Job Title
District Modality Sales Leader, Diagnostic X-ray (Great Lakes)
Job Description
District Modality Sales Leader, Diagnostic X-ray (Great Lakes)
The District Modality Sales Leader (DML) for Diagnostic X-ray (DXR) is the knowledge expert on DXR product sales and positioning across the assigned district. Operating as a franchise owner, the DML drives modality strategy, provides deep clinical and technical expertise across all accounts in the territory, and develops individualized plans for each Imaging Account Manager (IAM) to maximize market visibility, share, and revenue growth. This role requires exceptional ability to lead, influence, and hold cross-functional peers accountable without direct management authority.
Territory: IN/MI/OH/WV/Western PA. Preferred location: Cleveland OH, Indianapolis IN, and Detroit MI.
Your role:
- Own the district DXR business strategy and tailored territory plans for each Imaging Account Manager (IAM), prioritizing white space, competitive displacement, and strategic Integrated Delivery Network (IDN) opportunities. Use win/loss trends, visibility rates, and pipeline health to improve commercial execution.
- Partner with District Sales Leaders and account teams to shape account plans, negotiations, and complex multi-stakeholder pursuits. Lead through influence, using clear data, peer accountability, and shared success to advance district priorities.
- Coach IAMs and Account Executives on DXR clinical knowledge, competitive positioning, and deal strategy through joint customer calls, pipeline reviews, and in-field support. Strengthen customer presentations with credible clinical and technical expertise.
- Direct Clinical Product Specialists, mobile demonstration assets, and clinical application resources toward high-value opportunities. Support request-for-proposal strategy and quotation development with accurate technical product input.
- Build Philips DXR market presence through reference-site visits, clinical workshops, executive business-case presentations, and relevant industry events. Monitor competitor activity and partner with Marketing and sales leadership on actionable market intelligence, tools, and campaigns.
- Maintain disciplined Salesforce records, forecasting, and documentation to support resource allocation and continuous improvement. Ensure sales activities follow Philips policies and applicable regulatory requirements; approximately 60-70% travel within the district is expected.
You're the right fit if:
- You've acquired 3+ years of experience in medical capital equipment sales or clinical technology leadership in diagnostic imaging, with demonstrated DXR expertise (preferred but not required). Experience includes long-cycle, matrixed team selling and a record of meeting or exceeding quota.
- Your skills include translating clinical and technical knowledge into customer value; coaching and influencing cross-functional peers without direct authority; and using Salesforce and Power BI for pipeline management, forecasting, and performance analysis.
- You have a Bachelor's degree in Business, Marketing, Sales, Clinical or Health Sciences, or a related field, or equivalent experience.
- You're a self-directed, accountable commercial leader who communicates effectively with customers and internal stakeholders, maintains a clean driving record, and is willing to travel approximately 60-70% within the assigned district.
- Preferred: 5+ years in healthcare capital equipment sales, established relationships in radiology, cardiology, or orthopedics, and familiarity with structured sales methodologies such as Strategic Selling, SPIN Selling, or Miller-Heiman.
- You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this Sales position.
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 company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.
This is a FIELD based role. Must be willing to travel 60%+
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 improve the lives of others.
Philips Transparency Details
Total Target Earnings is composed of base salary + target incentive. At 85% to 120% performance achievement, the Target Earning potential is $191,250.00 to $250,000 annually, plus company fleet/car. Total compensation may be higher or lower dependent upon individual performance.
Target Earnings pay is only one component of the Philips Total Rewards compensation package, which includes a generous PTO, 401k (up to 7% match), HSA (with company contribution), stock purchase plan, education reimbursement and much more. Details about our benefits can be found here.
Additional Information
US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa, now or in the future.
Company relocation benefits will not be provided for this position.
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This requisition is expected to stay active for 45 days but may close earlier if a successful candidate is selected or business necessity dictates. Interested candidates are encouraged to apply as soon as possible to ensure consideration.
Philips is an Equal Employment and Opportunity Employer including Disability/Vets and maintains a drug-free workplace.