Philips Lighting Key Account Manager End Users Sales (Office & Industry) in Eindhoven, Netherlands
Signify, the new company name of Philips Lighting, is the global leader in lighting building on 125+ years of innovations.
Our purpose is to unlock the extraordinary potential of light for brighter lives and a better world.
We are proud to be ahead of the game in the Internet of Things and on track to be carbon neutral by 2020. We learn through disruptive challenges and our performance is powered through our diverse teams. Our Philips products, Interact connected lighting systems, and data-enabled services transform people’s lives in homes, buildings, and public spaces.
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Develops, maintains and improves relations with a limited number of key-accounts to keep or to set Philips as preferred supplier.
Initiates and coordinates all Philips efforts to the accounts in order to maximize the output of the sales group.
Creates an account plan for each key-account for 2 years in which budgeted targets are translated into specific strategy and actions per account as part of the operational plan of the sales group.
Creates and implements action programs for and with the key-accounts to improve the performance of Philips.
Drives the performance of the functions in the key-account team to get it done.
Systematically analyzes and reports sales results, expectations, market, competition and trends to make proposals for improvement.
Selecting the target group in close collaboration with and through the intercession of Segment Marketing.
Differentiates Philips systems offerings strategically and tactically by understanding the business drivers, knowledge of the competition, and by applying the appropriate mix of technology.
Creates tailored solutions that deliver an improved lighting system that promotes productivity, safety, sustainability and enhanced outcomes.
Winning the preference of Decision Making Unit (DMU) at the target group (eg, office, industry, healthcare, education and hospitality).
Drives for high levels of customer satisfaction, Manages and maintains customer relationships and manages deal pipeline. (Customer NPS)
Delivery of AOP Sales targets (Systems Sales €, IGM %)
Feeding the chain control, so that we keep an effective grip on the projects and keeping up to date SFDC
Professional collaboration with the customer service desk, LIAS and system center to work effectively to market and secure the Philips performance.
Informing, involving and collaborate with sales colleagues in acquisition, order, delivery and after sales.
Create, implement, monitor and correct the periodic acquisition plan.
Lives by our competencies and behaviors. (GBP and Integrity)
A dynamic work environment with room for own initiatives and innovative ideas. You are part of a professional, international oriented sales organization, and you have multiple opportunities to develop yourself. This position is grade 60.
Our benefits are very competitive and designed around your preferences:
Depending on experience, a challenging year salary (fulltime) including a personal benefits package (NL)
25 Days of leave and the possibility to purchase up to 20 extra days off annually (NL)
A variable bonus based on both Philips results and personal performance
Extensive set of tools to drive your career, such as a personal development budget, free training and coaching
Solid company pension scheme and attractive collective health insurance package
Opportunity to buy Philips shares and products with discount
Healthy work-life balance
5-10 years of proven track record in key account management and consultative selling principles in a fast-paced technology industry.
At least 5 years of strong history of quota achievement with stellar experience presenting Systems and Services to accounts
At least 3 years of value-based selling in a market/customer facing role
You are bilingual Dutch with a good knowledge of English
By focusing on customers, you create customer delight
You understand complex sales cycles at strategic level.
You are able to pursue commercial opportunities with vigor and discipline to close the deals despite challenges.
You understand Technology/Software & Connectivity domains (illumination & beyond) including the benefits of maximum energy efficient, data sharing, predictive resource delivery, platforms for services and integrated resource management
You understand financial implications of a solution for the customer and you demonstrate the financial outcomes for the investing party (financial & business acumen)
You are a team player: you bring the right team together leveraging respective areas of expertise. You collaborate efficiently in the matrix organization with a "greater-good" spirit. Shares knowledge and commercial leads where relevant.
You have excellent stakeholder management skills for both internal and external parties.
You are adaptive, collaborative, fast and executes flawlessly
You deliver on commitments and communicate with impact and you have strong organizational abilities.
For more information about the position, you can contact Carol De Bleecker Talent Acquisition Consultant Benelux.
If you’re interested in this opportunity to join us, please upload your resume and motivation letter through Workday (Jobs @Philips) or the Signify career site vacancy number 276949.
After a pre-selection process based on your CV, you will be invited for a recruitment- and a face-to-face business interview.