Strategic Account Manager

Role Overview

Strategic Account Manager at Philips, based in Riyadh. The role focuses on developing Healthcare business with Key Accounts in the Central and Northern Region, building short- and long-term Business Plans for different business segments and main key accounts.

Company Overview

Philips is committed to doing the work of life to help the lives of others, with a rich history and a purpose-driven culture of impact with care.

Role Purpose

Develop and drive credible, productive long-term relationships with customers by understanding their business needs and providing tailored value propositions. Serve as the orchestrator of relationships with assigned Key Accounts in Health Systems 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 customer Sales Plans to fulfill key account plan growth.
• 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.
• Leverage the BMC operating model while increasingly supporting product, solutions and services towards full portfolio standardization.
• Analyze market and distribution possibilities to define sales strategy.
• Define the sales strategy and distribution strategy for own market segment, including tailored value proposition.
• Create budget for activities with national accounts and define projects for diverse types of actions.
• Evaluate options and develop plans based on understanding of local situations.

Customer & Relationship Management

• Develop and drive credible and productive long-term relationships with customers to maximize the value (top- and bottom-line) based on deep understanding of customer strategies, priorities, external trends, market insights, competitive landscape and legislation.
• Maintain and grow comparable sales and market share / share of wallet.
• Maintain and improve relations with key accounts to keep or set Philips as preferred supplier.
• Develop, maintain and improve relations with important end users and their advisers.
• Conduct independent negotiations with customers within given guidelines and sales plan.
• Frequently interact with customers and functional peer group managers on matters between functional areas, other company divisions or units, or customers and the company.

Operational Coordination & Execution

• 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 the accounts to maximize the output of the sales group.
• Lead account teams or project teams to gain alignment in the offered product package, market approach and company profile.
• Often lead a cooperative effort among members of project team.
• Leads local account team, organize necessary actions and ensure required results are met in time.
• Influences multi-disciplinary teams to deliver to customer expectations and understand local needs, production plans, ramp-up/downs.

Performance Management & Analysis

• Systematically analyze and report sales results, expectations, market, competition and trends for optimal operational planning or optimal product portfolio decisions.
• Drive the performance of the functions in the account team to get it done.
• Demonstrate continuous demonstration of the highest level of Philips Leadership competencies behaviors.
• Manage Order Intake.
• Conduct Strategy Account Management as orchestrator of accounts with 360 team members.
• Perform Funnel Management via daily management methodology.
• Align between competitive accounts regarding actions and across product groups.

Improvement & Development

• Drive continuous improvement via Lean.
• Support, initiate and drive improvement processes to ensure customer satisfaction.
• Initiate and negotiate tailor-made actions and conditions within defined account budget as set by sales management.
• Create and implement action programs for and with key accounts to improve the performance of Philips.
• Regularly interact with senior management or executive levels on matters concerning several functional areas, divisions and customers, with ability to change thinking or gain acceptance from others in sensitive situations without damage to relationship.

Qualifications & Experience

• Bachelor's degree in relevant majors.
• 7–10 years of related experience in B2B / B2C Sales in Healthcare sector.
• Experience in building and executing account strategy.

Skills & Competencies

• Complete knowledge of company products and services.
• In-depth theoretical background and experience in the use of relevant marketing and sales techniques.
• Knowledge of business issues.
• Fluent in English, verbally and in writing.
• Native language fluency, verbally and in writing.

Additional Information

• Role is based in Riyadh with strong knowledge of Central and Northern markets and key accounts in these regions.
• For office-based teams, working in-person at least 3 days per week.
• Field roles are most effectively done outside of the company's main facilities, generally at customers' or suppliers' locations.
• Philips encourages applications from candidates with many, but not all, of the experiences needed.