Philips Inside Sales Account Manager in Guildford, United Kingdom

JOB FAMILY DESCRIPTION

Function:

Sales

Organizational placement

Approved by:

GM:

Job family group:

Sales General

SVAL þ Market ☐ BG ☐ Business

CHRO:

Job family name:

Inside Sales

Business Title

Issued by:

Steve Saunders UK V1

Job grade range:

45

Inside Sales MCS /HRC

Dated:

2017

Job family summary:

Works directly with customers promoting products and solutions to generate and qualify leads to find new sales opportunities.Execute Campaign Management (generate leads for special promotions), Telemarketing (general lead generation and (re-)establishing PH relationship) or Remote Sales (build relationship & close sale over phone) to build, retain and expand customer relationships using internet, telephone, email and other inside-based means. Targeted sales approach via KPIs

KEY AREAS OF RESPONSIBILITIES

REQUIRED COMPETENCES KEY PERFORMANCE INDICATORS

  • Work directly with customers promoting products and solutions to generate and qualify leads to find new sales opportunities.

  • Execute Campaign Management (generate leads for special promotions), Telemarketing (general lead generation and (re-)establishing PH relationship) or Remote Sales (build relationship & close sale over phone)

  • Build, retain and expand customer relationships using internet, telephone, email and other inside-based means.

  • Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities for HS.

  • Working closely with Field Sales (e.g., KAM, AM, Sales Specialists and Indirect Channel managers etc) to manage opportunities and win deals.

  • Responsible for registration and reporting of sales activities within the provided sales tools (SFDC) and according to the defined reporting requirements.

  • Contact customers via telephone and/or email to new and/or competitive accounts as well as be responsible for the timely response to any incoming leads in order to develop opportunities.

  • Route qualified opportunities to the appropriate sales team members for further development and closure

  • Research accounts, identify key players and generate interest, as well as investigation & resolve customer queries/requests

  • Monitor and control quality of Philips participation in private tenders across target region.

  • Contact prospective customers, in follow-up to marketing campaigns (events, tradeshows, demand generation through the web etc.) to identify and qualify PH sales opportunities.

  • Maintain and expand customer database of prospects within assigned territory, using every customer interaction as a potential opportunity to develop more business within the account through incisive and effective questioning

  • Manage portfolio by setting objectives for each call to maximize territory business plans.

  • Up to date completion of all administrative duties in relation to role including but no limited to system notes/updates, customer service follow up, customer collections, credit/debit requests

  • Developing and managing a healthy and predictable sales funnel in SFDC that meets or exceeds quota and forecast accuracy expectations

  • Liaison with marketing to obtain new marcom update

  • Manage inbound calls by returning calls within 24 hours following up with appropriate person either internally or externally.

  • Manage outbound calls in order to generate new sales, repeat sales, maintaining business in conjunction with District Managers calls to practice and Marcom guidelines

  • Perform effective online demos to prospects

  • Excellent communication skills

  • The ability to manage stakeholders

  • Strong phone presence

  • Excellent verbal and written communication skills

  • Strong listening and presentation skills

  • The ability to multi-task, prioritize and manage time effectively

KEY PERFORMANCE INDICATORS

Leading KPI’s

  • Building and maintaining Key Account contacts Procurement, EBME, Hospital Dept. leads.

  • Activities: # of calls/duration of calls/connects/Meetings/presentations/demos (also measure against target if any)

  • Campaign/Leads: # of leads (Hot/Warm/Cold) and Lead to opportunity conversion rate

  • Opportunity Progression: Opportunity by stage/forecast category, sales cycle length, and win rate

Lagging KPI’s

  • OIT: OIT met and monthly progression (Gap to target)

  • Visibility: Incremental Visibility/Coverage

  • ROI: Incremental OIT, Change in Sellex and Cost Savings

JOB OVERVIEW

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Inside Sales 45

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  • Performs, as an experienced specialized worker, assignments that require broad consultation of specialists to get a clear view on WHAT has to be delivered and complex analysis of the available data in order to decide HOW to best carry out the assignment.

  • Finds solutions by involving data from multiple resources using Root Cause Analysis. Takes initiative and identifies problems in actual way of working, formulates alternatives and recommendations;

  • Develops and introduces new supporting sub-processes and improves existing processes. Initiates & runs small improvement projects.

  • Acts as an informal resource or (functional) supervisor for less experienced colleagues.

Dimensions Relating to Know-How: Technical Know-How, Management Breadth, Human Relation Skills

  • Has developed specialized skills and is multi-skilled through job-related training and considerable on-the-job experience

  • Acts as an informal resource for colleagues with less experience.

  • Broadened specialized theoretical knowledge of generic products/services and the surrounding organization to optimize the QR processes.

  • The tasks to be performed require project management techniques and practices.

  • The assignments are stated only in general terms and require own interpretation and analysis and application of project management techniques.

Dimensions Relating to Problem Solving: Thinking environment & -challenge

  • Applies standard techniques to provide solutions to problems involving a limited number of variables.

· Improvement of existing processes.

· Process and results are frequently reviewed.

· Takes initiative and identifies problems, generates alternatives and recommendations within defined processes.

· Working on the basis of Root Cause Analysis.

· Own interpretation regarding assignments, based on own calculations and leads implementation of changes.

Dimensions Relating to Accountability: Freedom to Act, Magnitude, Nature of impact

· Implementations and solutions are reviewed on a regular basis.

· Formulates instructions and task specifications.

· Can act as a supervisor.

Placement in the Organization / Reporting Line

Reports to the Business Marketing Manager MCS UK

Education & Training

In this role, you have the opportunity to

Work directly with our existing customers promoting products and solutions to generate and qualify leads to find new sales opportunities. With a targeted sales approach, you will be the front line of new business within the current install base for our Patient Monitoring business, building customer relationships through Phone & Email contact.

You are responsible for

  • Work directly with customers promoting products and solutions to generate and qualify leads to find new sales opportunities.

  • Build, retain and expand customer relationships using internet, telephone, email and other inside-based means.

  • Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities for HS.

  • Working closely with Field Sales (e.g., KAM, AM, Sales Specialists and Indirect Channel managers etc) to manage opportunities and win deals.

  • Responsible for registration and reporting of sales activities within the provided sales tools.

  • Route qualified opportunities to the appropriate sales team members for further development and closure

  • Research accounts, identify key players and generate interest, as well as investigation & resolve customer queries/requests

You are a part of

A team of two telephone account managers supporting a wider team of national sales and account managers.

To succeed in this role, you should have the following skills and experience

  • Background in a customer service facing role either in person or over the phone

  • Resilient character comfortable engaging with Philips customer accounts

  • Excellent communication skills, with ability to build long term customer relationships

  • Fluent in English, both written and verbal

In return, we offer you

A role that will provide a stepping stone to a broad career in Philips, with exposure across the whole spectrum of a sales and account management process. 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. Furthermore, Philips University is available to all employees for learning and development opportunities.

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. Learn more by watching this video .

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 .

Please apply on-line – Good Luck!

Equal opportunities

Philips are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age.

We guarantee to interview anyone with a disability whose application meets the minimum criteria for the post. By ‘minimum criteria’ we mean that you must provide us with evidence in your application which demonstrates that you meet the level of competence required for each competence, as well as meeting the qualifications, skills or experience defined as required. Philips is committed to the employment and career development of disabled people.

Should you require any reasonable adjustments to enable your participation in the interview process, please advise us of this in your application.

Recruitment agencies

We are fortunate enough to receive lots of fantastic applications for our brand, however when we use agencies we have a PSL in place so please do not contact hiring managers or the recruitment team directly. Unfortunately, we are not able to respond to you and cannot accept speculative CV’s as way of introduction.