Sales Excellence Specialist

Job Description

The Sales Excellence Specialist supports the deployment of global and regional Enterprise Informatics (EI) Europe sales excellence programs and commercial capability initiatives. Although based in India, the role is fully integrated into the EI Europe Commercial Operations & Sales Excellence organization and works closely with European sales teams, local markets, and crossu2011functional partners.

The role enhances sales behaviors, competencies, and process discipline by driving adoption of bestu2011practice methodologies, improving funnel health, strengthening forecasting rigor, and supporting datau2011driven performance management. It facilitates training, provides CFSu2011based coaching on key opportunities, and leads small improvement projects that support EI Europe's top commercial priorities.

In addition, this role contributes significantly to EI Europeu2019s transformation agenda by leveraging AIu2011enabled analytics, improving commercial efficiency, and ensuring continuous improvement of sales execution and performance insights across European markets.

Job Responsibilities

1. Deployment of Global & European Sales Excellence Programs

• Support the implementation of global and regional EI sales programs across European markets.
• Ensure alignment of deployed programs with EI Europe commercial objectives, sales processes, and market maturity needs.
• Adapt global materials for European useu2011cases where needed, collaborating with local Commercial Ops teams.

2. Driving Sales Capability, Productivity & Process Discipline

• Strengthen EI Europeu2019s commercial execution through improved funnel hygiene, disciplined opportunity management, and adherence to the EI sales process.
• Support European sales teams in adopting structured methodologies and best practices for sales efficiency and effectiveness.

3. Training, Enablement & CFS(Customer Focused Selling) Coaching

• Organize and support training sessions and workshops for EI Europe sales teams, coordinating logistics remotely from India.
• Apply CFS principles (solution selling, valueu2011based selling, consultative selling) to coach top opportunities at risk across European countries, increasing win rates and customer credibility.
• Support ongoing capability development across diverse geographies, adapting content and support to local context.

4. Leading Improvement Projects for EI Europe

• Lead smallu2011scale improvement projects that address EI Europeu2019s priority areas (e.g., funnel conversion, forecast accuracy, sales efficiency, customer segmentation).
• Use structured problemu2011solving approaches, incorporating European market insights and business feedback.
• Ensure outcomes are standardized, documented, and scalable across different European clusters.

5. AIu2011Enabled Commercial Insights (Custom Requirement)

• Leverage AI tools to produce predictive insights for EI Europeu2019s sales teams, including:
  • Opportunity scoring and earlyu2011risk detection
  • Forecast accuracy improvement
  • Customer prioritization and segmentation
  • Nextu2011bestu2011action recommendations
• Partner with BI & Digital teams to embed AIu2011generated insights into the European sales cadence, dashboards, and performance reviews.

6. Commercial Analytics & Data Quality Enhancement

• Support maintenance of EI Europeu2019s commercial analytics models, dashboards, and reporting structures.
• Improve CRM data quality and usage across European sales teams through regular monitoring and structured reinforcement.
• Provide clear, datau2011driven insights to support decisionu2011making across markets and functions.

7. Monitoring, Reporting & European Stakeholder Communication

• Track progress of sales excellence initiatives across Europe, identifying impact, gaps, risks, and scalability potential.
• Provide regular updates to EI Europe Commercial & Sales Excellence Leadership, including country rollu2011ups and thematic insights.

8. Collaboration Across Markets & Functions

• Work closely with Sales Leaders, Commercial Operations, BI, Marketing, and Service Sales teams across Europe.
• Support harmonization of commercial processes across European markets while respecting local operational realities.
• Help resolve crossu2011market challenges by participating in collaborative working groups and knowledgeu2011sharing forums.

Qualifications & Experience

Required

• Bacheloru2019s degree in Business, Engineering, Analytics, or a related field
• 2u20135 years of experience in Sales Excellence, Sales Operations, Commercial Operations, or similar roles
• Strong analytical and problemu2011solving skills, including comfort with large datasets and commercial KPIs
• Experience supporting crossu2011regional teams (preferably Europe or multiu2011market environments)
• Experience with CRM platforms (Salesforce preferred) and reporting tools (Power BI, Qlik)
• Willingness to work in CET Time Zone shift.

Preferred

• Experience working in Healthcare IT, SaaS, or Enterprise Informatics
• Exposure to AI/ML tools used for commercial insights (forecasting, scoring models, segmentation)
• Experience participating in or leading improvement projects using Lean or structured transformation frameworks
• Understanding of European healthcare and digital health market dynamics (a plus but not required)

Competencies

• Analytical, AIu2011savvy & Insightu2011Driven
• Strong Communication & Remote Collaboration Skills
• Customeru2011Focused & Commercially Astute
• Process Discipline & Operational Excellence Mindset
• Influencing Skills across distributed teams
• Planning & Prioritization for multiu2011country support
• Problem Solving & Continuous Improvement

Why This Role Matters for Enterprise Informatics Europe

This role amplifies EI Europeu2019s ability to scale commercial excellence by providing centralized, highu2011quality Sales Excellence support from India. Through improved processes, AIu2011driven insights, structured capability building, and disciplined improvement initiatives, the role directly contributes to Europeu2019s growth, predictability, and sales execution strength.

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 companyu2019s facilities.
Field roles are most effectively done outside of the companyu2019s main facilities, generally at the customersu2019 or suppliersu2019 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.
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If youu2019re 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 .