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Solutions Business Development Manager
3 months ago
The need for alternative and complex solutions in the healthcare market is increasing rapidly and Philips Solutions is at the forefront of this innovation. This role is to identify, develop and bring to life new business opportunities. Building on existing and new customer relationships to ensure Philips is the number one provider of Solutions within the Healthcare industry, the Solutions Business Developer (SBD) is expected to operate and interface at procurement, hospital directorate and executive level, executing relationship capabilities to drive business growth.
As part of a successful team with extensive experience within healthcare, the NHS and complex solutions, the SBD develops new Solutions business and expands existing business through upsell. They will develop sales strategy, develop funnel, and execute on Solutions deals, in collaboration with the District teams.
This role is open to applicants with experience in business development, ideally within a business transacting with the NHS and other healthcare bodies. The core experience we are looking for is strategy development, solution development, customer engagement, commercial / financial expertise withini the NHS and Private Sector provider experience; and an understanding of Philips and other OEM (relevant) equipment and informatics.
Your team
You will be within the Solutions UKI team, with specific responsibility for business development opportunities. Reporting to the Solutions Leader, the team comprises business development managers (SBD), bid manager, contract manager and performance management specialist.
You will work closely with supporting functions in finance, procurement, legal, customer services and Modality business units as well as the District sales teams. You will coordinate where necessary with senior global executives for qualification and approval of opportunities.
This position is based in the field and from home. Travel across the UK&I is expected as well as occasional international travel
Role and responsibilities include but are not limited to:
- Determine customer needs and insights first hand, by working closely with the Districts and their customers.
- Develop solutions in line with customer needs, mitigate organisational risks and maximise strategic benefits
- Build customer relationships in readiness to engage in longer term plans and be seen as a trusted advisor to the customer.
- Negotiate and generate agreements with customers utilising market knowledge to maximise leverage.
- Utilise skills in acquiring deep knowledge and understanding of the customers organisation and wider healthcare ecosystem to build and influence the customer's choice for Philips portfolio over our competitors
- Collaborate with internal and external stakeholders (District Sales Leader/ Strategic Key Account Managers, Key Account Managers and Account Managers and facilitate engagement as required through the opportunity lifecycle.
- Exhibit leadership skills to drive projects through to successful completion
- Prepare professional bid documents for contract-based bids and capture learnings for the preparation of future pro-active propositions.
- Design, implement and maintain appropriate processes for managed contracts.
- Test propositions for market & customer fit as well as sustainable delivery. Review results against expected business outcome.
- Develop sales strategies for new opportunities and together with District Team is accountable for prospecting, lead generation until solution delivery.
- Develop Account Growth Plans with the Customer Delivery Manager and District Team for accounts already in Solutions delivery / operations.
- Design business models and prepare comprehensive project budgets and business cases
- Engage with Global / Europe / Zone Team to develop the most relevant solutions (best practice + local expertise)
- Drives standardisation and scalability of Solutions.Support fellow team members in defining and achieving strategic goals and in winning prioritised projects.
Key performance indicators:
- Contracts value (TCV) signed & orders booked
- Profitability of proposition
- of Long-Term partnerships driving upsell business
Must have:
- Extensive proven track record in a sales, account management or business development role preferably in Healthcare or B2B
- Knowledge of processes and structures within the healthcare market
- Experience in high value, complex solutions design and selling.
- Experience of working within and/or leading a cross functional team to drive successful bids.
- Operates confidently in a digital world utilizing social media where necessary to leverage and build on business opportunities.
- Ability to identify sales opportunities and promote a commercial innovation portfolio leveraging all areas of the business to support sales growth
- Experience of delivering high levels of customer service
Technical Knowledge:
- Knowledge of processes and structures within the healthcare market. Understanding of NHS structure, commissioning, procurement, provision and challenges
- Understanding and knowledge of medical equipment, commercial offerings and innovations an advantage
- Ability to identify sales opportunities and promote product and commercial innovation portfolio leveraging all areas of the business to support sales growth
- Experience of delivering high levels of customer service
- Experience of working with high value complex bids
- Experience of managing long term solution bids
- 'Hands On' experience of pulling together bids, contract documents an advantage.
- Ability to translate customer needs into marketable and deliverable propositions.
- High literacy skills and competence in preparing written, visual and spoken customer proposals
Behavioural Skills:
- Ability to challenge, empower and work collaboratively across the business, sharing knowledge and skills with a drive to increase pace and improve effectiveness
- Can integrate deep insights into customers, competitors and markets to act to ensure we achieve winning customer-centric strategies
- Ability to work flexibly, accepting of stretch targets and work to tight deadlines and targets. Acts with a sense of urgency and resilience to deliver on commitments
- Build trust by demonstrating openness and honesty in communication with others and engages in courageous conversation
- Ability to leverage the diversity of talent in others to maximize business opportunities and to work cross-functionally
- From a competitive salary, performance bonus and car allowance to family friendly policies, flexible benefits and access to Philips University, a career at Philips comes with all sorts of wonderful benefits. Be sure to speak to your recruiter about all the benefits on offer. Because we are at our best when you are, you can safely share any reasonable tools or adjustments needed during our recruitment process and beyond.
About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
- Learn more about our businesshere
- Discover our rich and exciting historyhere
- Learn more about our purposehere
About Philips UKI
In the UK, we are recognised as a Disability Confident employer and are proud to be part of the Armed Forces Covenant & Mental Health at Work Commitment. We welcome all applicants including those from minority backgrounds, LGBTQIA+ and individuals living with a disability.
For more information, read our Inclusion and Diversity Policy and, to know more about your Human Rights, we encourage you to view thisreport.
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