Global Account Manager (PE-11109)

2022-05-03-Budapest-Értékesítés/Marketing
A munkáltatóról / About the company
The Global Account Manager (GAM) for Philips is a senior sales position with responsibility for delivering worldwide growth at one of our highest potential Enterprise Accounts. The GAM Role is a sales leadership role that works as an overlay to all account managers globally supporting Philips.

The GAM for Philips will lead a sales team with strategic direction through appropriate leadership and delegation. The GAM can have direct line management responsibilities, and be required to oversee and influence world sales resources, while supporting organizational development and drive sales results through an organized strategy and Account Plan Objectives.

The Global Account Manager is responsible for the global account plan, and growth objectives. He motivates the worldwide account managers around the world to align their account plans and initiatives to the global growth plan with Philips. He understands how to create demand and coach his team to be also effective in it.

A major part of focus will be working with senior leadership and executive level, both externally and internally, to deepen our relationship and ability to impact the success at Philips.

Pozíció részletezése / Position overview
The Global Account Manager (GAM) for Philips is a senior sales position with responsibility for delivering worldwide growth at one of our highest potential Enterprise Accounts. The GAM Role is a sales leadership role that works as an overlay to all account managers globally supporting Philips.

The GAM for Philips will lead a sales team with strategic direction through appropriate leadership and delegation. The GAM can have direct line management responsibilities, and be required to oversee and influence world sales resources, while supporting organizational development and drive sales results through an organized strategy and Account Plan Objectives.

The Global Account Manager is responsible for the global account plan, and growth objectives. He motivates the worldwide account managers around the world to align their account plans and initiatives to the global growth plan with Philips. He understands how to create demand and coach his team to be also effective in it.

A major part of focus will be working with senior leadership and executive level, both externally and internally, to deepen our relationship and ability to impact the success at Philips.

Duties And Responsibilities:

• Responsible for exceptional (double digit) account growth on global level.
• Takes lead in developing sales and marketing strategies for assigned account.
• Actively manages the team’s pipeline to meet/exceed quota attainment. Candidate will be responsible for creating and executing to quarterly bookings and billings to achieve Annual Quota Targets. Will coordinate and review quarterly forecasts with distributed site sellers to ensure high confidence and execution. High ownership and accountability to performance.
• Coordinates and is responsible for all sales efforts within the overall account. Identifies influencers in each location and directs coordinated strategy, and global account communication.
• Candidate will direct the global quota setting for the global account sites.
• Establishes goals and objectives with the company’s Support and Operations organizations to define service levels required for assigned accounts. Leads overall account satisfaction and shares feedback with internal stakeholders.
• Proficient at identifying, developing and maintaining influential Sr Level relationships within assigned account(s) that are readily accessible and agreeable to transparent discussions. Identifies appropriate Executive alignment between the company & account while coaching relationships on both sides.
• Consistently demonstrates strategic thinking by developing creative winning strategies and account plans that consistently deliver growth.
• Identifies appropriate Executive alignment between the company & account while coaching relationships on both sides.
• Proactively develops and implements tactics to improve customer perception of the company within the account.
• Leverages partners as part of account planning process.
• Proactive builds strategies to engage Partners to maximize serviceable account opportunities and account growth.
• Accurately projects pipeline, strategic importance of opportunities and likelihood of winning opportunities on a consistent basis, with little management support. Maintains Pipeline with current status of Stage, Forecast Category, Close Date, and Opportunity value for all open Opportunities. Has top-of-mind knowledge of current quarter forecast and QTD performance as well as identified barriers to achieve quarterly goals.
• Expertise in diagnosing customer issues and needs through skillful discovery.
• Delivers highly persuasive presentations to global audiences.
• Accurately identifies and leverages the company’s strengths to secure business. Adept at creating visions that resonate with opportunity decision makers
• Displays respect for cultural differences and protocol in international negotiations.
• Celebrates successes with indirect reports and credits team efforts.
• Willingness to travel globally as allowed by global pandemic
• Stewardship of Corporate Agreement and NDA obligations
• Career development in case of direct reports- continual coaching and mentoring. Documented career development plans

Requirements:

• 10+ years’ experience in business to business high tech sales, OR, test engineering
• Experience selling to large named accounts with Fortune 500 companies. Track record of delivering revenue growth year on year
• Experience using Salesforce.com to track and forecast account activities, manage pipeline and identify trends to support growth objectives. Reports and analytics to identify trends and actions resulting in growth
• Experience selling in a long sales cycle with complex custom engineering hardware and software solutions
• Knowledge of specific software and hardware, LabVIEW, etc
• Experience selling to engineering leadership, including the C-suite
• Bachelor’s degree from an accredited university- Major in Electrical, Computer, Mechanical Engineering, or Computer Science preferred
• Proven Sales Track record. Demonstrated consistent YoY Growth. Able to identify specific contribution to growth
Track Record in Account Development and complex sale opportunity management.
• Ability to show specific examples of Demand Generation and their specific contributions to the growth.
• Proven success through demand generating initiatives at key accounts
• Demonstrated ability to build customer loyalty and partnership.
• Excellent communications skills, on all levels. Ability to manage relationships with executives.
• Strategic Thinker- Seeks to understand customers’ needs and strategies. Leads creation of winning strategies as a result of discovery.
• Experience of cross functional teamwork across multiple key stakeholders including but not limited to Sales, Business Unit, Services, Operations, and finance.
• Proven ability to juggle multiple complex projects. Ability to effectively prioritize tasks Composed under stress, Persistent and Assertive
• Ability to manage multiple tasks based on ROI and priority (decision-making)

Advantage:

• Resides in Benelux (ideally Netherlands)
• Track record of developing people.
• Has established relationships at Philips
• Philips Account Knowledge
• Strong Semiconductor and Automotive market knowledge

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