Account Manager di
4 days ago
**Job Title**: Account Manager DI & IGT (South)
Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.
But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common. An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions - the kind that make a real difference - when it matters most.
The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.
**In this role, you have the opportunity to make life better**
Looking at the challenges the world is facing today Philips’ purpose has never been more relevant. So whatever your role, if you share our passion for helping others, you’ll be working towards creating a better and fairer future for all.
To develop and grow the sales of the DI & IGT offering together with our Channel Partners. The Account Manager represents Philips towards the end-user and the channel partner. The Account Manager should have an in-depth understanding of the market, building up direct relationships with our end-users, and in-direct go to market channel in the country defining the Channel Strategy that drives market share and profitable growth opportunities for Philips through working with our end-users and developing our partners. The goal is to maximize the in-direct value (top
- and bottom-line) of the short & long term business together with the Channel Partner for Philips.
**You are responsible for**
- Achieving budgeted order intake & sales volumes, price realization and profit margin with the specified modality (equipment & service) and channel partners.
- Preparing the annual business plan in line with the overall country strategy and implementing the channel partner strategy (incl Contracting, DDP, Targets, Review, Compliance, Organizational development plan)
- Driving the performance review cycle (weekly, monthly, quarterly), target setting (contractual criteria), sales plan preparation and timely contract renewal with each Channel Partner (includes (bi)annual Partner evaluation)
- Coordinating all internal necessary resources to obtain objectives and where necessary involves local sales force and marketing support (i.e. Marketing, Application Specialists, Modality specialists, Customer Service & Finance)
- Ensures continuity of the relationship with the channel partners and operates at the highest level in the partners’ organizations in the interest of both companies.
- Builds-up and maintains direct relationships with our end-users visiting the hospitals on frequent bases generating the visibility and full understanding of the potential market.
- Initiates and negotiates tailor made actions, discusses with channel partners about sales & marketing actions.
- Systematically analyzing and reporting of order intake & sales results, expectations, market, competition and trends.
- Funnel Management for respective indirect opportunities (complete, up to date (modality, value, expected order date, confidence level, etc), logging changes and minutes)
- preparing configurations & quotations using the appropriate systems and getting the necessary approvals before submitting customer facing documents externally.
- Checking purchase orders received vs the quote including terms and conditions making sure purchase orders are clean.
- Developing the Channel partner through training and capability building programs
**To succeed in this role, you should have the following skills and experience**:
- Bachelor’s Degree/Master Degree in medical imaging or a medical related field.
- At least 10 years years related experience in the healthcare technology, high value devices product wide.
- Professional knowledge and experience in the use of relevant marketing and sales techniques.
- Knowledge of logistics and process management.
- Basic understanding of finance.
- Fluent in English, verbally and in writing.
- Independent negotiations with end users and channel partners, within given guidelines and objectives
- Strong ability to influence others in a team setting
- Competitive spirit/drive to win, Tenacity, Self-initiative
- High Level Medical Imaging technology knowledge and positioning
- Listening and analytical skills
- Expert selling & negotiation skills
- Excellent business development skills
- Excellent presentation skills to end users
- Aggressive selling
- Based in Ho Chi Minh Office
**How we work at Philips**
Our newly-adopted hybrid work concept fuses flexibility with collaboration to deliver great outcomes for our people and our customers. We
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