In this role, you have the opportunity to
Manages the sales function in the assigned district / region in order to maximize sales, volumes and revenues and ensure the right organization, structure and processed are in place for delivering the objectives. Responsible for maximizing customer satisfaction and driving profitable growth, meeting or exceeding, growth and financial targets
You are responsible for
- ·Responsible for sales and commercial partnership with customers in a country or key market, with responsibility for a wide product portfolio. ·Responsible for creation and implementation of the national sales and distribution strategy and the Sales Plan, including sales forecasts and AOP. ·Leads regional sales teams, works together with operations and marketing, as well and product specialist in the Market ·May manages complete sales group, part of a large sales force, but is the most senior sales contact in the region for the assigned portfolio. Operational: Develop clear and achievable strategies, objectives and tactical plans for the district based on Key account management, customer centricity, segmentation, customer needs and market conditions synchronized with the BMC objectives Identify and develop new business opportunities, including solutions in collaboration with Solutions team in the Market. Execution and management of the yearly business plan of the district / region Meet or exceed sales, volumes, order intake, and financial target including direct cost management Responsible for the monthly district business review meetings: sales, volumes, order intake, sales, forecast, price realization, Cost of Organization (CoO), customer complaints, escalations and supply chain Deal approval, approve multimodality within pricing framework and ensure escalation for deals outside of pricing framework Combine business offerings into complete configured solutions including supporting value added services Ensure coordination between all customer facing functions, and distribution channels in the district to guarantee “one face to the customer”. Ensure strong collaboration with Solutions team. Develop and maintain excellent communication links and relationship with top customers and the key decision makers in the district Provide regular feedback about market development and competitive situation Ensure follow up with customers with overdue accounts Escalation management Ensure un-compromised implementation of the standard Philips business processes, quality standards and standards of business conduct according to Philips policies Responsible for compliance performance within the district and for reporting compliance issues quality & regulatory functions (for management review purposes) at regional level Drives continuous improvements applying LEAN Customer: Developing and driving credibility and long-term relationship with the customers in the assigned area, to fulfill long-term sales objectives. Develop and maintain excellent communication links and relationship with top customers and the key decision makers in the district People: People management, including selection, development, goal setting and performance management. Ensures overall high level of talent and engagement levels Leading, directing and motivating the sales team in order to achieve the predefined sales volume and profit goals. Behavioral: Daily demonstration of the highest level of Philips Leadership competencies and 4 behaviors
You are a part of
To succeed in this role, you should have the following skills and experience
a) Education: Typically requires a Master degree b) Experience: > 10 years of related experience. Proven track record (3+ years) in account management role. Experience in Sales in B2B or B2C environment Team management Experience in building long-term strategic account plans. Experience in building and executing a strategy for a multinationals accounts. Certified LEAN Advancedc) Travel Frequency: >50% d) Competency and Skills:
Marketing know-how (pref. degree).
Good understanding of Finance and logistics.
Relevant industry/market/distribution know-how.
Excellent negotiations skills.
Managing a commercial team with KAM’s
Ability to represent Philips externally.
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 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 .