Enterprise Go-to-Market Strategy Leader – ESS

The Enterprise Go-to-Market (GTM) Strategy Leader for Enterprise Strategic Solutions (ESS) serves as the enterprise GTM architect, shaping how Philips engages, prices, resources, and grows its largest and most complex customers across IDN, GPO, Government, and Services.

This role translates the Strategic Plan of Record (SPOR) into an integrated, multi-year GTM strategy and roadmap aligned to the ESS operating model and end-to-end customer experience, in close partnership with the NAM Leadership Team, business leaders, and enabling functions.

Success is measured through improved enterprise customer experience, increased organizational productivity, and sustainable, profitable growth.

Core focus areas include:

Designing enterprise GTM architecture across segmentation, coverage, roles, incentive alignment to strategy, and lifecycle engagement.

Embedding end-to-end customer experience and value realization into GTM strategy and execution

Defining leading GTM indicators to assess coverage effectiveness, engagement quality, and growth outcomes

• Serve as the enterprise GTM strategy owner for ESS, aligned to the ESS operating model and “One Philips” enterprise selling approach.
• Translate SPOR into a multi-year GTM roadmap defining where and how ESS competes.
• Ensure alignment across strategy, customer engagement, execution, and value realization.
• Territory, Coverage & Role Architecture.
• Lead enterprise territory and coverage design.
• Define leading indicators to optimize sales deployment and enterprise customer engagement.

Customer Experience & Lifecycle Engagement

• Own the end-to-end customer and sales engagement framework, from account strategy and executive engagement through delivery, adoption, and lifecycle value.
• Ensure GTM strategies deliver consistent, differentiated enterprise experiences across customer segments.
• Partner with Services and Solutions teams to integrate post-sale experience and value realization.

Commercial Strategy, Pricing & Growth Levers

• Design and deploy enterprise commercial growth levers.
• Own enterprise commercial architecture.
• Incentives, Compensation & Economic Alignment.
• Architect enterprise incentive and compensation strategies aligned to GTM priorities and desired behaviors.
• Ensure incentives reinforce enterprise selling, cross-BU collaboration, customer experience outcomes, and long-term value creation.

Salesforce, Data & GTM Enablement

• Define strategic Salesforce GTM use cases as the backbone for enterprise account activation and engagement orchestration.
• Establish data-driven GTM decision frameworks to inform coverage, investment, and growth priorities.
• Partner with Operations and IT to ensure governance enables strategy.

Cross-Functional Leadership & Change

• Drive horizontal alignment across all businesses.
• Operate as an enterprise individual contributor, leading through influence, facilitation, and structured decision frameworks. Will develop a team over time..
• Lead multi-function change management tied to GTM transformation and role evolution.

Growth Programs, NPI & M&A Integration

• Lead enterprise growth initiatives across the ESS/HSS portfolio ($1B+ opportunity scope).
• Own GTM integration for NPI and M&A, embedding new capabilities into coverage, pricing, incentives, and customer engagement models.

You're the right fit if:

• You have a  Bachelor's or Master's Degree
• 10+ years in enterprise GTM strategy, sales leadership, sales operations, or commercial strategy
• 10+ years in HealthTech or complex B2B environments
• Proven success designing and deploying enterprise GTM, coverage, and incentive models
• Strong track record leading matrixed, cross-functional transformations
• Expert analytical capabilities across productivity, commercial economics, and performance metrics
• Executive presence with the ability to influence across all organizational levels
• Consulting mindset with strong facilitation, storytelling, and decision-framing skills
• Ability to translate strategy into scalable, executable models

How we work together

This is a field role.  Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

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.

• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.
• Learn more about our culture.

Philips Transparency Details

Total Target Earnings is composed of base salary + target incentive. At 85%-120% performance achievement, the Target Earning potential is $325,000 to $456,000 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 .

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.