Enterprise Strategic Solutions Onboarding Guide
Welcome We're thrilled to have you join us at Philips. Your skills, enthusiasm, and fresh perspective are exactly what we need to keep moving forward, and we’re excited to see the impact you’ll make. This guide is designed to help you navigate your first 60 days with us. It's your roadmap, outlining key milestones, important resources, and everything you need to get up to speed quickly. Whether it's understanding our culture, mastering new tools, or meeting your teammates, this guide will provide clear steps to help you settle in smoothly and start contributing effectively. Think of this as your companion for the next two months. You’ll find everything from day-to-day expectations to long-term goals, ensuring you’re equipped with the knowledge and support to thrive here.
Remember, this is just the beginning of your journey with us, and we’re here to help you every step of the way.
At Philips, we are striving to make the world healthier and more sustainable through innovation, with the goal of improving the lives of 2.5 billion people a year by 2030.
This includes improving access to care in underserved communities for 400 million people a year.
A Focused Journey
We view onboarding as a 60-day focused journey designed to immerse our enterprise sellers into the organization. During your initial days, you will be invited to join a global onboarding call. Then emphasis will focus on helping you Navigate Philips , understand the Solution Ecosystem and manage your Account Community . ensuring you are well- equipped to effectively manage your business.
The following icons will also help you visualize where you are in your journey.
Welcome Onboarding
Navigating Philips
Solution Ecosystem
Account Community
As you become more proficient in your role and desire ongoing development, initiatives and programs are continuously developed for professional development.
Ongoing Development
Tip for using this guide
• Many aspects of this guide are interactive will allow you to quickly navigate around the guide itself or to external sites.
• This guide will continue to be updated, so check back often for updates
• Reach out with questions and comment
Welcome to Philips - Virtual Onboarding
New Employee Onboarding - Scheduled by Global HR • Look for the Global Onboarding Invite. Accept it and attend the virtual meeting. • 2.5-hour virtual session covering essential organizational topics. • Overview of financials and Business Unit functions. • Introduction to company acronyms for internal communication. • Insights from the CMO on global healthcare trends. • Perspective from an Executive Leader on corporate culture.
ESS Onboarding & Ecosystem Education
Enterprise Onboarding & Ecosystem Education Overview • Introduction to various business segments structured by specialties ("Ologies").
• Cardiology: Devices like C-Arms, informatics solutions and more. • Radiology: ROCC, PACS, DI systems, and Oncology integration. • Monitoring: Care pathways and patient monitoring.
• Introduction to key players, rosters, messaging strategies, and value propositions. • Focus on holistic understanding of business operations and individual roles. • Understanding of enterprise seller role, expectations, programs and policies. • Building your Account Business Plan, Activation Plan and more. • Knowledge of contracting, pricing, rebates, internal processes and client partnerships.
Ongoing Development
Ongoing Development • Taking advantage of all the tools, resources and education offerings Philips provides • Making time and building a regular cadence for your ongoing professional development. • Staying curious.
Onboarding
Tools/Resources
Tools our most successful ECE’s often use
Asset
Purpose
A tool empowers Philips teams to drive customer engagement and showcase our commitment to impactful partnerships.
Social Daily
LinkedIn Sales Navigator is a sales tool that helps professionals find, connect, and build relationships with potential clients and leads on LinkedIn.
LinkedIn Sales Navigator
Philips Sales Enablement platform to leverage and where all portfolio resources can be found. Email Julie Ross directly for Seismic access and orientation training (Julie.ross@philips.com)
Seismic
Definitive Healthcare provides healthcare data and analytics to help businesses identify market opportunities and improve strategies
Definitive Healthcare
Power BI is a Microsoft business analytics tool that enables users to visualize data, share insights, and make data-driven decisions.
Power BI
All enterprise sellers use an Area Business Plan to set strategy, document contract agreement and specify BU alignment.
ABP
Philips Wiki - Philips Acronyms - All Items
Checkpoint
Review the following checkpoint with your people leader or zone admin
• I have my computer • I have my cell phone • I know how to connect with IT to set up my VPN phone (844)-719-7044 • I have enrolled into my benefits • I have access to Workday • I have access to SFDC • My corporate AMEX, Business cards, Photo Badge have been ordered • My fleet car has been ordered and I have reviewed fleet policy and mileage submission
• I have started my compliance modules • Request invitation to BU weekly meetings • I have been added to appropriate distribution lists
• I received Seismic access, loggedand completed the “Navigating Seismic” lesson • My Enterprise Seller Performance Partner / Mentor has been assigned to me • I know to use the Philips Wiki - Philips Acronyms - All Items to find quick answers
Key Resources 2026
Ongoing investment is made to help your deals. Programs, initiatives and enterprise licensing should be utilized for industry best practices, access to subject matter experts and quick to find content tailored to support your selling approach.
Advisory Board
SAMA
HMA
SAMA is a best-in-class strategic account management society. See page 15 on how to enroll and take advantage of our membership and its education library.
Stay abreast of top industry and market knowledge. Email Kara Diamond on how to access and take immediate advantage of our Advisory Board membership (kara.diamond@philips.com).
Gain access to insights, knowledge, webinars and forums related to C-Suite. Email Kara Diamond for access (kara.diamond@philips.com).
Executive Sponsorship Program
Challenger
Seismic
Challenger selling is a sales approach where the seller takes control of the conversation by teaching the customer new insights, tailoring solutions to their needs, and assertively challenging their thinking to drive change. More information can be found on our ESS Beacon.
Seismic and Seismic Learning drive growth by centralizing content, personalizing sales, accelerating onboarding, fostering continuous learning, and ensuring compliance. Email Julie.ross@philips.com for access and training.
The 2026 executive sponsorship program looks to support executive sellers by connecting key accts with senior leaders who provide strategic guidance, access to key decision- makers, and internal advocacy. Refer to your Performance Partner, Leader or Mentor for information.
Using a curated list of healthcare research resources, such as Definitive Healthcare, Leapfrog, and MarketWatch, can significantly enhance customer engagement by providing data-driven insights and industry trends. These resources allow you to understand hospital performance, patient satisfaction, and market dynamics, enabling more personalized and informed interactions with clients. Sign up for each resource below so that you’re up to date, insightful and prepared to have a high-level discussion with your clients. Key Resources 2026 Continued
C-Suite Research Resource Center
Own Your Journey
Philips holds global sessions designed to empower you to take charge of your career. The initiative is known as “Own Your Career” Days. Check it out
Other Links To BookMark
Philips Benefits
HCA SharePoint
People Portal
Employee Store
Workday
Logging PTO
Diversity, Inclusion and Well- Being Intranet
401-K
ESS Professional Development To maximize your professional development time, below are educational offerings and resources. Each is a suggestion vs. required learning and categorized by business, financial or industry topics. Leverage this time as an investment to build your knowledge base and drive success in your role.
LinkedIn Learning
Winning in Business
• Selling to the C-Suite / Who is Today’s C-Suite
• 4 Levels of Value Creation
• Curiosity As A Skill
• Strategic Negotiation - Managing Intentionality
Industry
• Data Science of Healthcare, Medicine & Public Health
• Cyber Organizations in Healthcare
• IoT of Healthcare
• Data Management Systems
• Health Suite & Digital Technologies Awareness – Foundation
Financial
• Finance Foundations
• Understanding Basic Financial Statements
• Reading Corporate Financial Statements
• Corporate Financial Statement Analysis
• Foundations of Cash Flow
ESS Professional Development To watch the Advisory Board webinar recordings, you will need to click the button that says, “Still haven’t registered?” to submit your information, enter your verification code and access the webinar.
The Advisory Board
Winning in Business
• Understand Your Customer: Health Plans 101 (Recording, Slides)
Industry
• Medicare Advantage: 4 Tactics for Sustainable Growth (Recording, Slides)
• How Health Systems Are Preparing for the Future of Surgery (Recording, Slides)
• The Future of Cancer Care – And How to Prepare (Recording, Slides)
• Employer-Sponsored Insurance: Market Trends and Major Players (Recording, Slides)
• Forecast: Which Services Will Grow (or Slow) in the Next 5 Years? (Recording, Slides)
• Medicare Advantage: Policy Changes, Competition, and Complexity (Recording, Slides)
• Why artificial intelligence matters in healthcare (Recording, Slides)
Financial
• Finance Foundations
• Understanding Basic Financial Statements
• Reading Corporate Financial Statements
• Corporate Financial Statement Analysis
• Foundations of Cash Flow
ESS Professional Development
Health Management Academy
Winning in Business
• COO Forum Debrief (Recording, Slides)
• CIO Inside Track
Industry
• Leading Health Systems in 2024 with an AI Strategy (Recording, Slides)
Financial
• The Change Healthcare outage significantly impacted hospitals' finances, with
94% reporting financial strain and 44% expecting revenue dips for months
• CFO Forum Debrief (Recording, Slides)
• The Numbers Behind the Numbers
ESS Professional Development
Winning in Business
• Prep and practice for a client or BU meeting, discussion or presentation
• Research client business insights to build Challenger dialogues
• Prep for a Strategic Account Review and/or review the post meeting document
w/recording
• Refine the Anatomy of a Deal tool and practice your tool pitch
• Build and prep for a client Quarterly and/or Annual Business Review
Industry
• Research client industry insights to build Challenger dialogues
• Data mine industry reports, research, and publications
• Investigate healthcare trends and hot topics
• Learn about commercial and gov’t insurance as well as their impact
• Explore shifts in healthcare, disease state and care site impacts the market
Financial
• Research client financial insights to build Challenger dialogues
• Listen to a client earnings call or review an earnings report
• Calculate a client’s financial risk or loss by staying with the status quo
• Data mine within Definitive Healthcare
• Partner with PMC to further build a client’s enterprise financial health picture
• Prep and practice incorporating financial language into your client discussions
Strategic Account Management Association - SAMA The ESS team understands the importance of utilizing the SAMA (strategic account manager) competencies and skills as a crucial foundation and approach to managing key customer relationships that drive the business forward. These competencies encompass a blend of strategic thinking, relationship management and sales acumen which will enable you to align the organizations solution ecosystem with the customer needs. Mastering these skills ensures that you can effectively navigate complex accounts, foster trust, and position yourself as an advisor with your internal and external team.
The ESS Leadership team has made the investment for you to access valuable resources. Once you create an account, you will be able to explore the SAMA training library.
Create an Account Now
Healthful Information
Philips' partnership with Health Advocate promotes a proactive approach to healthy living through a comprehensive wellness support program. This initiative provides individuals with personalized health resources, including guidance on nutrition, fitness, stress management, and preventative care. Health Advocate’s team of health professionals works alongside Philips to offer coaching, wellness check-ins, and health risk assessments, empowering participants to make informed lifestyle changes. Together, Philips and Health Advocate aim to enhance overall well-being and make health goals more achievable by offering tailored, practical support that addresses both physical and mental health. Take advantage of this program and earn $400 Health Advocate Starting in 2025, Capital Rx for prescriptions drug coverage is covered under the BCBS and UPMC medical plans. Capital Rx has a robust network of over 60,000 pharmacies, and their model allows for more transparency to our employees and families. In addition, maintenance medications can be filled at any network. Capital Rx partners with Optum Home Delivery for mail order Rx and Optum Specialty Pharmacy for specialty drugs. Visit app.cap-rx.com/register for more information. Capital Rx Don’t forget to take advantage of the Philips Fitness Reimbursement Program, which offers up to $240 in reimbursement for a number of fitness related expenses. Visit the Well-Being tab on the Philips Benefits Center for additional information. Fitness Reimbursement Program Hinge Health : Musculoskeletal program (BCBS members only) Omada: Prevention, Diabetes and Hypertension programs (BCBS and UPMC members only) Pelago: Substance treatment program (BCBS or UPMC members only) Cylinder: Digestive health (BCBS or UPMC members only) Galleria: Early detection cancer screening program (eligible member enrolled in a Philips medical plan Healthy Lifestyle Programs
Welcome to the Team
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