Key Account Manager

Job Description

MAIN PURPOSES OF THE JOB:

• To achieve turnover, distribution and profitability targets with the assigned customers.
• Maintain and develop long-term relationship with customers to optimize quality of service, business growth, customer satisfaction and maximize sales opportunities with them.

MAIN TASKS IN THE JOB:

• Sets up and deliver the targets (annual/quarterly/monthly) for assigned customers towards achieving agreed business aims, including sales, qualitative and quantitative distribution, in-store visibility & communication, promotion, costs, pricing and margins;
• Ensure proper monitoring of fulfilment of the targets on regular basis to secure target achievement; share status with Line Manager.
• Develops and implements Account Plans for assigned accounts according to the agreed templates and time line;
• Organizes a reporting system with the regional field sales team in order to increase the distribution and market share knowledge, to control their activity and to benchmark the competitors, develop proposals of activities to achieve business targets;
• Controls collection of receivables and takes measures to keep debtors risks in accordance with the targets;
• Identifies business opportunities and pinpoints problem area within the channel; propose additional actions to secure and (or) develop business;
• Provides to Line Manager regular reports according to the agreed time schedule with all relevant business information, information from field, inputs;
• Fulfills other job related tasks required by management to maximize business results.

Education:

• Higher education (economics preferably);
• Fluent in verbal and written local languages in addition to English language (at least Intermediate level).

Experience:

• Experience in working with distributors and indirect channel;
• Preparation and realization of annual contracts;
• Planning;
• Achievements of objectives in assortment, distribution and pricing policy;
• Achievements of sales volume, marginal and financial targets;
• Achievements of objectives in POS visibility and promotion;
• Min 2+ years of proven successful experience in sales, account management.

Knowledge:

• Excellent communication, negotiation and interpersonal skills;
• Advanced PC user (MS Office);
• Valid driving license and experience;
• Work requires willingness to work a flexible schedule.

Key capabilities:

• Excellent oral and writing communication, presentation skills;
• Excellent negotiation skills;
• Persuasion skills;
• Sales skills;
• Proactive, goal-oriented;

Competencies:

• Forecasting Accuracy;
• Tight Budget Controls and deliverance of solid ROI;
• Being able to provide creative business development in the challenging business environment;
• To keep in touch with the retail reality;
• To conduct clear and precise communication;
• In-depth product knowledge;
• A high degree of self-motivation and drive;
• Strong commercial awareness.

Why should you join Philips?

Working at Philips is more than a job. It's a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum. Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video.

To find out more about what it's like working for Philips at a personal level, visit the Working at Philips page on our career website, where you can read stories from our employee blog. Once there,you can also learn about our recruitment process, or find answers to some of the frequently asked questions.

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