Sales Enablement Lead
At a glance
Senior Revenue & Sales Operations role at Philips. Shanghai · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Observe customer visits and ride-alongs, then give frontline sellers immediate feedback on behaviors and deal progress
- Coach junior sellers on lead development, objections, value communication, follow-up, and closing habits
- Guide senior account sellers through solution sales, account planning, stakeholder access, tenders, negotiation, and major deals
- Help new hires handle early customer meetings, initial deals, and complicated tenders during their first months
- Create targeted coaching and improvement plans using capability gaps, field observations, objections, and competitive insights
What you bring
- At least ten years in sales, field training, sales management, or commercial coaching within healthcare-related industries
- A record of strong performance as a sales professional or field sales leader
- Practical strength in coaching sellers, managing opportunities, shaping accounts, selling on value, and improving performance
- Comfort traveling often and spending substantial time alongside frontline sales teams
- Influence, relationship-building, structured feedback, and the ability to coach without direct management authority
Who this fits
This role suits a senior sales coach who can work directly with frontline teams and influence sellers without managing them. You’ll need experience in healthcare, medical devices, pharmaceuticals, diagnostics, or consumables. Frequent travel and extensive field time are part of the job, with coaching priorities tied to regional sales leadership and business execution.
From the employer
Job Title
Sales Enablement LeadJob Description
Job Posting Description
You are responsible for
- Conduct regular field ride-alongs and customer visit observations to assess sales behaviors, customer engagement quality, and opportunity progression
- Provide real-time coaching and structured feedback to junior sales on sales lead incubation, objection handling, value communication, opportunity follow-up, and closing discipline
- Coach senior account sales on advanced solution selling, strategic account planning, stakeholder mapping, C-suite/department head engagement, complex tender strategy, value-based negotiation, and large opportunity conversion
- Support new sales hires during their first 3–6 months by coaching key customer visits, first deals, and complex tenders management
- Provide deal coaching for strategic accounts, complex service solution opportunities, competitive replacement projects, MVS-related opportunities, and high-value portfolio selling
- Identify capability gaps across different sales segments and work with sales leaders to design targeted coaching plans for new hires, low performers, and senior account sales
- Support low performers through structured improvement plans, regular coaching reviews, and clear performance expectations
- Capture field insights, customer objections, competitive intelligence, and capability gaps, and provide feedback to the Sales Enablement Lead to improve training content and sales tools
- Partner with regional sales leaders to ensure coaching priorities are aligned with business targets, funnel health, and execution cadence
To succeed in this role, you should have the following skills and experience：
- 10+ years of sales, field training, sales management, or commercial coaching experience in healthcare, medical device, pharmaceutical, diagnostics, or consumables industries
- Proven track record as a high-performing sales professional or field sales leader
- Strong capability in field coaching, opportunity management, account strategy, value selling, and performance improvement
- Ability to travel frequently and spend significant time in the field with frontline sales teams
- Strong interpersonal skills, influencing capability, structured feedback skills, and ability to coach sales representatives without direct line authority
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.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.
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