Report to HCIS Sales Manager, ASEAN (based in Singapore)
In this role, you have the opportunity:
To develop and optimize the sales of the Health Informatics offering together with our Channel Partners. The Account Manager represents Philips towards the channel partner and internally represents the channel partner. The Account Manager should have an in-depth understanding of the in-direct Channel go to market in the country and defines a Channel Strategy that drives profitable high growth opportunities for Philips through developing our partners. The goal is to maximizing the value (top- and bottom-line) of the short & long-term business with the Channel Partner for Philips.
You are responsible for
Achieving budgeted sales volumes, price realization and profit margin with the specified modality and channel partners.
Preparing the annual business plan in line with the overall country strategy and implementing the channel partner strategy (incl Contracting, DDP, Targets, Review, Compliance, Organizational development plan)
Driving the of performance review (monthly, quarterly), target setting (contractual criteria), sales plan preparation and timely contract renewal with each Channel Partner (includes (bi)annual Partner evaluation)
Coordinating all internal necessary resources to obtain objectives and where necessary involves local sales force and marketing support (i.e. MarCom, Application Specialists, Modality specialists.
Ensures continuity of the relationship with the channel partners and operates at the highest level in the partners’ organizations.
Initiates and negotiates tailor made actions, discusses with channel partners about sales & marketing actions.
Systematically analyzing and reporting of sales results, expectations, market, competition and trends.
Funnel Management for respective indirect opportunities (complete, up to date (modality, value, expected order date, confidence level, etc), logging changes and minutes)
preparing configurations & quotations using the appropriate systems and getting the necessary approvals before submitting customer facing documents externally.
Checking purchase orders received vs the quote including terms and conditions making sure purchase orders are clean.
In addition, you will be required to
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.
Manage small national accounts or local large accounts in a district/area, dealing with account management level.
Implements national sales plan and gives input for national account strategy.
Makes own sales plan and account strategy. Account plan and budget proposals.
Implements sales strategy for assigned accounts within defined guidelines: operational and activity planning. Improving contracts and customer relationship.
To succeed in this role, you should have the following skills and experience
Bachelor’s Degree in medical imaging or a medical related field or IT
Over 5 years related experience in the Health Informatics and channel management is preferred. (knowledge of PACS, Cardiology Informatics, Advanced Visualization Portfolio).
Professional knowledge and experience in the use of relevant marketing and sales techniques.
Knowledge of logistics and process management.
Basic understanding of finance.
Fluent in English and Vietnamese, verbally and in writing.
Independent negotiations with channel partners, within given guidelines and objectives
Ability to give presentations on end-user level.
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 .
To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog . Once there,you can also learn about our recruitment process , or find answers to some of the frequently asked questions .