Key Account Manager Healthsystems

**Job Title**: Key Account Manager HealthSystems

**In this role, you have the opportunity to** build credible and productive long-term relationships with customers and deliver effective positive change. As a KAM HealthSystems, you will be responsible for maximizing order intake, sales, prices realization and customer satisfaction whilst developing and optimizing the customer relationship in order to ensure the long-term profitability in the region.

**You are responsible for**:

- 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
- 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.

**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.
- 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 7-10 years of related experience in B2B / B2C Sales
- Experience in building and executing account strategy
- Strong interpersonal skills
- Experience in Healthcare industry preferred, in dealing with medical equipment and solution selling.
- Experienced in dealing with KOLs from MoH w