In this role, you have the opportunity to
To develop and grow the sales of the Imaging Systems (IS) Solution offering together with our Channel Partners. The Account Manager represents Philips towards the end-user and the channel partner. The Account Manager should have an in-depth understanding of the market, building up direct relationships with our end-users, and in-direct go to market channel in the country defining the Channel Strategy that drives market share and profitable growth opportunities for Philips through working with our end-users and developing our partners. The goal is to maximizing the in-direct value (top- and bottom-line) of the short & long term business together with the Channel Partner for Philips.
You are responsible for
Achieving budgeted order intake & sales volumes, price realization and profit margin with the specified modality (equipment & service) 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 performance review cycle (weekly, 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. Marketing, Application Specialists, Modality specialists, Customer Service & Finance)
Ensures continuity of the relationship with the channel partners and operates at the highest level in the partners’ organizations in the interest of both companies.
Builds-up and maintains direct relationships with our end-users visiting the hospitals on frequent bases generating the visibility and full understanding of the potential market.
Initiates and negotiates tailor made actions, discusses with channel partners about sales & marketing actions.
Systematically analyzing and reporting of order intake & 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.
Developing the Channel partner through training and capability building programs
To succeed in this role, you should have the following skills and experience
High energy level, committed and eager to make a difference in his or her career
Bachelor’s Degree with over 10 years of related experience Account / Channel Management and Healthcare (or comparable) industry
Prior experience in Imaging Systems and business to Business preferred.
Professional knowledge and experience in the use of relevant marketing and sales techniques.
Knowledge of the B2B sales process, logistics and process management.
Basic understanding of finance and strong negotiator.
Fluent in English and Vietnamese, verbally and in writing.
Independent negotiations with channel partners, within given guidelines and objectives
Ability to give presentations and engage/represent Philips end-user level.
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 . 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 .