Location – HCM City / Hanoi, Vietnam
Reports to – Business Manager Ultrasound SG and Emerging Market (based in Singapore)
To develop and optimize the sales of one or more products to a defined number of key accounts. The Key Account Manager (KAM) represents Philips towards the key account and internally represents the key account. The KAM should 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. The goal is to maximizing the value (top- and bottom-line) of the short & long term business with the account for Philips.
Accountable for achieving budgeted sales volumes, prices and profit margin at a specified number of customers.
Coordinates all internal necessary resources to obtain objectives and where necessary involves local sales force and marketing support, such as Application Specialists.
Ensures continuity of the relationship with the accounts and operates at the highest level in the accounts’ organizations, but also facilitates the executive level interfaces between the company and the accounts if necessary.
Prepares the annual account plan in line with the national account plan strategy and implements the sales strategy.
Contributes to the development and implementation of local marketing strategies.
Initiates and negotiates tailor made actions, discusses with customers or store managers about sales actions.
Ensures availability of goods/deliverable in cooperation with order desk and logistics.
Systematically analyzing and reporting of sales results, expectations, market, competition and trends.
Creates budget for special actions, within account budget.
The scope is 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.
Initiates and negotiates tailor made actions and conditions within defined account budget (by sales management). Manages account budget.
Own sales volume; top line, margin and bottom line improvement.
Manages and works with channel partners for assigned products and accounts.
We are looking for
Bachelor’s Degree or Diploma with related experience in Ultrasound, OB/GYN
Prior experience in key account management is preferred.
Professional knowledge and experience in the use of relevant marketing and sales techniques.
Knowledge of logistics and process management.
Basic understanding of finance.
Leads local account team, organize the necessary actions and make sure the required results are met in time.
Fluent in English and Vietnamese, verbally and in writing.
Independent negotiations with customers, within given guidelines and sales plan.
Ability to give presentations on account management level.