Indirect Channel Manager at Philips

About the job
Currently we have the opportunity for a dynamic Indirect Channel Manager Africa to join our Personal Health team based in Johannesburg (South Africa) or Nairobi (Kenya).

In this role, you have the opportunity to

• be responsible for developing and optimizing the sales of our  products in the Personal Health (Male Grooming, Oral Health Care, Mother and Childcare, Beauty) sector to the Africa sales channels through distributors. You will represent Philips towards partners in the appointed African territories. You should have an in-depth understanding of customer strategy(s) and should have the ability to define an account strategy that drives profitable high growth opportunities for Philips as well as operationally managing the execution. The goal is to maximize the value (top- and bottom-line) of the short- & long-term business with the partners in the defined Territories in Africa for Philips.

You will report to the Sales Leader Rest of Africa.

You are responsible for

• Accountable for achieving budgeted sales volumes, price and profit margin at a specified number of customers and accountable for managing, optimizing the full sales / profit and budget for Key distributors.
• Co-ordinates all internal necessary resources to obtain objectives and where necessary involves local marketing support, such as Category Management, Trade marketing, MarCom and/or 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 Categories account plan strategy and implements the sales strategy.
• Contributes to the development and implementation of local in market marketing strategies.
• Initiates and negotiates tailor made actions by partner, discusses with customers about sales actions.
• Ensures availability of goods/deliverables in cooperation with order desk and logistics and in addition will be responsible for forecast accuracy in alignment with Marketing and Customer, MAPE and BIAS being key performance indicators.
• Supports credit collection process with strong analysis of account activities, in line with Statement of account postings, linking to contractual terms and processes.
• Systematically analyzing and reporting of sales results, expectations, market, competition, and trends.
• Development, maintenance, and improvement of relations with a limited number of accounts to keep or to set Philips as preferred partner.
• Initializing and coordinating all Philips efforts to the accounts to optimize the output of the sales group.
• Creation of an account plan for each account for 2 years in which budgeted targets are translated into specific strategy and actions per account as part of the operational plan of the sales group.
• Creation and implementation of action programs for and with the partners to improve the performance of Philips. Drive the performance of the functions in the account team to get it done.
• Manage full terms outlined in contracts with partners to ensure all contractual terms are carried out by both partners and Philips.
• Secure all Contract Management Processes are completed in a timely fashion: (New Partner Process, Regular DDP, BC setting, contract renewal).
• Ability to understand goods flow into Africa and influence positive outcomes for both Philips and the Partner.
• SOH, run rate, GTM understanding, with the proven ability to manage a seamless process specifically in Africa.
• Broadening our Network in Africa to better expand our footprint to drive growth for Philips PH within Africa.
• Systematically analyzing and reporting of sales results, expectations, market, competition and trends to make proposals for improvement.
• To succeed in this role, you should have the following skills and experience

Minimum tertiary qualification

• Minimum 3-5 years of experience in Sales and Marketing from either the Electronic / FMCG Industry.
• Distributor Management experience with proven ability to develop and create partnerships
• International logistics understanding.
• Very Good internal / external relationships
• Ability to work outside the scope of the Job responsibilities
• Good experience in Trade Marketing Activities
• Good experience in Sales & Account Management
• Strong negotiation skills
• Strong communication skills verbal & written
• Microsoft Office advanced
• Presentation skills
• Excellent Team Player
• Willingness to travel extensively

In return, we offer you

• the unique combination of a critical and challenging role and a creative and empowering office environment. You will be actively encouraged to make improvements, establish best in class service and have a direct impact on the success of Philips on a daily basis.

Why should you join Philips?

• Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 2.5 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.
• To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there,you can also learn about our recruitment process, or find answers to some of the frequently asked questions.