Territory Account Manager - New Zealand

at  Philips

Job Title
Territory Account Manager - New Zealand
Job Description
Territory Account Manager, New Zealand (Full Time)
Philips is a leading global healthcare company aiming to improve the lives of 3 billion people by 2025. We strive to make the world healthier and more sustainable through innovation developed across a broad range of Imaging, Information and Monitoring systems.
Our Sleep and Respiratory business is passionate about providing solutions that lead to healthier patients, healthier practices, and healthier businesses. We believe that effective sleep and respiratory management empowers patients to rediscover confidence and the freedom to live a fulfilling life by restoring their ability to sleep and breathe naturally.
Your Opportunity:
We currently have a full-time opportunity for a Territory Account Manager who will be ideally based in Auckland and will support various major locations across New Zealand.
The Territory Account Manager is responsible for growth of all SRC products to assigned accounts within a defined geographical territory.
This is achieved through SRC resellers (owners & consultants), home based sleep study providers, sleep labs (owners, lab managers, lab technicians), physicians, GPs (as required) and our pharmacy providers.
This role represents and promotes the full product range, conducts customer product demonstration and information sessions, training, sales and contract negotiations, business development and all other relevant activities to grow the business.

You are responsible for:

• Deliver overall territory sales target
• Deliver pharmacy and reseller channel target
• Develop Key relationships with all customer bases to drive and grow business
• Develop a full product and disease state knowledge wherein you need to maintain current product and disease state knowledge, ensure capability to converse with key stake holder to conduct and grow business in the field with all stakeholders
• Key customer regular visits
• Review target customer performance, conduct regular business review meetings
• Work and liaise closely with key internal stakeholders and represent Philips key behavioral and cultural values
• Map (periodically) the SRC product & solutions market opportunity with assigned accounts,
• identifying key resellers, diagnostic providers, leading physicians, key purchasing bodies, key decision makers, key clinicians – then prioritising to develop specific sales actions plans to help
• customers achieve clinical/commercial outcomes and grow our sales
• Make sales calls, ask for orders, work with customers to expand business opportunities, ensure products are properly presented and that customers are aware of product changes, new releases,
• etc.
• Work with Product Managers on pricing, quotes, shipping, resolving order problems, etc as required and maintain CRM records of territory, customer order potential, status of sales in progress and provide feedback to management on a regular basis.
• Regularly call on all assigned customers to promote and sell assigned products through consultative selling and strategic negotiation.
• Drive brand preference for assigned sleep products, solutions and accessories through increased face time and visibility with the key sleep stakeholders
• Responsible for identifying and investigating new business contacts in the TAM’S Community
• Pharmacy sector for the purpose of incorporating the Pharmacy Sleep Services Sleep Apnea model within their stores.
• Ensure customer contracts are up to date and loaded into ICON
• Responsible for reporting customer feedback according to applicable quality standard policy and follow up relevant assigned quality & regulatory training in a timely manner
• Report back competitor activity and business opportunities

To succeed in this role, you’ll need a customer-first attitude and the following:

• Bachelor level qualifications with 2 to 5 years’ experience in Account Management, Sales, and Consultative Selling
• Background in Healthcare preferred but not required; candidates with sales experience in FMCG and other industries are welcome to apply
• Strong interpersonal and communication skills
• Excellent Stakeholder Management skills
• Analytical and can create/manage reports
• Self-sufficient and self-motivated
• Must be willing to travel as required by the business

Why should you join Philips?
Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.
Visit our careers website to explore what it’s like
working at Philips
, read stories from our
employee blog
, find information about our
recruitment process
and answers to some
frequently asked questions
.
Philips is an equal opportunity employer committed to building and supporting an inclusive workforce that reflects the diverse communities we operate within. Your application will be fairly assessed, regardless of your race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran or disability status.
We’re living this commitment through our Reconciliation Action Plan and employee-led resource groups, and we encourage people from all backgrounds, including Aboriginal and Torres Strait Islander, Māori and Pacific Peoples, to apply.
Should you require assistance during your application process due to accessibility reasons, we will accommodate this upon request.

You are responsible for:

• Deliver overall territory sales target
• Deliver pharmacy and reseller channel target
• Develop Key relationships with all customer bases to drive and grow business
• Develop a full product and disease state knowledge wherein you need to maintain current product and disease state knowledge, ensure capability to converse with key stake holder to conduct and grow business in the field with all stakeholders
• Key customer regular visits
• Review target customer performance, conduct regular business review meetings
• Work and liaise closely with key internal stakeholders and represent Philips key behavioral and cultural values
• Map (periodically) the SRC product & solutions market opportunity with assigned accounts,
• identifying key resellers, diagnostic providers, leading physicians, key purchasing bodies, key decision makers, key clinicians – then prioritising to develop specific sales actions plans to help
• customers achieve clinical/commercial outcomes and grow our sales
• Make sales calls, ask for orders, work with customers to expand business opportunities, ensure products are properly presented and that customers are aware of product changes, new releases,
• etc.
• Work with Product Managers on pricing, quotes, shipping, resolving order problems, etc as required and maintain CRM records of territory, customer order potential, status of sales in progress and provide feedback to management on a regular basis.
• Regularly call on all assigned customers to promote and sell assigned products through consultative selling and strategic negotiation.
• Drive brand preference for assigned sleep products, solutions and accessories through increased face time and visibility with the key sleep stakeholders
• Responsible for identifying and investigating new business contacts in the TAM’S Community
• Pharmacy sector for the purpose of incorporating the Pharmacy Sleep Services Sleep Apnea model within their stores.
• Ensure customer contracts are up to date and loaded into ICON
• Responsible for reporting customer feedback according to applicable quality standard policy and follow up relevant assigned quality & regulatory training in a timely manner
• Report back competitor activity and business opportunitie

To succeed in this role, you’ll need a customer-first attitude and the following:

• Bachelor level qualifications with 2 to 5 years’ experience in Account Management, Sales, and Consultative Selling
• Background in Healthcare preferred but not required; candidates with sales experience in FMCG and other industries are welcome to apply
• Strong interpersonal and communication skills
• Excellent Stakeholder Management skills
• Analytical and can create/manage reports
• Self-sufficient and self-motivated
• Must be willing to travel as required by the busines