In this role, you have the opportunity:
To develop and optimize the sales of the Health Informatics offering together with our Channel Partners. The Account Manager represents Philips towards the channel partner and internally represents the channel partner. The Account Manager should have an in-depth understanding of the in-direct Channel go to market in the country and defines a Channel Strategy that drives profitable high growth opportunities for Philips through developing our partners. The goal is to maximizing the value (top- and bottom-line) of the short & long-term business with the Channel Partner for Philips.
You are responsible for
•Achieving budgeted sales volumes, price realization and profit margin with the specified modality and channel partners.
•Preparing the annual business plan in line with the overall country strategy and implementing the channel partner strategy (incl Contracting, DDP, Targets, Review, Compliance, Organizational development plan)
•Driving the of performance review (monthly, quarterly), target setting (contractual criteria), sales plan preparation and timely contract renewal with each Channel Partner (includes (bi)annual Partner evaluation)
•Coordinating all internal necessary resources to obtain objectives and where necessary involves local sales force and marketing support (i.e. MarCom, Application Specialists, Modality specialists.
•Ensures continuity of the relationship with the channel partners and operates at the highest level in the partners’ organizations.
•Initiates and negotiates tailor made actions, discusses with channel partners about sales & marketing actions.
•Systematically analyzing and reporting of sales results, expectations, market, competition and trends.
•Funnel Management for respective indirect opportunities (complete, up to date (modality, value, expected order date, confidence level, etc), logging changes and minutes)
•preparing configurations & quotations using the appropriate systems and getting the necessary approvals before submitting customer facing documents externally.
•Checking purchase orders received vs the quote including terms and conditions making sure purchase orders are clean.
In addition, you will be required to
•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.
•Manage small national accounts or local large accounts in a district/area, dealing with account management level.
•Implements national sales plan and gives input for national account strategy.
•Makes own sales plan and account strategy. Account plan and budget proposals.
•Implements sales strategy for assigned accounts within defined guidelines: operational and activity planning. Improving contracts and customer relationship.
