Job Description
As a HealthSystems District Sales Leader East you will have the opportunity to manage the sales function in the East African region which can include product marketing, trade marketing and category management. You will be required to lead your team and be able to deliver the sales objectives. You will have full responsibility for the sales plans and results in the assigned region and you will create and implement the national sales and distribution strategy and the Sales Plan, including sales forecasts and annual operating plans. You will leads a national sales team and national KAM’s but will be supported by other functions: product marketing, logistics, F&A, HR.
You will be responsible for the development and management of the sales model including both direct and indirect sales models.
The role will be located in Nairobi, Kenya.
You will report to the Health Systems Market Leader, Africa
You are responsible for:
Managing the sales function in the assigned area in order to maximize sales, volumes and revenues and to ensure the right organization and structure is in place for delivering the objectives.
Developing and driving credibility and long-term relationship with the customers in the assigned area, to fulfill long-term sales objectives.
Defining and executing the commercial and distribution strategy in conjunction with marketing and Sector/BU management. Managing the distribution- and channel mix according to the agreed criteria.
Responsible for creating and implementing the sales plan, incl. forecast and AOP, monitoring the sales effort and performance against budget and to take corrective actions, in order to contribute to overall business plan.
Leading, directing and motivating the sales team in order to achieve the predefined sales volume and profit goals.
Contributing to each product-marketing plan as to product prices and sales priorities.
Has the authority and accountability to negotiate contracts and prices within the limits of the sales plan and sales policy.
Gains and maintains market information and knowledge in order to obtain and maintain the targeted market shares in all assigned product categories.
To succeed in this role, you should have the following skills and experience:
Marketing know-how (pref. degree).
Strong experience in sales in B2C / B2B / B2G environment
Knowledge of complex market /channel structures
Understanding of Healthcare market is highly preferred
Excellent negotiations skills
Managing a commercial team with KAM’s and some marketing support functions.
Ability to represent Philips externally
Fluent in English, verbal and written.
Strong communication skills.
Experience in leading teams directly or by influence
Winners mentality, never settle for less than #1 position
Ability to travel.
