About the Organization
Royal Philips (NYSE: PHG, AEX: PHIA) is a leading health technology company focused on improving people's health and enabling better outcomes across the health continuum from healthy living and prevention, to diagnosis, treatment and home care. Philips leverages advanced technology and deep clinical and consumer insights to deliver integrated solutions. Headquartered in the Netherlands, the company is a leader in diagnostic imaging, image-guided therapy, patient monitoring and health informatics, as well as in consumer health. Philips' health technology portfolio generated 2018 sales of EUR 18.1 billion and employs approximately 77,000 employees with sales and services in more than 100 countries.
Philips India Limited is a subsidiary of Royal Philips of the Netherlands, focused on improving people’s lives through meaningful innovation in the areas of Health Care and Personal Health. Philips has strong Brand Equity and recognized amongst most Innovative Companies globally growing better than industry and gaining market shares across categories.
Some of the Awards/accolades that Philips has been conferred with:
Fortune India’s most admired companies in Consumer Durables 2012
Philips Enters Limca Book of Records in 2014 under Perfect Care
Frost & Sullivan Award 2014: Growth Excellence Leadership in Kitchen & Small Appliances Segment
Consumer Choice Award: Philips Trimmer QT4005 won in Best Personal Care Product Category
Voice of Customer Award 2014– Best Brand in Food Processors
Travel’s Choice 2014: Hair Dryer
Title: Area Sales Manager
Job location: Amravati
Reports to: Branch Manager
In this role you will be responsible for:
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
Achieve month wise sales objectives of the region for entire product range
Implement company’s credit policy
Ensure region’s Commercial is within budgets
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
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