APAC Sales Excellence Lead

2 months ago

Sydney, Australia Philips Full time

Job Title

APAC Sales Excellence Lead

Job Description

Job Posting Description

Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.

But it’s not just what we do, it’s who we are. 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 make a real difference – when it matters most.

The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.

In this role, you have the opportunity to make life better

Looking at the challenges the world is facing today Philips’ purpose has never been more relevant. So whatever your role, if you share our passion for helping others, you’ll be working towards creating a better and fairer future for all.

Job Title: APAC Sales Excellence Lead

The Sales Performance & Excellence Lead is a trusted advisor to the market management team on commercial transformation and sales execution/operations. You will improve critical sales capabilities by changing behaviors to their respective markets, align and support the GTM strategy and bring targeted solutions that help gain sales productivity. You will work as the Team Leader for the Sales Excellence APAC team, overseeing a group of Sales Excellence Managers across different markets. In this role, you will provide strategic leadership, drive operational efficiency, and ensure the alignment of sales initiatives with business objectives across the APAC region.

You are responsible for

  • Deploying key global and local sales programs & training on sales behaviors and competencies.
  • Increasing sales capability and drive behavioral change with the focus and lens around sales process & methodology.
  • Trusted advisor to market management team on commercial transformation and sales execution with accountability to achieve agreed KPIs.
  • Coaching sales leaders to become independent sales coaches.
  • Coaching top opportunities at risk, by applying customer focused selling (CFS) tools & techniques.
  • Improving sales productivity of the market by driving funnel health and accuracy, gaining OIT predictability and sales efficiency/effectiveness.
  • Works closely with sales management to inspect sales process quality and prioritize opportunities for sales process improvement.
  • Assists sales management in understanding process bottlenecks and inconsistencies
  • Facilitate and lead regular account, funnel and sales assessments and pipeline planning creating specific sales goals, plans and tactics to ensure order goals are met.
  • Proactively monitor and analyze performance and assist leadership team in developing account plans that will lead to AOP achievement
  • Leading sales improvement projects, supports strategy and deployment in line with management team’s top performance priorities
  • Responsible for the continuous improvement and maintenance of the commercial model analytics to support data-driven decisions at customer level and drive performance

To succeed in this role, you’ll need a customer-first attitude and the following

  • Bachelor or Masters’ Degree in Business Management/ Marketing / Commercial Management
  • 15 – 20 years of work experience with at least 7 years of proven track records in a sales management, sales performance coaching/enablement, sales operations or sales excellence capacity
  • Solid understanding of the sales process and extensive experience working in a sales or commercial management roles ideally from the health technology or medical device industry.
  • A good understanding of customers and a solutions-driven mindset.
  • Ability to understand high complexity challenges and coming up with solutions.
  • Strong interpersonal and communication skills to work in small and large groups and all levels of the organization
  • Proven leadership experience managing teams in multiple markets, preferably across the APAC region or other diverse international environments.
  • Ability to navigate and lead within different cultural and business contexts, ensuring cohesive performance and alignment of sales strategies across regions.

How we work at Philips
Our newly-adopted hybrid work concept fuses flexibility with collaboration to deliver great outcomes for our people and our customers. We are embracing an approach wherein we spend more time together than apart – which for full-time employees translates to an average of at least 3 days working from the office and up to 2 days from home – for our hybrid roles.
Hybrid work flexibility means people can meet the changing demands of work and home in the most balanced, productive, and healthy way.

Our hybrid working model is defined in 3 ways:
We believe in the importance of impactful collaboration: There's a certain energy when everyone’s in the same room that can heighten idea generation and creative friction needed for problem-solving.
We embrace flexibility: Choosing where, when and how to work can vary according to task and team schedules. Flexibility isn’t office or online, it means choosing the space that works best for you, your teams and our customers on a case-by-case basis.
We want to be at our best: The way we work and our workspaces are designed to support our well-being, offer career advancement opportunities, and enable us to be at our best.

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 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.

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