In this role, you have the opportunity to
Maintain and improve relations with a limited number of accounts to keep or to set Philips as preferred supplier. As a Key Account Manager you will initialize and coordinate all Philips efforts to the accounts in order to maximize the output of the sales group.
You will create 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.
You will create and implement action programs for and with the accounts to improve the performance of Philips. You will systematically analyze and report sales results, expectations, market, competition and trends to make proposals for improvement.
You are responsible for
Maximizing order intake, sales (incl. POS Service Contracts) and price realization at the assigned accounts within the district;
Ensuring continuity of the relationship with the accounts and operates at multiple levels in the accounts’ organizations, but also facilitating the executive level interfaces between company and the accounts;
Preparing the annual account plan in line with the regional strategy and execute at district level;
Contributing to the development and implementation of local marketing strategies;
Filling the funnel management tool and supporting the systematic analysis of win & loss deals, expectations, customer satisfaction;
Ordering Intake forecast at the assigned accounts;
Collaborating with channel partners where required;
Coordinating all internal necessary resources to obtain objectives and where necessary involving others;
Ensuring quotations are completed and delivered within time limits;
Ensuring that completed quotations are based on a solution / configuration compliant to specifications validated by the Business, and it is properly reviewed by Operations for feasibility and accuracy prior to being issued;
Ensuring any third party product included in the solution and not part of the catalogue, is properly validated for compatibility / compliance of specifications;
Reporting customer feedback according to applicable quality Standard policy and following up relevant assigned quality & regulatory training in a timely manner;
Ensuring proper alignment with other AM's and customer-facing staff active at account level;
Leading and coordinating the Account Teams;
Acting in an ethical way according to the global business principles.
You are a part of
Healthcare Benelux is a sales and service organization with roughly 400 employees, with 135 active in Philips BeLux organization. You will be part of the Health Systems Benelux District Wallonia and report to the District Manager Health Systems.
To succeed in this role, you should have the following skills and experience
5-10 years of previous medical imaging systems (preferable) and/or medical equipment sales;
Experience calling at all levels within hospitals, administration, nursing, biomedical engineering, purchasing / materials management, etc;
Knowledge of hospital market in Wallonia;
Professional sales skills, experience, appearance and manner;
Proven track record of consistent top sales performance preferred;
Exemplary organizational skills, to manage multiple customer contacts and points of sale within each account;
Customer oriented, must be skillful with closing orders, executive selling, communication, negotiations, relationship building, territory management, strategic selling, account management, articulation of corporate value proposition and appropriate competitive positioning;
Strong Communication- and Negotiation skills, Strong interpersonal/networking skills;
Must be able to function alone and perform on teams;
Fluent in French and English (Dutch is a plus).
In return, we offer you
A path towards your most rewarding career. Philips is growing its marketing capability enterprise wide. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities.
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 https://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. Learn more by watching this video at https://youtu.be/ocnMFp1JBuM .
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at https://www.careers.philips.com/professional/global/en/workingatphilips on our career website, where you can read stories from our employee blog at https://www.careers.philips.com/global/en/blog-unexpected . Once there,you can also learn about our recruitment process at https://www.careers.philips.com/global/en/recruitmentprocess , or find answers to some of the frequently asked questions at https://www.careers.philips.com/global/en/faq .