Government Account Director IS at Philips

To grow the Public Sector Accounts business for Health systems through

• Strategic key Account Management plans
• Building strong relations within government segment and effective stakeholder management and engagement
• Representing Philips Health Systems at key Government engagement forums to unlock Health Technology opportunities
• Take responsibility for sourcing, preparing and submitting major bids, tenders and proposals to government entities win an increased win ratio
• 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
• Daily demonstration of the highest level of Philips Leadership competencies and 5 behaviors

Key Performance Areas

• Success rate for contract renewals
• Lead generation for sales opportunities
• CSG / OIT (Growth)
• Sales funnel health (%)
• Accuracy on sales force
• Balanced selling portfolio mix
• AR Overdue%
• Margin / Price realization
• NPS+
• Quality

Experience and education

• Must be customer  focused, a strong teammate with a partnering mind-set
• Previous experience of PPP environment will be advantageous
• Funnel and book of business management experience of greater than ZAR 40M in value
• Strong prior KAM Commercial Management experience advantageous
• Matric with a diploma/degree in relevant commercial/ healthcare environment
• Min 3-5 years Sales / Key Accounts management experience. Experience with government accounts will be advantageous