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Job Title

Key Account Manager Prof Trade

Job Description

Philips is the leading provider of lighting solutions and applications both for professional and consumer markets, transforming how lighting is used to enhance the human experience in the places where people live and work. Our ambition is to enhance life with light and thereby improve the quality of people’s lives.  

Your challenge

The Key Account Manager (KAM) represents Philips towards the Account and internally represents the Account.

The KAM has to have an in-depth understanding of the customer strategy in the country and defines an account strategy that drives profitable high growth opportunities for Philips as well as operationally managing the execution. The goal is to maximizing the value (top- and bottom-line) of the short & long term business with the account for Philips.

Your responsibilities

  • Negotiate with customers the yearly terms and conditions
  • Keep direct contact with the customer key stakeholders
  • Be the partner to the customer in creating common strategy and its input within the international cooperation
  • Create high quality and detailed yearly Account plan in cooperation with sales management, marketing and aligned/agreed with the customer, set targets and plan activities and MarCom deliverables
  • Responsible for Account plan implementation and provide input/feedback to the management
  • High focus on the sell-out in line with the defined strategy
  • Initialize customer tailored sales promotions including quality monitoring and improvement actions realization if needed
  • Realize trainings for the customers to explain strategy and product portfolio in cooperation with Trade Marketing Manager
  • Develop, maintain and improve long-term partnership with customers with target to establish Philips as a preferred partner for the trade
  • Approach new potential customer in cooperation with manager
  • Ensure queries are solved effectively balancing service and cost
  • Maximize the in-store presence of our product portfolio
  • Monitor customer stock situation
  • Monitor & manage “out of stock” situations
  • Monitor and actively solve customer overdues
  • Create demand plan for dedicated customers
  • Responsible for DSO of dedicated customers
  • Close contact with Sales Representatives supporting dedicated customers on outlet level

Our offer

The opportunity to join a company with more than a century of success so far since 1891. In Philips you will be able to build a career by helping us improve the lives of 3 billion people by 2025.

We are looking for

  • Business Development and Sales Execution of complex sales opportunities
  • Strong track of record of collaboration with extensive stakeholder’s ecosystems as well as internal resources
  • Proven ability to create strong relationships with customers
  • Fact Based Selling & Solution Based Selling
  • Thorough Business Planning & Project Coordination skills
  • Forecasting Accuracy & Financial Acumen
  • Proven experience in technical solutions sales
  • Proven experience in managing technical projects
  • University degree (preferably engineering)
  • Practical understanding of customer buying process and motivation
  • Experience in managing many internal and external stakeholders
  • Proven knowledge of project management and relevant business processes
  • Excellent communication and cooperation skills
  • Proactive attitude and flexibility in adapting to change
  • Strong results orientation
  • Analytical and proven strategic mindset
  • Fluency in Romanian and English
  • Clean driver’s license and availability to travel
  • Knowledge of Dialux /similar lighting design applications is a plus