About This Role
This leadership role focuses on enhancing the sales team's performance by providing direct coaching and strategic support. The ideal candidate will work closely with sales professionals at all levels, from junior to senior, to improve customer engagement, opportunity progression, and overall sales effectiveness.
Responsibilities
- Conduct regular field ride-alongs and customer visit observations to assess sales behaviors, customer engagement quality, and opportunity progression
- Provide real-time coaching and structured feedback to junior sales on sales lead incubation, objection handling, value communication, opportunity follow-up, and closing discipline
- Coach senior account sales on advanced solution selling, strategic account planning, stakeholder mapping, C-suite/department head engagement, complex tender strategy, value-based negotiation, and large opportunity conversion
- Support new sales hires during their first 3–6 months by coaching key customer visits, first deals, and complex tenders management
- Provide deal coaching for strategic accounts, complex service solution opportunities, competitive replacement projects, MVS-related opportunities, and high-value portfolio selling
- Identify capability gaps across different sales segments and work with sales leaders to design targeted coaching plans for new hires, low performers, and senior account sales
- Support low performers through structured improvement plans, regular coaching reviews, and clear performance expectations
- Capture field insights, customer objections, competitive intelligence, and capability gaps, and provide feedback to the Sales Enablement Lead to improve training content and sales tools
- Partner with regional sales leaders to ensure coaching priorities are aligned with business targets, funnel health, and execution cadence
Requirements
- 10+ years of sales, field training, sales management, or commercial coaching experience in healthcare, medical device, pharmaceutical, diagnostics, or consumables industries
- Proven track record as a high-performing sales professional or field sales leader
- Strong capability in field coaching, opportunity management, account strategy, value selling, and performance improvement
- Ability to travel frequently and spend significant time in the field with frontline sales teams
- Strong interpersonal skills, influencing capability, structured feedback skills, and ability to coach sales representatives without direct line authority
About the Company
Philips is a health technology company built around the belief that every human matters, aiming to provide quality healthcare access globally.
