Job Description

Job Title Strategic Account Manager (SKAM )Chennai



Strategic Account Manager - Chennai

JOB SUMMARY

• Act as single point for strategic accounts and own Executive level relationships with affiliated customers.

• Focusing on the long-term account strategy, leveraging Business and Partnership relationship to retain and build toward a full Philips solution and product portfolio standardization

• Has E2E accountability and P&L responsibility for the account

KEY AREAS OF RESPONSIBILITY

Develop Sales Plans and Account(s) Strategies

• Research the accounts, and its affiliated operating model, business challenges, critical metrics, issues, goals, and growth strategy to develop a Philips objective for the account and supporting account strategies.

• Solidify the Trusted Advisor Role by providing market insights on industry trends, competitive landscape information, healthcare legislation information that assists the Account in reaching its goals.

• Leverage the Business and Partnership relationship to retain and build toward a full Philips solution and product portfolio standardization. Identify and operationalize relevant eco-systems and partnerships.

• Identify a strong funnel of growth potential by analyzing contract status, standardization plan, evaluating current contracts, products, needs, care gaps install base, and construction strategies to leverage into deal strategies.

• Responsible to initiate the process of solution definition and delivery working with Solution team in the Market, when the customer needs can be best translated into solution (bespoke or customized) or LSP

Drive the Realization of Account(s) Strategy and Metrics:

• Act as single point for Strategic Accounts and own Executive level relationships.

• Communicate, align, and drive the team to execute on the Account strategy.

• Negotiate and oversee development of contracts for compliance, terms and conditions, renewals and extensions

• Analyze account status to understand total Accounts and specific activity leveraging the funnel into larger bulk buy and standardization opportunities.

• Responsible to initiate the process of solution definition and delivery working with Solution team in the Market, Develop and leverage relationships to assist the sales team in deal execution, activating Solution team when the customer needs can be best translated into solution (bespoke or customized), or LSP

• Leverage Philips Business Tools to understand customer business needs and provide targeted solutions to include software and services.

• Participate in customer meetings to closure.

• Responsible for Account funnel, forecast and AOP performance.

• Responsible for preparation and execution account plan

Own How the Customer Experiences Philips

• Create and sustain relationships with the Executive level leaders as the single contact point at Philips.

• Develop plans to prevent business and care disruptions.

• Ensure a current knowledge of issues in each facility and monitor resolution through the escalation processes.

• Simplify the impact of Philips required activities for the customer

• Coach the sales team to meet and manage customer expectations throughout the sales process.

COMPETENCIES (BEHAVIORS, SKILLS, KNOWLEDGE)

Philips Behaviors: Eager to win, Take Ownership, Team up to excel, Always act with integrity

Philips Competences: I focus on customers, I deliver results, I drive operational excellence, I inspire by example, I lead change, I create meaningful innovation

Professional (Behavioral) Competences:

• Collaborates

• Builds Networks

• Strategic Mindset

• Persuades

• Situation Adaptability

• Technical Savvy

Functions (Domain-Specific Competences):

• Account Management

• Solution Selling

• C-Suite Engagement

• Funnel / Portfolio Management

• Clinical know-how

• Product Knowledge / Portfolio Selling

• Customer Focussed Selling

• Segmentation

• Able to drive continious improvement via Lean

Philips