Philips Key Account Manager in Home Worker, United Kingdom
KEY ACCOUNT MANAGER (KAM) :
R eporting to:
Commercial Director in Home Clinical Monitoring ( HCM )
BG Emerging Businesses
We will work together for a better tomorrow:
Philips' dedication to enriching lives is reflected in our company, our solutions, and a commitment to our people. Philips products lead to improved healthcare, faster diagnosis and better patient outcomes.
Philips tradition of innovation combined with our ability to anticipate market needs has made Philips Healthcare, a global leader in the markets we serve within Oncology diagnostics and monitoring.
Philips employees change lives every day.
At Philips HCM, we are passionate about improving quality of life with solutions designed around the needs of oncology professionals and their patients.
Aim of the job:
The KAM is responsible for direct business-to-business selling and professional product detailing.
As a product expert and KOL building consultant, the KAM primary responsibilities includes driving professional product usage, and meeting/exceeding direct sales targets.
Develops, maintains and improves relations to set Philips HCM as preferred supplier.
Initializes and coordinates all Philips efforts to the accounts in order to maximize the output of the sales group.
Creates an account plan for each account for 2 years in which budgeted targets are translated into specific strategy and actions per account as part of the operational plan of the sales group.
Systematically analyses and reports sales results, expectations, market, competition and trends to make proposals for improvement in the Philips HCM CRM.
The KAM should be externally focused on the changing needs within Oncology, the patient’s pathway and consumers in the respective market.
Key areas of responsibility:
The KAM will be held accountable for the relationship with all key stakeholders involved in the sales process within the defined geographic territory.
The KAM has the commercial responsibility of executing a business strategy and plan to meet and exceed commercial and financial goals, set by the Commercial Director
All implementation of these strategic plans will be managed and orchestrated by the individual.
All contracts will be managed and orchestrated by the KAM.
During the sales process the KAM will work within expense targets to maximize product adoption / utilization and conversion of new accounts in line with the KPI’s
Post sale the KAM will work closely with the account to ensure a smooth installation and client satisfaction to enable business growth/and/or maintain the accounts stability.
Gain mastery of clinical knowledge in the oncology marketplace to be a trusted customer advisor while insuring brand integrity is met.
Cultivate successful partnerships with internal sales and marketing teams to efficiently maximize territory coverage.
Utilize CRM system, Sales Management Data, and Dashboard tools on a daily basis to track call activities and order entry.
- Analyze all aspects of an account situation to gain thorough insight to make decisions, solve problems and find solutions that translate into win-win opportunities which work best for internal stakeholders and our customers.
Team up to excel – a team player
Take ownership by developing and understanding of territory sales numbers thus successfully executing the territory business plan
Eager to win driving product sale
Market foresight, learning agility and teaming
Strategic thinking /Challenge sales processes/winning commercial skills
Strong inter-personal and communication skills
Drive with passion to obtain results
Targeted Sales KPI and pipeline development:
This would be in alignment with the sales incentive plans of the Emerging Businesses.
Unit Sales per qtr. (Country specific) annually reviewed.
Consumable sales min per analyser.
6 week cycle Inc. Yes/No after Visit 3. (via Pipeline tool)
Visits per week. UK/Benelux/DACH n=15, Scandinavia n=6
SFDC up to date close of business each Friday
Education and experience required:
Minimum Bachelor’s Degree level education.
Minimum of 5 years relevant healthcare sales experience e.g. Medical Products, Medical Devices, POCT IVD’s.
Should have a history of progressively senior sales roles in Healthcare.
Business to Business sales experience is required.
Track record of success: achieving all sales objectives.
Exceptional written, verbal, phone and presentation skills
Ability to quickly learn new concepts and processes
Computer proficiency in CRM systems, MS Office (ppt, excel, word, Outlook) and iPad applications
Ability to provide effective, appropriate and timely written and verbal communication to customers, HCM partners, HCM management and other Philips personnel.
Experience in management of local customer database and customer relationship management system.
Have suitable knowledge of the relevant healthcare markets and POCT market place.
Flexible time plan as travelling will be involved with the assigned and agreed territory