Job Title
Capability Expert - Account, Territory & Incentives Manager
Job Description
The Capability Expert - Account, Territory & Incentives Manager is responsible for developing and improving territory coverage, account management, and incentives administration processes within the International Region. The role aims to implement best-in-class sales processes, tools, and analytics.
Your role
* Develop, implement, and continuously improve account management, territory planning, and incentive administration processes for the International Region.
* Collaborate with Commercial Center of Excellence (CoEs), Process Systems and Excellence teams (PSEs in Businesses), and Sales Operations & Excellence leaders in Zones to validate and optimize the account, territory, and incentive management processes.
* Tailor guided flexible processes to address the needs of the International Region while remaining within the guardrails and compliance requirements published by CoEs.
* Work with SFDC, Anaplan, and commercial analytics product owners to ensure tools and reporting supporting the processes are fit for purpose.
* Lead change management efforts to drive deployment and adoption of new tools and processes across the organization.
* Develop and deliver training programs for sales teams on account management and territory planning best practices.
* Define and continuously monitor process performance metrics, analytics, and identify opportunities for improvement.
* Act as a subject matter expert and consultant to leadership and other stakeholders.
You're the right fit if
* 10+ years of experience in sales and/or sales management, preferably in the med-tech industry or consultancy.
* In-depth knowledge of account management, territory planning, and incentive administration processes and best practices.
* Demonstrated ability to drive sales effectiveness by developing and implementing structured sales processes.
* Knowledge of CRM platforms (e.g., Salesforce), territory planning, and incentive administration tools (e.g., Anaplan).
* Strong analytical and problem-solving abilities, with proficiency in data analysis tools (e.g., Power BI, Qlik, Excel).
* Solid communication and change management skills to influence adoption of sales processes at all organizational levels.
* Highly preferred: candidates with a proven track record of hands-on execution, particularly those with experience in one of our Zones.
How we work together
We believe that we are better together than apart. For our office-based teams, this means working in-person at least 3 days per week.
About Philips
We are a health technology company built around the belief that every human matters. We are committed to ensuring everyone has access to quality healthcare. Join us in doing the work of your life to help others.
* Learn more about our business.
* Discover our history.
* Learn more about our purpose.
If you're interested in this role and have many, but not all, of the experiences needed, we encourage you to apply. You may still be the right candidate for this or other opportunities at Philips. Learn more about our commitment to diversity and inclusion here.
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