Director, Enterprise Strategic Account Management Programs

Philips • Washington, Washington • 2h ago

The Director of Enterprise Strategic Account Management (ESAM) Programs is a senior strategic leader responsible for designing, implementing, and governing enterprise-wide account management programs and frameworks. This role ensures predictable execution with agility, enabling scalable, standardized approaches to enterprise selling across Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), Government, and other strategic customer segments.

The leader will oversee the development and execution of programs such as Account Planning, Executive Sponsorship, Pricing and Rebate Strategy, and Customer Engagement Process (CEP), while building the tools, processes, and governance needed to improve effectiveness and accelerate growth across Enterprise Strategic Solutions (ESS).

Your role:

Define and own the ESAM strategy, governance, and operating model - establish an ESAM Program Office/COE with ESPP and Enterprise Strategy to standardize practices, align to corporate priorities, and drive account segmentation, tiering, and prioritization for strategic focus.

Design and lead the Customer Engagement Process (CEP) from discovery through impact measurement, sponsoring pilots and Early Experience Teams to test and scale innovative approaches.

Build and deploy enabling assets - account planning tools, solution repositories, insights platforms, rebate/incentive program management (with Finance/Legal), and ABM/solution menus with Marketing to improve seller effectiveness.

Align and orchestrate cross-functional teams (Sales, Marketing, Finance, Service) and advise ESS leadership, championing change management, communications, and communities of practice to embed ESAM disciplines.

Define ESAM role competencies and learning journeys with Enterprise Education & Enablement, continuously improve via feedback and best practices, and track value with balanced scorecards/dashboards and transparent program reporting.

You're the right fit if:

10+ years in commercial strategy, enterprise sales, or program management within healthcare, pharma, or medtech.

Bachelor's degree required.

Proven track record designing and scaling enterprise-wide account management and customer engagement programs, with strong business acumen and deep familiarity with healthcare ecosystems (IDNs, payers, health systems, GPOs, government) to drive strategic outcomes.

Expertise in operating model design, program governance, and cross-functional leadership, combined with practical experience in CRM, analytics, and account-planning technologies to accelerate digital adoption and measurable value.

You must be able to successfully perform the following minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this 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.

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.

Learn more about our culture.

Philips Transparency Details

The pay ranges for this position are:

$145,000.00 to $290,000.00 (AZ, AR, ID, IA, KS, KY, LA, ME, MS, MO, NE, NM, OK, SC, SD, TN, UT, or WV)

$145,000.00 to $290,000.00(AL, CO, FL, GA, HI, IL, IN, MI, MN, NV, NH, NC, ND, OH, OR, PA, TX, VT, VA, WI, or WY)

$145,000.00 to $290,000.00 (AK, DE, MD, NY, RI, or WA)

$145,000.00 to $290,000.00 (CA, CT, DC, MA, or NJ)

The actual base pay offered may vary within the posted ranges depending on multiple factors including job-related knowledge/skills, experience, business needs, geographical location, and internal equity.

In addition, other compensation, such as an annual incentive bonus, sales commission or long-term incentives may be offered. Employees are eligible to participate in our comprehensive Philips Total Rewards benefits program, 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.

At Philips, it is not typical for an individual to be hired at or near the top end of the range for their role and compensation decisions are dependent upon the facts and circumstances of each case.

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.

It is the policy of Philips to provide equal employment and advancement opportunities to all colleagues and applicants for employment without regard to race, color, ethnicity, religion, gender, pregnancy/childbirth, age, national origin, sexual orientation, gender identity or expression, disability or perceived disability, genetic information, citizenship, veteran or military status or a person's relationship or association with a protected veteran, including spouses and other family members, marital or domestic partner status, or any other category protected by federal, state and/or local laws.

As an equal opportunity employer, Philips is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.

Equal Employment and Opportunity Employer/Disabled/Veteran

Philips

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