Job Description

Coverage and Direct & Indirect distribution

• Accountable for achieving budgeted sales volumes, prices and profit margin at a specified number of customers and accountable for managing sales orders

• Initializes and coordinates all Philips efforts to the accounts in order to maximize the output of the sales group

• Coordinates all internal necessary resources to obtain objectives and where necessary involves local sales force and marketing support

• Translation of the business plan of the sales group into strategic yearly plans in which targets, strategy and actions are set to meet the short and long term goals

• Contributes to the annual account plan in line with the account plan strategy and implements the sales strategy Contributes to the development and implementation of local marketing strategies

• Initiates and negotiates tailor made actions, discusses with customers / distributors about sales actions

• Ensures availability of goods/deliverables in cooperation with logistics

• Systematically analyzes and reports sales results, expectations, market, competition and trends

• Drives continuous improvement via Lean

• Working as part of an account team to ensure Branch results are reached according to account plans.

• Follow through sales processes applying appropriate sales-tools, tactics and strategies in order to close the Deal

• Provide input in the generation of the Personal Health SKU s intake/sales forecast.

• Participate in the sales planning exercise. Provide information about market trends, competitor s sales practices and potential projects.

• Ensure customer satisfaction by timely responding to all customer requests so that customers find it easy to do business with Philips Consumer Lifestyle

Financial

• Achieve month wise sales objectives of the region for entire product range

• Implement company s credit policy

• Ensure region s Commercial is within budgets

People

• Plan and initiate timely recruitment of all sales personnel in the region ensuring complete manning

• Ensure that all new people who join the branch are inducted well, and as per a well-defined system

• Conduct and lead the communication meeting and ensure that the entire communication flows down appropriately right till all the distributors, and Field Force in the region

• Set objectives for and coach his team to ensure that they meet their objectives

• Custodian of all People development through fair appraisals and implement the performance management system

• Maintain open communication with managers, staff, business associates, and representatives and succeed in building and maintaining enthusiasm and a positive attitude in all of them

• Carry out timely disciplinary measures and separation procedures as appropriate within the company guidelines



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To succeed in this role, you should have the following skills and experience

• MBA with a specialization in Sales and Marketing

• Overall 4 + years with 4 - 7 years of sales experience

• Experience & knowledge of channel sales

• Good inter-personal skills

• Ideal candidate should have experience of leveraging on existing channels & setting up new channels to reach the set objectives.

• Should possess extensive experience in at Distribution/Channel Management

• Strong team and stakeholder management skills