Key Account Manager Healthcare

Contractor of R&D Services

Company Profile

Philips Applied Technologies (Apptech) is a contract R&D organization that supports the development of products, applications and technical solutions as well as providing expert consultancy and New Product Introduction (NPI) Services. Employing around 1000 highly-skilled professionals, the company covers innovation technology requirements from concept idea to market introduction and beyond. Apptech’s motto is: Bringing Ideas to Life.

The company’s customers are market leaders, fast growing companies and start-ups in Healthcare, Lifestyle and Technology markets.

Healthcare is a focus area for Philips and for Philips Apptech. Thanks to strong ties with academic hospitals and universities, pioneering work in fields like tele-monitoring, molecular healthcare, therapy and medical imaging systems, medical devices and laboratorium equipment, they have a good understanding of the challenges that clinicians, medical device companies and healthcare providers are faced with. The Healthcare Segment team targets sales to both internal Philips healthcare customers, as well as to external customers. Philips Applied Technologies pursues a strong growth in Healthcare with both the Philips clients and even more in the external markets. The Healthcare Segment is looking for an experienced Key Account Manager Healthcare.

Job Description

As a Key Account Manager Healthcare you will play an important role in the management and development of relations with key customers and in setting up new accounts. The combination of your strong technical background with your extensive knowledge of the healthcare market enables you to open new markets and create new key accounts. Together with other members of the sales team and program organization you create an account planning process in line with the long term ambition of Philips Apptech to grow on the external market. You report directly to the Director of the Healthcare Segment. You are an excellent counterpart for the senior customer representatives like Business Managers, CTO’s and Development Managers. You actively use the concept of multi-level selling to address the customer at various levels and orchestrate and manage the relationship accordingly. Next to your external role you are also able to motivate, steer and manage internal program managers and their teams (indirectly) in order to meet customer requirements. You are in charge of the complete sales process for your key accounts. In close cooperation with the (internal) technical project managers you build value propositions and quotations and negotiate the contracts.

Priority for the Healthcare Segment is to provide growth on the following aspects:

1. Further expand client base with both internal and external clients in the healthcare industry
2. Increase sales per customer to a minimum level of €1M annual/per client and develop long term relationships with these clients
3. Increase projects to full fledged customized and integral solutions
4. Create multiple and repeat business with existing clients and build and expand confidence based relationships where ultimately clients will outsource non-core R&D portions completely to Philips Apptech
5. Provide input to build a market driven R&D organization.

Requirements

• Technical degree or equivalent, the combination with a business education is an advantage 
• Solid (about 10 years) experience with strong emphasis on B-to-B solution selling 
• Experience with consultative, multi-tier and team selling 
• Excellent understanding and knowledge of the Healthcare market and a strong network of contacts in the industry 
• Experience and an eye for long-term objectives, persistence and endurance 
• Fluency in English and willingness to travel up to 50%

Personal Characteristics

• Has strong affinity with broad range of techniques 
• Able to connect and bridge between R&D and Sales 
• Has an international scope and mind-set 
• Able to gain trust, create strong relationships and motivate colleagues to excel 
• Strong negotiator who is able to close the deal 
• Result-oriented, able to work with challenging sales targets 
• Highly energetic, able to balance between long term strategic objectives and short term results

The position of Key Account Manager Healthcare will give you a wide perspective on the global Philips organization and your possible next position. Philips has strong career development policies, offering you wide-ranging opportunities to carve out a long-term international career.

Contact info

Caroline van de Rest
+31 (0)6 150 40 893
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Nico Brokking
+31 (0)6 21 25 3540
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Team Executive Search
+31 (0)88 5000 500
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