Senior Strategic Account Manager

5 days ago

Jeddah, Saudi Arabia Philips Full time

**Job Title**: Senior Strategic Account Manager - KSA

**In this role, you have the opportunity to**

Develops and drives 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.

Key Areas of Responsibilities
- 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:

- Funnel Management via daily management methodology
- Strategy Account Management - orchestrator of accounts with 360 team members
- Order Intake
- Daily demonstration of the highest level of Philips Leadership competencies behaviors
- Job will be based in Jeddah, required to know the Western Region and Key Customers in the Western Region.
- Has 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.

Key Performance Indicators
- Lead generation for sales opportunities
- CSG / OIT (Growth)
- Sales funnel health (%)
- Forecast Accuracy on sales
- Balanced selling portfolio mix
- Solution Selling
- AR Overdue%
- Prize realization
- NPS+
- Quality
- Year over year revenue growth / Share of wallet per assigned customer

**You are a part of**
An organization with an incredible diversity of nationalities, skills, backgrounds, functions and challenges. At Philips we have opportunities for graduates as well as experienced professionals in everything from applied research to marketing and sales in over 100 countries. We’re a fascinating company to be part of, with a strong emphasis on cultural awareness, mutual understanding and out-of-the-box thinking

**To succeed in this role, you should have the following skills and experience**
- 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.
- Fluent in English and native language, verbally and in writing.
- 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

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