Jobs at Philips

In this role you have the opportunity to be responsible for developing and optimizing the sales of one or more products of Personal Health to a defined number of accounts. Small accounts within a district/area, small national accounts or large strategic key accounts with specific focus on the South Africa Pharmacy channel. You will represent Philips towards the account and internally represents the key account. You should have an in-depth understanding of the customer strategy in the country and defines an account strategy that drives profitable high growth opportunities for Philips as well as operationally managing the execution. The goal is to maximizing the value (top- and bottom-line) of the short & long-term business with the account for Philips.

You will report to the Sales Manager Personal Health South Africa

You are responsible for:

• Achieving budgeted sales volumes, prices and profit margin at a specified number of customers and accountable for managing the sales orders.
• Coordinating all internal necessary resources to obtain objectives and where necessary involving local sales force and marketing support, such as Category Management, Trade marketing, MarCom and/or Application Specialists.
• Ensuring continuity of the relationship with the accounts and operates at the highest level in the accounts’ organizations, but also facilitating the executive level interfaces between the company and the accounts if necessary.
• Preparing the annual account plan in line with the national account plan strategy and implements the sales strategy.
• Contributing to the development and implementation of local marketing strategies.
• Initiating and negotiating tailor made actions, discusses with customers or store managers about sales actions.
• Ensuring availability of goods/deliverables in cooperation with order desk and logistics.
• 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 supplier.
• Initializing and coordinating all Philips efforts to the accounts in order to maximize 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 accounts to improve the performance of Philips. Drive the performance of the functions in the account team to get it done.
• 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 5 years of experience in Sales in either the Electronic Industry or Managing the Pharmacy channel in South Africa (a must have).
• Very Good internal / external relationship
• 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
• Presentation skills
• Excellent Team Player
• Willingness to travel extensively

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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