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Philips Sales, Field Specialist- DSO (CST/EST) in United States of America - Home Based, Massachusetts


Effective Wednesday, December 8, 2021, all U.S.-based employees are required to be fully vaccinated against COVID as a condition of employment at Philips. Employees with a sincerely held religious belief and/or disability impacting their ability to obtain the COVID vaccine can request a reasonable accommodation.

If you are a Colorado resident and this role is a field-based or remote role, you may be eligible to receive additional information about the compensation and benefits for this role, which we will provide upon request. You may c ontact 888-367-7223, option 5, for assistance.

Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.

But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common: An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions – the kind that make a real difference – when it matters most.

The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.

In this role, you have the opportunity to make life better

Looking at the challenges the world is facing today, Philips’ purpose has never been more relevant. So, whatever your role, if you share our passion for helping others, you’ll be working towards creating a better and fairer future for all.

This role is responsible for identifying business opportunities and cultivating DSO field expertise in the FSR team. Will align with geographic Regions and National Account Managers to train, coach and implement plans to increase office level acceptance and sell thru of products. Attend regional meetings and trainings. Field-based position working with multiple sales representatives and all National Account Managers to train and to accelerate sales growth with FSRs from new and existing customers. Serves as a subject matter expert for the DSO customer base communicating best practices to influence at the office and Regional level for DSO.

We are hiring two Field Specialists; ideally, one on EST and the other on PST. Both roles are open nationally.

You are responsible for

  • Develop co-travel/coaching protocols to elevate the FSR DSO in office expertise, execution, and production.

  • Identify and manage at least 5 priority Mid-Market accounts

  • Responsible for implementing distinct protocols and initiatives under the direction of the Director of Corporate Accounts and Director of Operations.

  • Facilitate consistent co-travels and meetings with FSRs and key local DSO offices to ensure customer needs are met.

  • Investigate, analyze, and make recommendations for business opportunities by leveraging available Philips’s data to direct FSR DSO office visits to drive volume.

  • Raise awareness of the Philips Oral Care product portfolio by attending regional mtgs for top DSO’s.

  • Support FSRs to effectively launch new products in Corporate Accounts (dental group practices).

  • Perform monthly Business Updates with Philips Regional Managers to highlight DSO coverage and volume gaps

  • Assist territory representatives with the execution of specific account strategies at a local level.

  • Collaborate with other departments through matrixed relationships to identify and capitalize on opportunities and ensure optimization of resources.

  • Maintain an outstanding level of market, customer, distribution, and product knowledge necessary to accomplish sales and marketing objectives.

  • Work in the field with representatives and/or other duties 5 days each week.

  • Based on observations while in the field, provide feedback and discuss coaching opportunities with Regional Management team

  • Utilize Philips clinical information and office training to increase product usage by existing customers

  • Effectively translate consultative practice building techniques and in-office merchandising into dental office implementation

  • Collaborate with Regional Management/NAM team to provide detailed feedback and as well as additional training to help overcome DSO execution deficiencies.

  • Partners with Training to create and implement DSO sales training programs that supports the sales objectives of the company.

  • Responsible for the delivery and comprehension of new hire training on DSO for field sales reps located throughout the US.

  • Gather best practices from members of the field and regularly communicate to the broader audience

  • Provide input to the response to materials and the needs for new sales collateral for FSRs to be effective with DSO offices.

  • Communicate product and clinical trends verbalized to the marketing team

  • Complete all administrative duties as per company policy

  • Manage all business travel expenses responsibly

  • Perform other related duties as assigned


  • DSO field experience minimum of 5 years

  • Exposure to DSO and MM headquarter management

  • Willingness to be in the field 4 days per week

  • Experience training field sales representatives, coaching and providing feedback on performance

You are part of

Koninklijke Philips N.V. is a Dutch multinational conglomerate corporation that was founded in Eindhoven in 1891. Since 1997, it has been mostly headquartered in Amsterdam, though the Benelux headquarters is still in Eindhoven. Philips was formerly one of the largest electronics companies in the world, currently focused on the area of health technology, with other divisions being divested.

To succeed in this role, you’ll need a customer-first attitude and the following

  • Proficient in Microsoft Office products: Outlook, Word, PowerPoint, MapPoint & Excel

  • Excellent written and oral communication skills

  • Skill in coaching and in field training

  • Skill in facilitation and presentation

  • Strong analytical skills

  • Strong organizational skills and extremely detail-oriented

  • Skill in project management and ability to multi-task and prioritize frequently changing needs

  • Ability to manage multiple projects and work with a variety of other disciplines both inside and outside the organization

  • Ability to demonstrate good judgment and discretion

  • Work as a team player with employees at all levels

  • Ability to take initiative in the absence of precise direction

  • Ability to work with multiple interruptions and tight deadlines

  • Ability to work independently

  • Sensitive to confidential information

Education & Experience

  • Bachelor’s degree

  • Experience in training an Outside Sales Force, experience required

  • Prior dental industry experience, required

  • Prior DSO/MM field experience, required

Working Conditions

  • Works remotely

  • Travel up to 75% of the time

US work authorization is a precondition of employment. The company will not consider candidates who require sponsorship for a work-authorized visa.

How we work at Philips

Our newly adopted hybrid work concept fuses flexibility with collaboration to deliver great outcomes for our people and our customers. We are embracing an approach wherein we spend more time together than apart – which for full-time employees translates to an average of at least 3 days working from the office and up to 2 days from home – for our hybrid roles.​

Hybrid work flexibility means people can meet the changing demands of work and home in the most balanced, productive, and healthy way.

Our hybrid working model is defined in 3 ways:​

We believe in the importance of impactful collaboration: There's a certain energy when everyone’s in the same room that can heighten idea generation and creative friction needed for problem-solving.

We embrace flexibility: Choosing where, when, and how to work can vary according to task and team schedules. Flexibility isn’t office or online, it means choosing the space that works best for you, your teams, and our customers on a case-by-case basis. ​

We want to be at our best: The way we work, and our workspaces are designed to support our well-being, offer career advancement opportunities, and enable us to be at our best. ​

Why should you join Philips?

Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.

Visit our careers website to explore what it’s like working at Philips, read stories from our employee blog, find information about our recruitment process and answers to some frequently asked questions.

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