27 May 2017

Philips Job Vacancy : Business Development Manager/ Customer Services Account Manager

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Business Management

  • Accountable for maximizing order intake, sales (incl. Point-Of-Sale Services Contracts) and price realization within the country for cross modality equipment
  • Support Annual Operating Planning process
  • Ensure high level of engagement of channel partners – this includes the selection, development, goal setting and performance measurements of channel partners.
  • Drive business development in the country with a 12 to 24 month outlook and 3 month planning horizon in specific (e.g. funnel management, status, corrective action plan)
  • Own the funnel maintenance within the country and business; ensure funnel management tool is up to date, systematically analyzing win & loss deals, expectations, customer satisfaction (NPS), market, competition and trends
  • Responsible for creation and execution of corrective action plans
  • Responsible for country product mix (QxP)
  • Consolidate information about market trends, competitor’s sales practices and potential projects.

Downstream Marketing

  • Build/Execute marketing plan , translating the marketing strategy into tangible deliverables related to customers & portfolio
  • Optimize market share actively managing the portfolio to take account of changing environments
  • Conduct win / loss analyses to examine reasons for success / failure
  • Drive growth by identification of business opportunities and allocate resources and business tools accordingly
  • Identify new business, channel opportunities and customer needs in the country(s) to ensure growth
  • Support new products launches in line with strategy

Upstream Marketing

  • Monitor country market prices, provide input on competitive price developments and product price positioning based on win / loss analyses. Escalate positioning / pricing issues to next level
  • Provide feedback on product requirements, competition (e.g. portfolio, sales tools, tactics) to next level
  • Provide sales tools requirements to next level
  • Provide outlook on market size, growth and share

Customer Services Account Management

  • Responsible for the overall Customer Services (CS) sales business within the district
  • Promotes and executes the sales of CS products together with district sales teams in accordance with the CS sales strategy
  • Establish and maintain effective Customer / Distributor relations in cooperation with the district management and district sales teams
  • Responsible for filling the funnel management tool and systematically analyzing win / loss deals, expectations, customer satisfaction (NPS), market, competition and trends
  • Provide input and feedback on sales strategy and planning to district and regional management
  • Support the Account Manager in case of point of sale deals
  • Responsible for maintaining and increasing CS service contracts for Installed Base
  • Promote and execute the sales of out of warranty contracts
  • Promote and execute the sales of higher level CS contracts
  • Promote and execute renewal and upsell of CS contracts
  • Responsible for reporting customer feedback according to applicable quality standard policy and follow up relevant assigned quality & regulatory training in a timely manner

Customer Relations

Manage business relationships with Key Decision Makers, strategic accounts and Key Opinion Leaders, in addition to customers representing the different market segments

Quality and Regulatory

Take all necessary actions, including the deployment of team objectives, to ensure full compliance with all Business and Q&R policies and procedures

General Management & Authorities

In addition to the responsibilities mentioned above the job incumbent will be responsible for some local general management and fiduciary responsibilities. The may include (this list is not exhaustive):

  • Fiduciary responsibilities for Philips Ghana Ltd
  • Acting as the business to government liaison as and when required
  • Acting as the Philips Ghana Ltd external spokesperson
  • Assuming responsibility as the country representative for diplomatic relations

Key measures

  • Order intake, price realization and sales versus target
  • Customer Satisfaction (NPS)
  • Forecast accuracy and CRM funnel management quality
  • Socket retention rate & Installed base development
  • Clean orders
  • Product mix
  • Legal entity compliance
  • Customer Services Contract penetration
  • Warranty Conversion
  • On time completion

Education & Experience

  • Degree level education or equivalent.
  • Knowledge of medical equipment (X-Ray, MRI, CT) is a preference
  • Experience in sales and / or marketing in a B2C/B2B environment
  • Experience in legal entity management or willingness to learn
  • Knowledge of channel structures
  • Understanding of local Healthcare market is highly preferred
  • Fluent in English both verbal as written.

The Business Development Manager/ Customer Services Account Manager West Africa will be responsible for leading the country to realize the business objectives of Philips Heath Systems (equipment) and drive the total country ‘upstream’ business creation and ‘downstream’ business execution. The Business Development Manager is a key position holder within the region. The role is to be based in Ghana, Accra.

Organizational Context:

This position will be reporting to the Sales Manager, Health Systems West Africa.

You are responsible for:

Business Management

  • Accountable for maximizing order intake, sales (incl. Point-Of-Sale Services Contracts) and price realization within the country for cross modality equipment
  • Support Annual Operating Planning process
  • Ensure high level of engagement of channel partners – this includes the selection, development, goal setting and performance measurements of channel partners.
  • Drive business development in the country with a 12 to 24 month outlook and 3 month planning horizon in specific (e.g. funnel management, status, corrective action plan)
  • Own the funnel maintenance within the country and business; ensure funnel management tool is up to date, systematically analyzing win & loss deals, expectations, customer satisfaction (NPS), market, competition and trends
  • Responsible for creation and execution of corrective action plans
  • Responsible for country product mix (QxP)
  • Consolidate information about market trends, competitor’s sales practices and potential projects.

Downstream Marketing

  • Build/Execute marketing plan , translating the marketing strategy into tangible deliverables related to customers & portfolio
  • Optimize market share actively managing the portfolio to take account of changing environments
  • Conduct win / loss analyses to examine reasons for success / failure
  • Drive growth by identification of business opportunities and allocate resources and business tools accordingly
  • Identify new business, channel opportunities and customer needs in the country(s) to ensure growth
  • Support new products launches in line with strategy

Upstream Marketing

  • Monitor country market prices, provide input on competitive price developments and product price positioning based on win / loss analyses. Escalate positioning / pricing issues to next level
  • Provide feedback on product requirements, competition (e.g. portfolio, sales tools, tactics) to next level
  • Provide sales tools requirements to next level
  • Provide outlook on market size, growth and share

Customer Services Account Management

  • Responsible for the overall Customer Services (CS) sales business within the district
  • Promotes and executes the sales of CS products together with district sales teams in accordance with the CS sales strategy
  • Establish and maintain effective Customer / Distributor relations in cooperation with the district management and district sales teams
  • Responsible for filling the funnel management tool and systematically analyzing win / loss deals, expectations, customer satisfaction (NPS), market, competition and trends
  • Provide input and feedback on sales strategy and planning to district and regional management
  • Support the Account Manager in case of point of sale deals
  • Responsible for maintaining and increasing CS service contracts for Installed Base
  • Promote and execute the sales of out of warranty contracts
  • Promote and execute the sales of higher level CS contracts
  • Promote and execute renewal and upsell of CS contracts
  • Responsible for reporting customer feedback according to applicable quality standard policy and follow up relevant assigned quality & regulatory training in a timely manner


How to Apply

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