The function exists to develop and optimize the sales of CUSTOMER SERVICE to the Philips installed base nationwide by putting up a strategic plan and set clear goals and direction of the business. The Account Manager (AM) represents Philips towards the account and internally represents the key account. The AM should have an in-depth understanding of the customer strategy in the country and defines an account strategy that drives profitable, high growth opportunities for Philips as well as operationally managing the execution. The goal is to maximize the value (top- and bottom-line) of the short & long term business with the account for Philips.
Reports to the Customer Service Manager, Health Systems, Thailand
Location – Bangkok, Thailand
Key Areas of Responsibility
Sales Management / Business Development
Analyze the available installed base data in order to decide HOW to achieve business objectives
Create the yearly sales plan to achieve set targets
Develop and implement sales strategies
Systematically analyze and report sales results, expectations, market, competition and trends
Initiate & run service sales improvement projects
Key Account Management
Develop and implement the annual account plan in line with the national sales strategy
Initiate customer tailored sales actions and supporting national sales actions
Develop, maintain and improve relations with existing and potential customers in the assigned area by operating at all levels in the account organization
Facilitate the interface between the company and the accounts if necessary
Ensure availability of services and goods/deliverables in cooperation with internal functional teams
Perform as an experienced, specialized National Account Manager that works closely with customer stakeholders to get a clear view of WHAT has to be delivered
Create, promote and negotiate optimal offers to the accounts
Ensure highest levels of customer satisfaction
Collaborate with equipment business partners to promote extended warranty at point of sale
Accountable for providing logical monthly forecast while ensuring delivery of commitment (Forecast Accuracy) supported with contingency plans
Ensure achievement of budgeted sales volumes, prices and profit margin at a specified number of customers and accountable for managing the sales orders.
Knowledge and Critical Experiences
Critical to have at least 10 years sales experience covering direct accounts (government and private) and also have strong engagement with indirect channel partners
Highly skilled in customer relations management for accounts with complex stakeholder organizations
Strong analytical and strategic orientation to drive business growth
Service sale experience would be a vital consideration
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 . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video .
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