Job Title

Sales Excellence Specialist

Job Description

Job title:
The Sales Excellence Specialist is responsible for contributing to development, modification, and execution of organizational policies impacting immediate operations and for deploying global and local sales programs, focusing on enhancing sales behaviors and competencies in alignment with organizational objectives while working under limited supervision. The role increases sales capability and productivity and drives behavioral change by focusing on advanced sales processes, methodologies, and best practices, acts as a trusted advisor to market management teams, driving commercial transformation and sales execution and supporting with complex sales strategies and coaches sales leaders to develop their skills as independent sales coaches. The role applies customer-focused selling (CFS) tools and techniques along with advanced and wide-ranging knowledge to coach top opportunities at risk and leads medium scale sales improvement projects. The role also monitors and reports on the progress of sales excellence initiatives along with providing advanced recommendations, maintains and continuously improves commercial model analytics to support data-driven decisions and maintains strategic partnerships with key internal/external stakeholders to ensure the effective execution of sales excellence initiatives

Your role:

• Contributes to development, modification, and execution of organizational policies impacting immediate operations of a business and/or region and/or function and potentially organization wide.
• Deploys key global and local sales programs and training on sales behaviors and competencies, ensuring alignment with organization objectives while working under limited supervision.
• Increases sales capability and productivity and drives behavioral change by focusing on advanced sales processes, methodologies, and best practices and by driving funnel health, optimizing sales efficiency, and improving overall sales effectiveness within the market.
• Acts as a trusted advisor to market management teams, driving commercial transformation and sales execution efforts and supporting the design and execution of complex sales strategies to ensure the achievement of agreed key performance indicators (KPIs).
• Coaches sales leaders to develop their skills as independent sales coaches, ensuring they are equipped with the latest tools and techniques to foster a culture of continuous improvement within the team.
• Applies customer-focused selling (CFS) tools and techniques such as solution selling, value-based selling, and consultative selling and advanced and wide-ranging knowledge and varied concepts in area of specialization to coach top opportunities at risk, increasing win rates and customer satisfaction.
• Leads medium scale sales improvement projects, supporting strategy and deployment in line with the management team’s top performance priorities and in line with outcomes of market research.
• Monitors and reports on the progress of sales excellence initiatives, providing regular updates to senior management on key successes, areas requiring attention, any potential risks and advanced recommendations for program enhancement and risk mitigation.
• Maintains and continuously improves commercial model analytics to support data-driven decisions at the customer level and drive performance improvements.
• Maintains strategic partnerships with key internal/external stakeholders to ensure the effective execution of sales excellence initiatives, aligning with broader business goals and also networks with key contacts outside own area of expertise.

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You're the right fit if:

• Bachelor's / Master's Degree in Business, Sales, Marketing, Economics or equivalent.
• Minimum 10 years of experience with a Bachelor's OR Minimum 5 years of experience with a Master's in areas such as Sales Operations, Sales Excellence, Sales Management or equivalent.

Preferred Skills (Technical/Functional Skills

Commercial Acumen • KPI Monitoring and Reporting • Risk Mitigation Strategies • Stakeholder Management • Continuous Improvement • Market Research & Analysis • Strategy Development • Change Management • Training Program Management • Training Delivery • Policy Development • Process Development (PD) • Sales Funnel Optimization • Data Analytics • Capability Development
 

How we work together
We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.
Onsite roles require full-time presence in the company’s facilities.
Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.
Indicate if this role is an office/field/onsite role.
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 business.
• Discover our rich and exciting history.
• Learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care here.