Philips Global Key Account Manager in Amsterdam, Netherlands

The Global Key Account Manager (GKA) maintains/expands business relationships with strategically important large, global customers. The GKA represents Philips towards the regional or global account and internally represents the key account.

With a solid, in depth knowledge and understanding of his customers, the GKA elaborates and leads the account strategy execution. The GKA effectively coordinates the relevant Markets & BG efforts to deliver the business growth and profitability plans plus assigned strategic account objectives.

He is accountable for building/delivering unique customer value maximizing ST & LT business potential & opportunities within the account.

The Strategic Account Manager is located in Europe and reports to M2O leader at SRC.

Key Areas of responsibility

Establishes productive, credible, professional relationships with key stakeholders in assigned customer accounts - Support development of strong multi-layer relationship from C-Suite to Regional/local level – Be regarded as the undisputed referral Create & lead Account Strategy together with relevant external and internal stakeholders (1-3 year horizon) - including customized Value Proposition, NPI specific projects/pilots,… – to maximize business growth & opportunities Develop, coordinate and execute the Account Plan within the BMC guidance/planning & organization - Coordinates the involvement of Company personnel, including support, service, supply chain, quality,…resources, in order to meet key account performance objectives and customers’ expectations In coordination with relevant Markets, effectively lead the annual contractual negotiations with key accounts to ensure optimal customer development & profitability Build & lead Philips + joint company-strategic account planning process monitoring mutual performance objectives, financial targets, and critical milestones – Communicate/address deviations & lead recovery plans when necessary Meet assigned performance targets and strategic objectives in assigned accounts Monitor competitive intelligence - Proactively assess, clarify, and validate customer needs on an ongoing basis. Develop, manage new channels strategies within the GKA scope/context - Align across geographies in liaison with the Markets/BG In coordination with the “Commerce Group”, elaborate & effectively deploy/monitor the Commercial Policy – Ensure price control/realization in this accounts Lead the Global Accounts “Allies Summit” to bring all relevant market/business teams together with key customer stakeholders. Lead development and implementation of key market/customer events taking place in EMEA. Gain support of relevant stakeholders and ensure effective execution.

KPI’s & measurement:

  • Customer Satisfaction

  • Net Promoter Score (NPS) when applicable

  • Ad-hoc surveys

Financials

  • Sales/IGM/

  • Balanced Sales/IGM within Account/Geo/Category mix

  • Account Market share %Process:

  • Sales forecast accuracy (OPS and Rofo)

  • Execution of Account plan: actions on track (percentage)

  • Product introduction: quality and timing of deliverables Job Key dimensions: Grade: 80Annual revenue: € 70.0M4 main key Accounts (Air Liquide, Linde, Vivisol, Sapio)EMEA geographies

Candidate profile:

  • 10/15+ years of successful, progressively responsible commercial experience in Account Management and Key Account Management roles

  • Strong analytical and strategic skills

  • Seasoned negotiator

  • Proven interpersonal, collaboration & communication skills – team player

  • Used to deal with complex decision making within large global customer organizations and from within a highly matrixed internal organization

  • Understand multi-channel and DTC approaches/businesses

  • Commercial policy implementation expertise/experience

  • Fluent English – French/Spanish/German language on top would be a plus

  • Willingness to travel extensively (@40%)

  • Solid academic credential – MBA preferred

The Global Key Account Manager (GKA) maintains/expands business relationships with strategically important large, global customers. The GKA represents Philips towards the regional or global account and internally represents the key account.

With a solid, in depth knowledge and understanding of his customers, the GKA elaborates and leads the account strategy execution. The GKA effectively coordinates the relevant Markets & BG efforts to deliver the business growth and profitability plans plus assigned strategic account objectives.

He is accountable for building/delivering unique customer value maximizing ST & LT business potential & opportunities within the account.

The Strategic Account Manager is located in Europe and reports to M2O leader at SRC.

Key Areas of responsibility

Establishes productive, credible, professional relationships with key stakeholders in assigned customer accounts - Support development of strong multi-layer relationship from C-Suite to Regional/local level – Be regarded as the undisputed referral Create & lead Account Strategy together with relevant external and internal stakeholders (1-3 year horizon) - including customized Value Proposition, NPI specific projects/pilots,… – to maximize business growth & opportunities Develop, coordinate and execute the Account Plan within the BMC guidance/planning & organization - Coordinates the involvement of Company personnel, including support, service, supply chain, quality,…resources, in order to meet key account performance objectives and customers’ expectations In coordination with relevant Markets, effectively lead the annual contractual negotiations with key accounts to ensure optimal customer development & profitability Build & lead Philips + joint company-strategic account planning process monitoring mutual performance objectives, financial targets, and critical milestones – Communicate/address deviations & lead recovery plans when necessary Meet assigned performance targets and strategic objectives in assigned accounts Monitor competitive intelligence - Proactively assess, clarify, and validate customer needs on an ongoing basis. Develop, manage new channels strategies within the GKA scope/context - Align across geographies in liaison with the Markets/BG In coordination with the “Commerce Group”, elaborate & effectively deploy/monitor the Commercial Policy – Ensure price control/realization in this accounts Lead the Global Accounts “Allies Summit” to bring all relevant market/business teams together with key customer stakeholders. Lead development and implementation of key market/customer events taking place in EMEA. Gain support of relevant stakeholders and ensure effective execution.

KPI’s & measurement:

  • Customer Satisfaction

  • Net Promoter Score (NPS) when applicable

  • Ad-hoc surveys

Financials

  • Sales/IGM/

  • Balanced Sales/IGM within Account/Geo/Category mix

  • Account Market share %Process:

  • Sales forecast accuracy (OPS and Rofo)

  • Execution of Account plan: actions on track (percentage)

  • Product introduction: quality and timing of deliverables Job Key dimensions: Grade: 80Annual revenue: € 70.0M4 main key AccountsEMEA geographies

Candidate profile:

  • 10/15+ years of successful, progressively responsible commercial experience in Account Management and Key Account Management roles

  • Strong analytical and strategic skills

  • Seasoned negotiator

  • Proven interpersonal, collaboration & communication skills – team player

  • Used to deal with complex decision making within large global customer organizations and from within a highly matrixed internal organization

  • Understand multi-channel and DTC approaches/businesses

  • Commercial policy implementation expertise/experience

  • Fluent English – French/Spanish/German language on top would be a plus

  • Willingness to travel extensively (@40%)

  • Solid academic credential – MBA preferred

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 improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways.

To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .