Key Account Manager at Philips

Job Description

Currently, we have the opportunity for a dynamic Key Account Manager to join our Personal Health team in Cape Town or Johannesburg, South Africa.

In this role, you have the opportunity to be responsible for developing and optimizing sales for Philips Personal Health (Male Grooming, Beauty, Oral Health Care and Mother & Childcare) within major retail and pharmacy channels: drug/ pharma, hypermarkets, distributors.

You will be responsible for representing Philips in these accounts and internally you will be the champion for these accounts.

You will be expected to have an in-depth understanding of the customer strategy and in addition, define the account strategy that will drive profitable high growth opportunities for Philips as well as operationally manage execution of key promotions in these channels to drive sell-out.

The goal is to maximize the value (top- and bottom-line) of the short & long-term business within these accounts for Philips.

You will report to the Sales Lead, Personal Health South Africa

Key Areas of Responsibility:

• Develop and drive credible and productive long-term relationships to maximize value (top and bottom line) in both the short & long-term based on a deep understanding of our customer’s strategies and priorities, external trends, market insights on industry trends, competitive landscape, and legislation requirements
• Coordinate an efficient approach to the customer, by working with Marketing, Order Desk, and Supply Chain team members
• Develop the Account Strategy aligned with the Customer’s priorities and drive the key accounts customer Sales Plans in order to fulfill the key account growth plan; fully leveraging the Joint Business Planning operating model while supporting product, solutions, and services towards a full portfolio standardization
• Drives continuous improvement via Lean business practices
• Maintains and grows comparable sales and market share/share of wallet through:
  • Trade promotions
  • Trade partnerships
  • Ranging and distribution (ensure reach & availability)
  • Shelf management

Job Overview :

• Responsible for the development, maintenance, and improvement of the relationship within the key accounts.
• Initializing and coordinating all Philips efforts to the accounts in order to maximize the output of the sales group.
• Translates business plans into a strategic 2–3-year plan in which targets, strategy, and actions are set to meet the short- and long-term goals.
• Participation in the definition and implementation of the operational plan to get the right choices in sales action plans, Marketing Communication, and other marketing techniques as a whole, but specifically for the key accounts.
• Creates and implements action programs for and with the key accounts to improve the performance of Philips.
• May be involved in regional account teams or project teams to get alignment in the offered product package, market approach, and company profile.
• Systematically analyses and reports sales results, expectations, market, competition and trends for the optimal operational planning or optimal product portfolio decisions
• Influences multi-disciplinary teams to deliver to customer expectations.
• Understands local needs, production plans, ramp up/downs.
• Supports, initiates, and drives improvement processes to ensure customer satisfaction.
• In-depth theoretical background and experience in the use of relevant marketing and sales techniques.
• Good knowledge of logistics, process management and finance.
• Have the ability to develop expert-level knowledge of company products and services.
• Regular interactions with senior management or executives 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.
• No obstacle for travel.

Dimensions relating to Problem Solving: Thinking Environment and Challenge

• Work on challenges of diverse scope where analysis of data requires evaluation of identifiable factors.
• Demonstrate good judgment in selecting methods and techniques for obtaining solutions.
• Networks with senior internal and external personnel in their own area of expertise.
• Creates budget for special actions, within account budget.
• Makes own sales plan and account strategy, account plan and budget proposals

Dimensions relating to Accountability: Freedom to Act, Magnitude, Nature of Impact

• Ability to execute day to day functions with little instruction and general instructions on new assignments.
• Implement sales strategies for assigned accounts within defined guidelines: operational and activity planning. Responsible for alignment of Key Account forecast
• Improving contracts and customer relationships.
• Initiate and negotiate tailor-made actions and conditions within a defined account budget.
• Manage account budget.
• Influence on a Business magnitude:  Own sales volume; top line, margin, and bottom-line improvement.

Required Competencies :

Skills :

• Tertiary Education, minimum 5 Years’ Experience
• Account Management 
• Consultative Dialogue & Negotiation / C-suite
• Problem Solving /Lean

Knowledge

• Portfolio Knowledge 
• Industry & Competitive Landscape 
• Standard Processes & Tools

Fit for Future:

• Solution Knowledge 
• Co-Create Methodologies

Customer

• Customer focus 
• Financial Acumen 
• Strategic Mindset 
• Business Insights 
• Balances Stakeholders

Results 

• Plans & Aligns 
• Ensures Accountability 
• Drives Results

People 

• Builds Networks 
• Collaborates 
• Communicates Effectively 
• Persuades 

Self 

• Self-awareness 
• Instills Trust 
• Situational Adaptability