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Philips Senior Manager - Proposal and Contracting (Mississauga, Canada) in Markham, Ontario

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In this role, you have the opportunity to

Be primarily responsible to develop plans to exceed performance in Operational KPIs; drive productivity and growth through effective personnel planning/utilization, cross training plans, processes, and internal/external customer satisfaction; as well as identify gaps and deficiencies and build plans to address. This role identifies and executes on opportunities to achieve operational savings and drive top line growth.

You will be tasked to lead the Contracts team; the Proposal Centre, provide cross functional leadership, mitigate contractual risk and escalations for Health Systems Canada; establish and strengthen the partnership between Sales Support and the Sales Organization; proactively drive OIT, growth, transparency, compliance and accountability.

Also, as a leader for the contracts team, you will support Philips Canada Health Systems sales and service by establishing the standards and overseeing the review of legal terms and conditions for Philips Health Systems and Sales Canada, as well as market contracting needs, while aligning with General Counsel. You apply intimate and in depth knowledge of commercial contracting (operations, contractual risk management, project management, procurement, legal, revenue recognition principles, and the healthcare market) to provide innovative solutions, strategic guidance and recommendations, aligned with the Philips Management agenda.

Your duties also include supporting compliance audits, overseeing the various sales support processes & ensuring and implementing effective controls; working effectively with sales, order management, project managers and other functional groups to ensure efficiency and consistency in delivering to corporate goals.

Additionally, as a leader for the proposal centre, you lead a dynamic proposal team responsible for development of proposals in response to customer tenders for capital equipment, services and supplies while ensuring that the training tools, processes and management support are in place to allow the team to deliver customer satisfaction and proposal wins. You oversee the preparation of Commercial Offers for Customer (paper or electronic version) including alignment of non-standard terms with relevant stakeholders. You enable the development of strong customer relationships. You are responsible for the Contract Variation process, quarterly analysis of tender results (total amount of tenders found, total amount of tenders won. You drive engagement, and employee development on an ongoing basis as well as continuously increase quality standards.

As a Sales Support leader, you assist sales and executive leadership in understanding process bottlenecks and inconsistencies. Identify and lead improvement projects in line with business priorities. Regularly interact with executives and influence senior level leaders regarding matters of significance to the organization. You are viewed as an expert by the company and in the field; work on significant and unique issues where analysis of situations or data requires an evaluation of intangibles; exercise independent judgment in methods, techniques and evaluation criteria for obtaining results.

Sponsorship and/or relocation expenses are not available for this role. Candidates need to live within a commuting distance to Mississauga, Canada. This position supports a hybrid work environment – with a blend of onsite-office and work-from-home days.

You are responsible for (but not limited to)

  • Establishing and maintaining strong relationships with all senior level Sales, Marketing and Service Executives, as well as various other stakeholders across the organization.

  • Proactively identify opportunities for improvement across processes, and the organization, as well as optimizing resource utilization and team structure, and build plans to address

  • Share best practices and provide recommendations for improvements, lead implementation across organizational verticals

  • Leverage the capabilities of employees and create a work team environment that fosters common purpose and focuses on job satisfaction, customer focus, and increased productivity

  • Lead multi-disciplinary initiatives, directly managing 10 FTEs

  • Develop, coach, engage and inspire a team comprised of different level resources, including developing managers into leaders

  • Drive culture change, be a change agent, and support change management for both global and local initiatives

  • Maintain deep organizational knowledge and expertise regarding Philips’ internal processes/workings/structure; as well as knowledge of the processes (at a higher level) from the customer side

  • Use influence and strong internal relationships to catalyze results and ensure that the business delivers on its commitments

RFX related duties:

  • Provide framework required to manage First of a kind, highly complex bids, primary first to markets - in a project management manner.

  • Provide capture management expertise for strategic and/or LSP/Solutions opportunities

  • Capable to step in and redirect poor performing projects back on track

  • Experienced in ultra-complex bid management and running customer dialogues

  • Extensive Knowledge of proposal management including project management, writing, editing, content analysis, compliance matrix development, win theme and value proposition development

  • Act as an escalation for issues in the RFX process.

  • Provide guidance on assessment of escalated Proposal risks and develop mitigation strategies.

  • Bring learnings from RFX debriefs to the organization to find ways to improve on win-loss ratios.

Contracts:

  • Leads the development of new policies and procedures in the Contract Management, and Sales support domains

  • Driving issues and escalation resolution at the highest levels of the organization, through expertise in, and alignment with, various areas of the business

  • Serve as delegate to Head of Legal in conducting assessment, management, and approvals of contentious contractual items for the Health Systems Sales and Service portfolio

  • Expert knowledge of company products and contract management processes, procedures, and guidelines

  • Oversee and lead pre-litigation reviews, exposure assessments, and strategies to de-escalate potential litigation

  • Accelerate OIT & revenue recognition through identifying agile contracting solutions

  • Ensure executive visibility to contractual risks and delays to ensure appropriate adjustments to forecast are made and higher forecast accuracy is achieved

  • Drive efficiency in transparently prioritizing and organizing a deadline-driven environment, and align conflicting and constantly changing priorities to best meet organizational goals through daily management and by partnering with Leadership

  • Negotiating, persuading, and use strong conflict resolution skills, in contentious situations

  • Interpret, and effectively present complex commercial scenarios and mitigating strategies to C-level and executive audience

  • Supports compliance with the Due Diligence screening process

  • Ensure Contracts team complies with: (i) RFX terms and conditions; (ii) Philips Healthcare’s standard terms and conditions; (iii) pre-approved contract terms and conditions; (iv) directions from the Legal and Finance Department; and (v) applicable laws and regulations, global process (OCAP)

  • Assess and establish standards on Contract legal risks and develop mitigation strategies

  • Assist Philips Healthcare Sales and Service Organization with any contractual related questions, disputes, or other related matters

  • Initiates the required internal actions, monitor the progress and push for the deliverables

  • Frequently interacts with functional peer groups & leaders

  • Ability to gain cooperation of others

  • Involved in the development of guidelines, policies, and procedure

  • Works on complex issues where analysis of situations or data requires an in-depth knowledge of the company

  • Ensures output and schedules meet corporate requirements

  • Strong influence on achieving Business targets

Cross functional leadership:

  • Supports M&A integrations by leading terms & conditions review and alignment to market, by collaborating with various functional and business leaders to ensure all functional and business impact areas are considered & effectively integrated into model

  • Lead preparation and implementation of go-to-market model for new types of transactional arrangements (leasing, rentals etc.) by working with functional and business leaders to establish risk parameters and standard terms

  • Partnering with the market executive team to assess, implement, develop and communicate new/updated controls, frameworks, policies, metrics and limits

  • Effectively works with and manages different stakeholders from Businesses and Functions including higher management while successfully driving sensitive processes

  • Provides leading support to various Business and Functional representatives involved in Sales & Solutions selling

  • Improves transparency and compliance with various processes and organizational goals, via Daily Management and drives follow-up in the Market

  • Acts as an independent advisor and trusted business partner to Market Business and functional leaders

  • Coordinates and seeks alliances with internal Market, Business and Functional Representatives to obtain an optimal use of resources within the company

  • Developing professional expertise, to apply company policies and procedures to resolve a variety of issues

  • Enforcing & auditing adherence to organizational legal, commercial, and contracting; policies, frameworks, standards and guidelines through active engagement, guidance and counselling, across the organization

  • Participates in corporate development of methods, techniques and evaluation criteria for projects, programs, and people

You are a part of

The Sales Operations team and will likely be at the cutting edge of influencing strategic and tactical decisions by developing and implementing analytics and reporting to support the success of our businesses.

To succeed in this role, you should have the following skills and experience

  • Bilingualism (French/English) – preferred

  • Bachelor’s degree in an appropriate discipline (Business Administration and/or Law related fields preferred).

  • Knowledge and understanding of applicable laws (government procurement laws, privacy laws)

  • Knowledge and understanding of relevant accounting and finance policies

  • Familiar with Canadian Healthcare industry

  • Demonstrable experience with RFX, Proposal and Contract reviews and negotiations.

  • Excellent organizational, written, and verbal communication skills.

  • Time management, project management and lateral leadership skills critical.

  • Financial and legal risk analysis skills.

  • Training and coaching experience preferred

  • Minimum 10 years of Commercial experience and understanding within sales organizations

  • Proven abilities in taking responsibility for executing high quality deliverables according to strict timetables and be able to organize his/her job in an independent way

  • Leadership, strong personal responsibility, and cultural sensitivity

  • In depth professional expertise in complex commercial environment

  • Rigorous & analytical approach to create meaningful value

  • Excellent stakeholder management capabilities; experience acting as an agent of change within a complex sector

  • Possessing a business mindset, with sound business judgement, solutions-oriented, and legal affinity

In return, we offer you

We offer you a dynamic working environment in an innovative business, which offers you excellent opportunities to further develop and fully exploit your talents. This job comes with a competitive salary, excellent benefits, and up-to-date training, as well as learning and development opportunities through Philips University.

Canadian work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa.

Relocation is not available for this opportunity. Candidates need to live within the territory or within commuting distance to Mississauga, Canada.

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there, you can also learn about our recruitment process, or find answers to some of the frequently asked questions.

Philips Electronics Ltd is committed to treating all people in a way that allows them to maintain their dignity and independence. We welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Equal Employment and Opportunity Employer/Disabled/Veteran

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