ESS National IDN Leader

Overview

The ESS National IDN Leader is accountable for national ownership of Philips’ most complex and strategic Integrated Delivery Network (IDN) customers in the United States. This role drives enterprise account strategy, executive engagement, and commercial performance to deliver sustainable revenue growth, margin discipline, and long-term partnership value  position ensures the national account structure, talent model, operating rigor, and governance required to deliver consistent, enterprise-level outcomes across Philips’ portfolio.

Reporting to the Head of Enterprise Strategic Solutions, North America, the ESS National IDN Leader owns national IDN performance and enterprise relationship management. This leader manages a team of Enterprise Client Executives (ECEs) supporting Philips’ most strategic health systems and serves as a core member of the North America Sales Leadership Team. The role carries enterprise-wide accountability for national results, executive alignment, and deal governance across the IDN portfolio.

Enterprise Account Ownership (Results & People Leadership)

• Own national performance, outcomes, and executive alignment for Philips’ most complex IDN relationships.
• Lead, coach, and develop a high-performing team of Enterprise Client Executives (ECEs).
• Hold accountability for forecast accuracy, performance management, and delivery against revenue and margin commitments.

National IDN Strategy (Planning & Execution)

Define and execute national account strategies aligned to IDN system priorities and enterprise decision-making structures. Translate strategy into disciplined account plans, opportunity prioritization, and execution roadmaps. Ensure consistent operating rigor across pipeline management, forecasting, and performance tracking.

Enterprise Portfolio Orchestration

• Orchestrate Philips’ end-to-end enterprise portfolio—modalities, services, digital, and solutions—into cohesive, system-level offerings.
• Align solutions to customer clinical, operational, and financial priorities.
• Executive Engagement
• Build and sustain trusted relationships with IDN CEOs, CFOs, CIOs, CMOs, and senior clinical leaders.
• Position Philips as a strategic enterprise partner across the health system lifecycle.

Commercial Excellence & Deal Governance

• Drive revenue growth, margin performance, and portfolio penetration across national accounts.
• Serve as executive sponsor and escalation owner for complex, high-value, and multi-year enterprise agreements.
• Own national contracting and enterprise pricing strategies within approved governance frameworks.

Operating Model & GTM Leadership

• Establish and optimize national sales processes including account planning, contracting, pricing governance, compensation alignment, forecasting, budgeting, and KPI management.
• Partner with enterprise strategy, operations, and business leadership to shape coverage models, governance, and decision rights.

Cross-Functional Leadership

• Partner with business units, finance, marketing, legal, operations, and customer success to deliver integrated enterprise solutions.
• Market Insight, Compliance & Transformation
• Maintain deep understanding of national IDN market dynamics and competitive landscape.
• Ensure adherence to Philips business processes, quality standards, and regulatory requirements.
• Lead GTM and operating model transformation as Philips scales enterprise execution.

You re the right fit if:

• You have a Bachelor s or Master s Degree
• 15+ years of senior sales leadership experience, preferably in enterprise or national account models.
• Proven success leading large, complex healthcare sales organizations with national scope.
• Demonstrated ability to sell and scale enterprise healthcare solutions across devices, imaging, services, software, and digital health.
• Strong executive presence with a track record of C-suite engagement.
• Experience developing and executing national account strategies that meet or exceed revenue, margin, and growth targets.
• Proven ability to lead, coach, and develop senior enterprise sales talent and succession pipelines.
• Demonstrated success influencing across matrixed organizations and multiple business…