District Modality Sales Leader, Diagnostic X-ray (Pacific Northwest)
Philips
Summary
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.
Job description
Territory: WA/OR/ID/MT/ND/SD/NE. Preferred location: Portland OR, Spokane WA, Boise ID, and/or Billings, MT.
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.
Requirements
- 3+ years of experience in medical capital equipment sales or clinical technology leadership in diagnostic imaging
- Demonstrated DXR expertise (preferred but not required)
- Experience includes long-cycle, matrixed team selling and a record of meeting or exceeding quota
- Skills include translating clinical and technical knowledge into customer value
- Coaching and influencing cross-functional peers without direct authority
- Using Salesforce and Power BI for pipeline management, forecasting, and performance analysis
- Bachelor's degree in Business, Marketing, Sales, Clinical or Health Sciences, or a related field, or equivalent experience
- Self-directed, accountable commercial leader who communicates effectively with customers and internal stakeholders
- Maintains a clean driving record
- Willing to travel approximately 60-70% within the assigned district
- Preferred: 5+ years in healthcare capital equipment sales
- Preferred: established relationships in radiology, cardiology, or orthopedics
- Preferred: familiarity with structured sales methodologies such as Strategic Selling, SPIN Selling, or Miller-Heiman
- Must be able to successfully perform the minimum Physical, Cognitive and Environmental job requirements with or without accommodation for this Sales position
Benefits
- Paid Time Off
- 401(k) up to 7% match
- HSA with company contribution
- Stock purchase plan
- Education reimbursement
- Company fleet car
Company overview
Koninklijke Philips N.V., commonly known as Philips, is a Dutch multinational health technology company that has evolved from its origins as a consumer electronics conglomerate into a leading global healthcare solutions provider. Founded in 1891 in Eindhoven, Netherlands, Philips has transformed its business focus since the 2010s to concentrate exclusively on health technology. The company operates through three main divisions: Diagnosis and Treatment, which manufactures advanced medical imaging equipment including MRI, CT, and ultrasound scanners; Connected Care, specializing in patient monitoring systems and respiratory care products under the Respironics brand; and Personal Health, producing consumer healthcare products like electric shavers, Sonicare toothbrushes, and Avent childcare items. With 68,419 employees worldwide and annual revenues of €18.02 billion (2024), Philips maintains its global headquarters in Amsterdam while operating manufacturing, R&D, and sales facilities across 26 countries. The company has strategically divested its consumer electronics, lighting, and home appliance businesses to become a pure-play health technology organization, positioning itself at the forefront of medical innovation and digital healthcare solutions.