Regional Govt Sales Manager- West Job at Philips in Mumbai, Maharashtra

Job Description

Job Title

Regional Govt Sales Manager- West

Job Description


Position title

Regional Government Sales Manager

External key customers

Central & State Government funded and reimbursed institute /corporation

Area Covered

West India

Internal key customers

Private sales team, Application team, Operations team

Reports to

Head Government Sales SRC, Sleep & Respiratory Care


Sleep & Respiratory care equipments



Type of Role

Regional Individual contributor

About Philips

Philips India Limited is a subsidiary of Royal Philips of the Netherlands, a diversified technology company, focused on improving people’s lives through meaningful innovation in the areas of Health Systems & Personal Health.

The company is a leader in cardiac care, acute care and home healthcare, energy efficient lighting solutions and as well as male shaving and grooming and oral healthcare.

Business Overview

Philips provides systems for Critical support equipment’s like ventilators, Non invasive ventilators , Sleep labs

imaging, radiation oncology and patient monitoring as well as providing information management and resuscitation products. Philips’ healthcare products includes CT scanners, ECG equipment, mammography equipment, monitoring equipment, MRI scanners, radiography equipment, resuscitation equipment & ultrasound equipment.

The customer base is segregated into Government business – hospitals / teaching institutes, and private physicians and corporates.

Philips is market leader in all product segments and geographies. Our aim is to ensure that Philips HHS will grow at >30% CAGR year over year. The AM for West India would be expected to grow at 25% in 2016, and to take the growth rate around 30% in 2017.

India healthcare business is spread into 28 states in India and 7 union territories. Operations for neighbouring countries of Nepal / Bangladesh and Sri Lanka are also covered from here. The organization is divided into 4 regions – North, East, West and South and have sales / service/ projects teams based in the regions. We are operating a fast changing technology space with new product introductions happening regularly to keep pace with changing competition landscape.

The business is Sleep & Respiratory Care.

Major competitors include Resmed, and Weinman and there is a small presence of Chinese players in this segment.

This business is the most profitable business and growth in this business will create major value for the company. The RGSM would be expected to ensure growth with increased margins.

Role Overview

This is a critical role, which will take care of Government Sales for the Sleep & NIV business in states of West India

The business contributes close to 25% of West India business.

Manage distributors / dealers in the defined area / territory

Expand entry into key Government accounts

Develop and maintain relationships with all the key customers in the defined area.

Illustrative Responsibilities

Achievement of pre-defined sales volumes and profit goals as per AOP for all Sleep & Respiratory care for Central & state government accounts.

Should be able to drive projects central & state government accounts

Gain and maintain market & competitive information and knowledge in order to obtain and maintain the targeted market share in assigned area.

Improvement of sales at existing customers, improvement of customer satisfaction.

Develops business relationships with medical distributors, dealers, physicians and other hospital authorities in the establishment or expansion of markets in targeted state/Region.

Maintains up to date records of sales& ,stocks activities by distributors and actively works to dealers to increase sale of company products to meet defined objectives.

Should collaborate with Application, service operation & private sales team.

Maintains and informs competition information and other relevant market information on regular basis to strategies business plan.

Maintains excellent knowledge of company products & Do clinical selling and upsell of products

The incumbent is expected to have a full understanding and knowledge of Company people and processes as they Relate to customer service, Products, Programs, and Technical support, product financing and shipping.

Also responsible for creating mutually beneficial outcomes by helping our customers differentiate themselves and grow their businesses while maintaining acceptable profitability for Company.

Plans and executes Market Development Activities.

Key Areas of responsibility towards Distributors

Supports in selection and appointment of channel partners as per company guidelines.

Manages the channel partners in the assigned area in order to maximize sales volumes, revenues, account receivables, tender filing support.

Ensures dealers & distributors along with their team are properly trained (on regular basis) to sell products.

Develops and drives credibility and long term relationship with the channel partners in the assigned area to fulfill long term sales objectives.

Build capability in the sales channel delivery model.

Leads, directs and motivates the channel partners in order to achieve the predefined sales volume and profit goals.

Minimum requirements

Education Qualification:
a) Bachelors in Science/Engineering/Pharma (must have)

b) MBA from Tier 1 (preferred)

Work Experience:
Years of Experience: 8 – 12 yrs if non MBA ; 6-10 yrs if MBA Area of Experience: Sales , Sales Management, Product Govt sales, import based tender biding process


Technical/Functional Competencies:
Product knowledge in Respiratory/Sleep

Selling experience with proven track record

Sales Management experience (preferred)

Product Management experience

Account Management

Behavioural Competencies:

Taking Ownership

Teamwork (team up to excel)

Strategic thinking

Negotiation skills

Financial Acumen


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About Company

Company: Philips

Company Location:  Mumbai, Maharashtra

Job Category: Government Jobs

About Philips