Reports to: Head of Operations Health System
Develops and drives credible and productive long-term relation with customers, by understanding their business needs and providing tailored value propositions, being the orchestrator of the relationships with accounts
You will be responsible for:
Develop and drive a credible and productive long-term relation with customers to maximize the value (top- and bottom-line) of the short & long term business with the account for Philips based on the deep understanding of customers strategies and priorities external trends, market insights on industry trends, competitive landscape, legislation
Coordinate efficient One Philips approach to the customer, by working with Sales, Marketing, Service, Supply Chain team members at account
Develop Account Strategy aligned with the Customer’s priorities, and drive key account customer Sales Plans in order to fulfill key account plan growth; fully leveraging the BMC operating model while it will need to increasingly support product, solutions and services towards full portfolio standardization
Drives continuous improvement via Lean
Maintain and grow comparable sales and market share / share of wallet through:
Has responsibility for development, maintenance and improvement of the relations with key accounts in an assigned market or for a specific new product/market combinations.
Develops, maintains and improves of the relations with important end users and their advisers.
Initializing and coordinating all Philips efforts to the accounts in order to maximize the output of the sales group.
Translates business plans of the sales group into a strategic 2-3 year plan in which targets, strategy and actions are set to meet the short- and long-term goals.
Participation in the definition and implementation of the operational plan to get the right choices in sales action plans, MarCom and other marketing techniques as a whole, but specifically for the key accounts.
Creates and implements of action programs for and with the key accounts to improve the performance of Philips.
Drives the performance of the functions in the account team to get it done.
May be involved in regional account teams or project teams to get alignment in the offered product package, market approach and company profile.
Systematically analyzes and reporting of sales results, expectations, market, competition and trends for the optimal operational planning or optimal product portfolio decisions.
You will demonstrate the following requirements:
Masters’ degree holder with more than 10 years experience in B2B sales.
Proven track record in sales/account management/business development function in Pharmaceutical/medical device industry.
Experience in selling capital equipment and managing private sectors.
Excellent sales and long-term relationship-building skills.
Excellent communication and ability to build and nurture relationship with medical officers/doctors/other relevant stakeholders.
Previous experience in managing large tender with private hospitals is a plus.
Collaborative, engaging and open minded.
Responsible and proactive self-driver with strong integrity.
Ability to communicate in local language and in English.
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 .