Key Account Manager

Job Title

Key Account Manager

Job Description

Currently, we have the opportunity for a dynamic Key Account Manager to join our Personal Health team in Johannesburg, South Africa.

In this role, you have the opportunity to be responsible for developing and optimizing Sales for Philips Personal Health (Male Grooming, Beauty, Oral Health Care and Mother & Childcare) within major retail channels, including hypermarkets, pharmacies, distributors & e-commerce. You will be responsible for representing Philips in these accounts and internally you will be the champion for these accounts. You will be expected to have an in-depth understanding of the customer strategy and in addition, define the account strategy that will drive profitable high growth opportunities for Philips as well as operationally manage execution of key promotions in these channels to drive sell-out. The goal is to maximize the value (top- and bottom-line) of the short & long-term business within these accounts for Philips.

Your role:

• Develop and drive credible and productive long-term relationships to maximize value (top and bottom line) in both the short & long-term based on a deep understanding of our customer’s strategies and priorities, external trends, market insights on industry trends, competitive landscape, and legislation requirements.
• Coordinate an efficient approach to the customer, by working with Marketing, Order Desk, and Supply Chain team members.
• Develop the Account Strategy aligned with the Customer’s priorities and drive the key accounts customer Sales Plans in order to fulfill the key account growth plan; fully leveraging the Joint Business Planning operating model while supporting product, solutions, and services towards a full portfolio standardization.
• Drives continuous improvement via Lean business practices.
• Maintains and grows comparable sales and market share/share of wallet through:

Trade promotions.

Trade partnerships.

Ranging and distribution (ensure reach & availability)

Shelf management

Job Overview:

• Responsible for the development, maintenance, and improvement of the relationship within the key accounts.
• Initializing and coordinating all Philips efforts to the accounts in order to maximize the output of the sales group.
• Translates business plans into a strategic 2–3-year plan in which targets, strategy, and actions are set to meet the short- and long-term goals.
• Participation in the definition and implementation of the operational plan to get the right choices in sales action plans, Marketing Communication, and other marketing techniques as a whole, but specifically for the key accounts.
• Creates and implements action programs for and with the key accounts to improve the performance of Philips.
• May be involved in regional account teams or project teams to get alignment in the offered product package, market approach, and company profile.
• Systematically analyses and reports sales results, expectations, market, competition and trends for the optimal operational planning or optimal product portfolio decisions
• Influences multi-disciplinary teams to deliver to customer expectations.
• Understands local needs, production plans, ramp up/downs.
• Supports, initiates, and drives improvement processes to ensure customer satisfaction.
• In-depth theoretical background and experience in the use of relevant sales and marketing techniques.
• Good knowledge of logistics, process management and finance.
• Have the ability to develop expert-level knowledge of company products and services.
• Regular interactions with senior management or executives on matters concerning several functional areas, divisions, and/or customers. Requires the ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.

You're the right fit if:

Qualification & Experience

Tertiary Education with min. 7 Yrs. of experience in preferably FMCG and relevant sectors.

Skills

Account Management • Consultative Dialogue & Negotiation / C-suite • Problem Solving /Lean

Knowledge

Portfolio Knowledge . Industry & Competitive Landscape, Standard Processes & Tools

Fit for Future:

Solution Knowledge • Co-Create Methodologies.

Customer

Customer focus • Financial Acumen • Strategic Mindset • Business Insights • Balances Stakeholders

Results

Plans & Aligns . Ensures Accountability .Drives Results

People

Builds Networks • Collaborates • Communicates Effectively Persuades

Self

Self-awareness • Instills Trust • Situational Adaptability, Marketing

Employment Equity :

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Only apply for this role if you are a South African Citizen by birth or Naturalization prior to the 27 April 1994

We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week. Onsite roles require full-time presence in the company’s facilities. Field roles are most effectively done outside of the company’s main facilities, generally at the customers’ or suppliers’ locations.

About Philips
Are you ready to do the work of your life to help the lives of others? Learn more about our business, discover our rich and exciting history and learn more about our purpose.
If you’re interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our culture of impact with care.