Key Account Manager📣 Job Ad

About the Role

Philips is seeking a Key Account Manager to develop and maintain long-term relationships with key customers. This full-time role involves understanding customer business needs and delivering tailored value propositions. The Key Account Manager will serve as the central orchestrator for relationships with assigned key accounts.

Key Responsibilities

• Develop and drive long-term customer relationships to maximize short and long-term business value for Philips, based on deep understanding of customer strategies, market insights, and competitive landscape.
• Coordinate a unified Philips approach to customers by collaborating with Sales, Marketing, Service, and Supply Chain teams.
• Develop and execute account strategies and sales plans aligned with customer priorities, leveraging the BMC operating model to support product, solution, and service standardization.
• Drive continuous improvement initiatives using Lean methodologies.
• Maintain and grow comparable sales and market share by developing and improving relationships with key accounts, important end-users, and their advisors.
• Lead and coordinate all Philips efforts for assigned accounts to maximize sales group output.
• Translate sales group business plans into a strategic 2-3 year plan with defined targets, strategies, and actions.
• Create and implement action programs with key accounts to enhance Philips' performance.
• Drive the performance of functions within the account team.
• Lead account or project teams to ensure alignment in product offerings, market approach, and company profile.
• Systematically analyze and report sales results, expectations, market trends, and competitive activities for operational planning and product portfolio decisions.

Qualifications and Experience

• University degree with 5-10 years of related experience in B2B/B2C Sales.
• Professional knowledge and experience in relevant marketing and sales techniques.
• Basic understanding of finance.
• Experience in building and executing account strategy.
• Experience in the Healthcare industry, particularly with medical equipment and solution selling, is preferred.
• Proven ability to form and maintain positive long-term relationships with customers, including Key Opinion Leaders (KOLs) from the Ministry of Health.

Required Skills and Abilities

• Ability to lead local account teams, organize necessary actions, and ensure timely results.
• Capacity to influence multi-disciplinary teams to meet customer expectations, understanding local needs, production plans, and ramp-up/downs.
• Independent negotiation skills with customers, adhering to guidelines and sales plans.
• Comprehensive knowledge of company products and services.
• Strong interpersonal skills, with frequent interaction with customers and peer group managers.
• Ability to lead cooperative efforts among project team members.
• Capability to support, initiate, and drive improvement processes for customer satisfaction.
• Knowledge of business issues and ability to analyze market and distribution possibilities to define sales strategy.
• Regular interaction with senior management or executive levels, requiring the ability to influence others in sensitive situations without damaging relationships.
• Ability to evaluate options and develop plans based on local situations.
• Skill in creating budgets for national account activities and defining projects for diverse actions.
• Ability to define sales and distribution strategies for own market segment, including tailored value propositions.
• A good negotiator with strong presentation skills.
• Flexibility and willingness to travel frequently within the allocated territory.
• A fast learner with a proactive, open-minded, independent, and well-organized approach.

Work Environment

This is a full-time position that involves frequent interaction with customers and internal teams across various functional areas and divisions. The role requires leading project teams and engaging with senior management.

Application Process

Candidates who meet the qualifications are encouraged to apply.