Senior Sales Manager

MAIN PURPOSES OF THE JOB:

Sales Leader manages the sales function for the assigned Country in the Market in order to maximize sales, volumes and revenues and ensure the right organization and structure is in place to deliver on the sales objectives.

KEY AREAS OF RESPONSIBILITIES

Operational:

• Develop clear and achievable strategies, objectives and tactical plans for the country based on Key account management, customer centricity, segmentation, customer needs and market conditions synchronized with the BMC objectives
• Identify and develop new business opportunities.
• Execution and management of the yearly business plan of the country
• Meet or exceed sales, volumes, order intake, and financial target including direct cost management
• Responsible for the monthly country business review meetings: sales, volumes, order intake, sales, forecast, price realization, Cost of Organization (CoO), customer complaints, escalations and supply chain
• Deal approval, approve multimodality within pricing framework and ensure escalation for deals outside of pricing framework
• Combine business offerings into complete configured solutions including supporting value added services
• Ensure coordination between all customer facing functions, and distribution channels in the country to guarantee "one face to the customer".
• Develop and maintain excellent communication links and relationship with all customers and the key decision makers in the country
• Provide regular feedback about market development and competitive situation
• Ensure follow up with customers with overdue accounts
• Escalation management
• Ensure un-compromised implementation of the standard Philips business processes, quality standards and standards of business conduct according to Philips policies
• Responsible for compliance performance within the country and for reporting compliance issues quality & regulatory functions (for management review purposes) at district level

Customer:

• Developing and driving credibility and long-term relationship with the customers in the assigned area, to fulfill long-term sales objectives.
• Develop and maintain excellent communication links and relationship with top customers and the key decision makers in the country

People:

• People management, including selection, development, goal setting and performance management. Ensures overall high level of talent and engagement levels
• Leading, directing and motivating the sales team in order to achieve the predefined sales volume and profit goals.

Education:

• University level education / MBA

Experience:

• 10+ years of relevant experience with solid track record in sales and management of sales teams, in FMCG / B2C
• Working in multi-channel (direct/indirect) environment, ecommerce
• Ability to build commercial partnerships
• Ability to represent Philips toward external organizations & associations
• Vision and ability to translate into actions
• Experience in business development
• Fluent in English

Knowledge:

• Excellent knowledge of the market scenario, customers and competitors

Key capabilities:

• Excellent people management skills
• Ability to manage conflicts
• Excellent communication skills
• Strong Leadership skills