Key Account Manager

Role Overview

Key Account Manager at Philips. This is a field-based role requiring frequent presence at customer and supplier locations within your allocated territory.

Role Purpose

Develop and drive credible, productive long-term relationships with assigned key accounts by understanding their business needs and providing tailored value propositions. Act as the orchestrator of customer relationships to maximize short- and long-term business value for Philips.

Key Responsibilities

Account Strategy & Planning

• Develop Account Strategy aligned with customer priorities and drive key account Sales Plans to fulfill key account plan growth targets.
• Build and translate business plans of the sales group into a strategic 2-3 year plan in which targets, strategy and actions are set to meet short- and long-term goals.
• Define sales strategy and distribution strategy for own market segment, including tailored value proposition.
• Analyze market and distribution possibilities to define sales strategy.
• Evaluate options and develop plans based on understanding of local situations.
• Create budget for activities with national accounts and define projects for diverse types of actions.

Relationship Management

• Develop and maintain credible and productive long-term relations with customers based on deep understanding of customer strategies, priorities, external trends, market insights, industry trends, competitive landscape and legislation.
• Maintain responsibility for development, maintenance and improvement of relations with key accounts to keep or set Philips as preferred supplier.
• Develop, maintain and improve relations with important end users and their advisers.
• Lead account teams or project teams to achieve alignment in offered product package, market approach and company profile.
• Influence multi-disciplinary teams to deliver to customer expectations.
• Engage in independent negotiations with customers within given guidelines and sales plan.
• Initiate and negotiate tailored made actions and conditions within defined account budget.
• Interact frequently with customers and functional peer group managers on matters between functional areas, company divisions or units, or customers and the company.
• Interact regularly with senior management or executive levels on matters concerning several functional areas, divisions and customers.
• Build and maintain positive long-term relationships with Key Opinion Leaders from Ministry of Health.

Sales Performance & Growth

• Maintain and grow comparable sales and market share and share of wallet.
• Drive order intake and funnel management via daily management methodology.
• Systematically analyze and report on sales results, expectations, market, competition and trends for optimal operational planning or product portfolio decisions.
• Coordinate efficient One Philips approach to the customer by working with Sales, Marketing, Service and Supply Chain team members at account level.
• Initialize and coordinate all Philips efforts to accounts to maximize output of the sales group.

Team Leadership & Execution

• Lead local account team, organize necessary actions and ensure required results are met in time.
• Often lead cooperative effort among members of project team.
• Drive the performance of functions in the account team.
• Fully leverage BMC operating model while increasingly supporting product, solutions and services towards full portfolio standardization.

Continuous Improvement

• Drive continuous improvement via Lean.
• Support, initiate and drive improvement processes to ensure customer satisfaction.
• Create and implement action programs for and with key accounts to improve performance of Philips.

Leadership & Alignment

• Demonstrate daily the highest level of Philips Leadership competencies and behaviors.
• Align between competitive accounts regarding actions and across product groups.

Qualifications & Experience

• University degree.
• 5 years of related experience in B2B or B2C sales.
• Experience in building and executing account strategy.
• Experience in Healthcare industry preferred, with experience in medical equipment and solution selling.
• Proven ability to form and maintain positive long-term relationships with customers, including Key Opinion Leaders from Ministry of Health.

Skills & Competencies

• Professional knowledge and experience in use of relevant marketing and sales techniques.
• In-depth theoretical background and experience in use of relevant marketing and sales techniques.
• Basic understanding of finance and knowledge of business issues.
• Complete knowledge of company products and services.
• Strong interpersonal skills.
• Excellent negotiation skills.
• Good presentation skills.
• Ability to change the thinking of, or gain acceptance from, others in sensitive situations without damage to relationship.
• Understanding of local needs, production plans, ramp-up and ramp-downs.
• Fast learner with proactive approach.
• Open-minded, independent and well-organized.
• Fluent in English, verbal and written, in addition to local language.

Additional Information

• Flexibility and willingness to travel frequently in allocated territory.
• Field-based role requiring work primarily at customer and supplier locations.
• Office-based team members work in-person at least 3 days per week.