Key Account Manager - Sleep & Respiratory Care

Job Title

Job Description

In the role of Key Account Manager, you are responsible for establishing new customers and partnerships, as well as for the long-term care and development of the assigned customers in the assigned area.

Mainly you are responsible to develop Sleep & Respiratory Care (S&RC) activities in the Italian area.

Your role:

• Represent and promote the full line of company product offerings contained in the Sleep and Respiratory Care business to defined territories and customers within a geographic region, through power messaging, consultative selling and strategic negotiation.
• work with customers to expand business opportunities, ensure products are properly presented and that customers are aware of product changes, new releases, etc.,
• Developing, maintaining and improving relations with existing and potential customers in the assigned district/area. 
• Reporting regularly on sales results and expectations, market and competition and trends;
• Creating the yearly and quarterly sales plan, with help of sales management, to set customer targets and to plan actions and Marketing deliverables.
• Maintain CRM records of territory, customer order potential, status of sales in progress and provide feedback to management on a regular basis.
• Work with central office on price quotes.
• Monitoring the quality of the realization of the actions, improves contact between the internal service and the customers to get a good result of the actions. 
• Strong skills in Excel data management

You are a part of
As a Key Account Manager, you are part of IIG S&RC team, within EMEA Philips commercial team. In this role you will report to Commercial Leader Sleep & Respiratory Care IIG.

To succeed in this role, you’ll need a customer-first attitude and the following

• Experience in Key account management in B2B, sales activity or hospital sales management. A background as Sales specialist in the medical device market is a plus
• Minimum 3 years in similar position
• Home respiratory field, or respiratory background (target in Pneumologist, Neurologist, or Intensive Care units)
• Negotiation, contracting and problem-solving skills to develop the account
• Experience working with large matrix teams both internal and externally
• Understand local market environments, reimbursement models, public tenders and local challenges and regulations
• Excellent oral and written communication skills in Italian and in English languages
• Availability to travel. Time to spend on the field with customers 80%

How we work together
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.

This role is a field role.

About Philips
We are a health technology company. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting history.
• 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 here.

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