Job Title

Job Description

Job title: Sales Leader Italy

Seniority: Senior Director

Location: Milan, Italy 

Summary:

The Sales Leader is responsible for leading commercial partnerships, optimizing sales strategies, managing complex product portfolios, expanding market reach, directing sales operations, and building strong customer relationships to drive sustainable growth and achieve business objectives. The role reviews and operationalizes the sales strategy, including forecasts and Annual Operating Plan (AOP), to drive growth and achieve targets.

They will focus on expanding business opportunities, strengthening strategic customer and channel partner relationships, and enhancing commercial excellence through continuous improvement, effective sales execution and the development of customer value across the portfolio.

Job Responsibilities:

• Heads commercial partnerships with customers and channel partners across multiple markets, ensuring revenue growth, fostering strong customer relationships, and developing strategic partnerships to maximize market share and profitability.
• Reviews and operationalizes the sales strategy and plan, including sales forecasts and Annual Operating Plan (AOP) execution, to drive revenue growth, identify untapped market opportunities, expand market reach, and consistently achieve sales targets.
• Leads a complex product portfolio by improving sales and margins with existing direct and indirect customers, identifying new customers within the defined strategy, and expanding strategic account relationships and business opportunities to drive growth and achieve strategic objectives.
• Leads the development and execution of strategies to generate new leads, enhance market reach, and expand the customer base, focusing on identifying growth opportunities, developing new customer segments, optimizing lead generation channels, and driving customer acquisition.
• Directs and controls sales operations within Italy, leveraging deep expertise in sales strategies, market dynamics, and organizational objectives to drive revenue growth and optimize sales performance.
• Ensures the optimal organizational structure to achieve sales objectives, manages talent pipelines, develops team capabilities and optimizes sales operations for efficiency and cost-effectiveness.
• Builds strong relationships with key clients and stakeholders by actively engaging in regular communication, understanding their needs and expectations, providing tailored solutions, and ensuring exceptional service delivery.
• Drives continuous improvement by applying LEAN principles to enhance Market to Order processes and spearheads customer satisfaction initiatives to boost client retention and loyalty, while identifying opportunities to create additional customer value through service, upgrades and innovative solutions.
• Ensures compliance performance within the designated market, addresses compliance issues, and oversees quality and regulatory functions to provide accurate and timely information for management review.
• Leads succession planning and comprehensive talent management, driving employee selection, performance management, compensation management, and career development in alignment with organizational operational goals.

You're the right fit if you have:

• Minimum 11 years of experience with Bachelor's OR Minimum 9 years of experience with Master's in areas such as Sales Management, Sales Strategy, Business Development, or equivalent.
• Proven track record in driving revenue and commercial performance through effective resource allocation, budget management, process development and performance management.
• Proven experience in the medical devices/ high technology sectors and/or healthcare informatics, combined with a strong financial background and a demonstrated track record of successfully managing P&L responsibilities.
• Extensive experience and knowledge of the Italian market, and its key stakeholders
• Strong commercial and sales acumen, with expertise in sales forecasting, market research, and data analysis and interpretation to identify business opportunities.
• Proven experience in KPI management, monitoring and reporting, along with risk mitigation and continuous improvement initiatives.
• Demonstrated strength in strategic planning and change management, with the ability to challenge established ways of working and translate business priorities into growth opportunities.
• Experience managing a multi-channel commercial model, developing strategic customer and key account relationships, and strengthening partnerships with distributors and other third-party partners.
• Experience in developing customer relationships beyond transactional sales, identifying opportunities to expand customer value through service, upgrades and innovative solutions.
• Proven strong leadership in building a high-performing team, fostering accountability, cross-functional collaboration and a proactive, opportunity-driven commercial mindset.

How we work together
We believe that we are better together than apart. This role is an office-based role, which means working in person at least three days per week in Milan.

Philips Transparency Details

In compliance with the EU Pay Transparency Directive, the base pay range for this position in Milan is €116,667 to €194,444.33.

Further details regarding the compensation framework for this executive leadership position will be automatically provided to all candidates selected for the initial screening phase prior to their first business interview. Details about our benefits can be found here.

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 commitment to diversity and inclusion here.