Key Account Manager

Job Title

Key Account Manager

As a Key Account Manager, you will develop and drive credible and productive long-term relation with customers, by understanding their business needs and providing tailored value propositions, being the orchestrator of the relationships with assigned Key accounts.

• 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 assigned 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
• Maintain and grow comparable sales and market share / share of wallet through:
• responsibility for development, maintenance and improvement of the relations with key accounts to keep or to set Philips as preferred supplier
• Develops, maintains and improves of the relations with important end users and their advisers.
• Initializing and coordinating all Philips efforts to the accounts in order to maximize the output of the sales group.
• Build and Translates business plans of the sales group into a strategic 2-3 year plan in which targets, strategy and actions are set to meet the short- and long term goals.
• Creates and implements of action programs for and with the key accounts to improve the performance of Philips.
• Drives the performance of the functions in the account team to get it done.
• Lead account teams or project teams to get alignment in the offered product package, market approach and company profile.
• Systematically analyzes and reporting of sales results, expectations, market, competition and trends for the optimal operational planning or optimal product portfolio decisions.

• Professional knowledge and experience in the use of relevant marketing and sales techniques.
• Basic understanding of finance.
• Leads local account team, organize the necessary actions and make sure the required results are met in time.
• Influences multi-disciplinary teams to deliver to customer expectations. Understands local needs, production plans, ramp-up/downs.
• Independent negotiations with customers, within given guidelines and sales plan.
• Has a complete knowledge of company products and services.
• Frequently interacts with customers, and/or functional peer group managers, normally involving matters between functional areas, other company divisions or units, or customers and the company.
• Often must lead a cooperative effort among members of project team.
• Supports, initiates, drives improvement processes to ensure customer satisfaction.
• In-depth theoretical background and experience in the use of relevant marketing and sales techniques.
• Knowledge of business issues.
• Has to analyze market and distribution possibilities in order to define sales strategy.
• Regularly interacts with senior management or executive levels on matters concerning several functional areas, divisions, and/or customers. Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.
• Evaluates options and develops plans based on understanding of local situations
• Creates budget for activities with national accounts and defines projects for a diverse type of actions.
• Defines the sales strategy and distribution strategy for own market segment, including tailored value proposition.
• Has to align between competitive accounts, regarding actions and to align across product groups.
• Initiates and negotiates tailor made actions and conditions within defined account budget (by sales management).
• Typically requires University degree with 5 years of…