Key Account Manager

As a Key Account Manager, you will develop and drive 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 assigned Key accounts.

Your Role:

• 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 assigned 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:

  • Funnel Management via daily management methodology

  • Strategy Account Management – orchestrator of accounts with 360 team members

  • Order Intake

  • Daily demonstration of the highest level of Philips Leadership competencies behaviors

• responsibility for development, maintenance and improvement of the relations with key accounts to keep or to set Philips as preferred supplier

• 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.

• Build and 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.

• 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.

• Lead 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 are the right fit if;

• Professional knowledge and experience in the use of relevant marketing and sales techniques.

• Basic understanding of finance.

• Leads local account team, organize the necessary actions and make sure the required results are met in time.

• Influences multi-disciplinary teams to deliver to customer expectations. Understands local needs, production plans, ramp-up/downs.

• Independent negotiations with customers, within given guidelines and sales plan.

• Has a complete knowledge of company products and services.

• Frequently interacts with customers, and/or functional peer group managers, normally involving matters between functional areas, other company divisions or units, or customers and the company.

• Often must lead a cooperative effort among members of project team.

• Supports, initiates, drives improvement processes to ensure customer satisfaction.

• In-depth theoretical background and experience in the use of relevant marketing and sales techniques.

• Knowledge of business issues.

• Has to analyze market and distribution possibilities in order to define sales strategy.

• Regularly interacts with senior management or executive levels on matters concerning several functional areas, divisions, and/or customers. Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.

• Evaluates options and develops plans based on understanding of local situations

• Creates budget for activities with national accounts and defines projects for a diverse type of actions.

• Defines the sales strategy and distribution strategy for own market segment, including tailored value proposition.

• Has to align between competitive accounts, regarding actions and to align across product groups.

• Initiates and negotiates tailor made actions and conditions within defined account budget (by sales management).

• Typically requires University degree with 5 years of related experience in B2B / B2C Sales

• Experience in building and executing account strategy

• Strong interpersonal skills

• Experience in Healthcare industry preferred, in dealing with medical equipment and solution selling.

• Experienced in dealing with KOLs from MoH with proven ability to form and maintain positive long-term relationships with customers

• A good negotiator, good presentation skills, someone who customers wish to see and spend time with.

• Flexibility and willingness to travel frequently in the allocated territory

• A fast learner who presents a proactive approach, being open-minded, independent, and well-organized.

• Fluent in English, verbal and written in addition to local language .

How we work together
We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.
About Philips
Are you ready to do the work of your life to help the lives of others? Learn more about our business, discover our rich and exciting history and learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care.

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