Job Title

Inside Sales CLV (Customer Lifetime Value)

Job 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.

Inside Sales CLV (Customer Lifetime Value) performs, as an experienced specialized Internal Sales Representative. Assignments that require broad consultation of specialists to get a clear view on WHAT has to be delivered and complex analysis of the available sales data in order to decide HOW to best carry out the assignment. Able to find solutions by involving sales data from multiple resources using Root Cause Analysis. Takes initiative and identifies problems in actual way of working, formulates alternatives and recommendations; develops and introduces new supporting sub-processes and improves existing processes. Initiates & runs small sales improvement projects. Acts as an informal resource or (functional) supervisor for less experienced colleagues in internal sales.

You are responsible for

• Working directly with customers promoting Options, add-ons & upgrades in order to generate and qualify leads to find new sales opportunities for growing CLV revenue.
• Developing ideas and executing Campaign Management (generate leads for special promotions), Telemarketing (general lead generation and (re-)establishing relationship) or Remote Sales (build relationship & close sale over phone).
• Building, retaining and expanding customer relationships using internet, telephone, email, Social Media, e-Commerce, Virtual Meetings and other inside-based means.
• Building a network of key contacts (Sponsor & Power Sponsor – Decision Maker) and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities.
• Building a strong internal network working closely with CLV Sales Lead, IB Manager, Sales, Marketing & Sales Back Office teams (e.g., KAM, AM, CAS, MSS, FSE, CSAM and Indirect Channel managers, Distributor / Channel Partner teams, GBS etc.) to manage opportunities and win deals.
• Responsible for registration and reporting of sales activities within the provided sales tools (CRM/SFDC) and according to the defined reporting requirements. Communicating and updating all customer facing team members who contact the same IB Account.
• Creating proactive touch points to customers, utilising multiple channels such as social media, e-commerce and virtual meetings. Contacting customers via telephone and/or email to new and/or competitive accounts as well as be responsible for the timely response to any incoming leads in order to develop opportunities.
• Routing qualified opportunities to the appropriate sales team members for further development and closure.
• Conducting research accounts, use data analytics, identify key players and generate interest, as well as investigation & resolve customer queries / requests.
• Submitting budgetary and formal quote requests and changes.
• Contacting prospective customers, in follow-up to marketing campaigns (events, trade shows, demand generation through the web etc.) to identify and qualify sales opportunities.
• Maintaining and expanding customer database of prospects within assigned territory, using every customer interaction as a potential opportunity to develop more business / up-sell within the account through incisive and effective questioning. Negotiating agreements and achieving closure and after sales contact post project implementation.
• Managing portfolio by setting objectives for each call to maximise territory business plans.
• Up to date completion of all administrative duties in relation to role, including (but not limited to system) notes/updates, customer service follow-up, customer collections, credit/debit requests.
• Developing and managing a healthy and predictable sales funnel in SFDC that meets or exceeds AOP / Forecast Targets and forecast accuracy expectations.
• Liaison with marketing to obtain new marcom update.
• Preparing orders and forwarding to order processing or order entry from small orders.
• Managing inbound calls by returning calls within 24 hours following up with appropriate person either internally or externally.
• Managing outbound calls in order to generate new sales, repeat sales, maintaining business in conjunction with District Managers calls to practice and Marcom guidelines.
• Performing effective online demos (in coordination with logistics and Demo management process) to prospects using web based virtual software.
• Driving continuous improvement applying LEAN.
• Working shifts as per assigned geographical territory time zones.
• Behavioural: Daily demonstration of the highest level of Philips behaviours and leadership asks.

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

• Bachelor's degree (BA).
• 2-3+ years of sales/customer service experience (preferably in Medical Devices business).
• Previous medical supplies and/or device sales experience in medical/healthcare is a plus, but not required.
• Professional sales skills, outspoken personality with proactive approach.
• Exceptional written, verbal, phone and presentation skills.
• Ability to quickly learn new concepts and processes.

In return, we offer you

A path towards your most rewarding career. Succeeding in this market-based role in a complex environment will open many doors for your long term career. We also believe that we are at our best as a company when you are at yours as a person.

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. 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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