, order intake, market share, and Integral Gross Margin).
  • Engage customers and develop C-suite stakeholder relationships to build and execute sales funnel, turning these into successful business opportunities
  • Develop new opportunities together with Sales Leader / Strategic Account Manager and EMR Operations Manager, facilitating the sales process until deal closure and hand-over to operations.
  • Lead the Presales stages of opportunities by providing deep & effective presentations & product demo's with a focus on customer needs and defined solution.
  • Drive presence in relevant trade fairs and conferences.

  • Drive customer loyalty through strong customer satisfaction and customer retention programs.
  • Support marketing strategy and development of marketing tools (incl. digital) for the market in close collaboration with the Business Innovation Unit marketing
  • Develop and share internally deep understanding of industry landscape and dynamics, incl. local customer needs in different segments, health-
  • tech trends, and competitive offerings.

  • Analyze competitive landscape, enhancing portfolio and strategies to outpace established players
  • Define pricing strategy and develop of targets for realization of pricing targets
  • Establish solid relationships to market stakeholders relevant to sales development, incl. associations, authorities, ministries and commissions.
  • Develop compelling business cases for expansion to new opportunities / segments / territories
  • Drive continuous improvements in internal processes, applying lean methodologies, ensuring processes are efficient and customer-centric
  • Your profile - Experience

  • Bachelor’s degree or higher in Business Administration (or related) study
  • 10+ years of EMR / Healthcare IT industry experience in the market
  • Extensive sales experience in Business-to-Business and System sales environment at executive level, in international set-
  • up. Currently in a Head of Sales or Regional Sales Manager role, with focus on the Healthcare IT industry in the region.

  • Proven track record in solution selling (direct & indirect), software sales, and professional services.
  • Proven track record of delivering breakthrough business growth, establishing new business models and value propositions.
  • Needs to know how to develop and scale sales organization with consistent growth.

  • In-depth knowledge and / or experience with Hospital IT, clinical department operations, local health system & local hospital information system.
  • Experience with P&L management, incl. revenue and margin management
  • Has the industry knowledge and EMR business acumen to engage the organization and drive business plans & sales funnel.
  • Your profile Competencies

    Customer Centric : Customer-centric attitude, both internally and externally. Service and customer oriented.

    Results Driven : Strong target orientation and being intrinsically motivated to be successful. Able to work under pressure meeting ambitious deadlines.

    Strong result, performance and delivery orientation.

    Strategic Thinking : Sees opportunities ahead; translates them into strategies and breaks them down into executable, time-bound actions.

    Entrepreneurial, resourceful, positive : High energy level and drive. Positive thinker, can-do mentality. Is loyal and committed to the organization's purpose.

    Can handle ambiguity in dynamic, changing, growing organization dynamics.

    Persuasive & Influential : Being a convincing and eager solution seller with strong negotiation skills.

    Communicates Effectively : Excellent communicator at all levels of the organization, strong personal interaction skills.

    Being direct & open-minded with a strong sense of urgency

    Collaborative : Fosters cross-functional & international collaboration internally in order to gain agreement and translate complex ideas / issues into compelling plans and solutions.

    Strong team-player in an international environment.

    Builds Network : Confident in establishing relationships and influencing at C-suite level. Develops an established network of senior customer relationships.

    Manages Conflict : Adaptable and flexible and remain calm & resilient under pressure; putting setbacks into perspective.

    Balances Stakeholders : Ability to navigate in a matrix and international organization, with several internal / virtual stakeholders

    Builds Trust : Motivational leader with the ability to develop, guide and coach the Sales organization : instills trust in relations and in the business direction taken.

    Why should you join Philips?

    Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum.

    Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

    To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog.

    Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions.


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