National Account Manager- Retail & Hospitality

Philips North America

(Los Angeles, California)

Full Time

Job Posting Details

About Philips North America

At Philips, we strive to make the world healthier and more sustainable through innovation. Our goal is to improve the lives of 3 billion people a year by 2025. We will be the best place to work for people who share our passion. Together we will deliver superior value for our customers and shareholders.

Summary

This position reports to the Key Account Sales Leader – Retail group of Philips Lighting North America. PLNA is the global

Responsibilities

*  Develop new National Account and Hospitality opportunities through cold calling end users, architects, and distributor partners. Ability to present and explain complex solutions.  Identify Philips solutions and have the ability to translate value to sale through distributor partners.
*          Develop and execute strategy to retain and grow existing customers through developing key decision maker relationships, understanding needs, and delivering to expectations.
*          Develop strong and fruitful relationships with existing end users, architects and channel partners. Identify key decision makers and plan to gain Philips preference.
*          Owns relationship with named key accounts. Builds long term end-user sales strategy while meeting short term sales and revenue objectives.
*          Maximize sales performance & profitability. Ensures continued cost-efficiency and profitability by determining the appropriate balance between price, sales volume and other factors.
*          Maximize portfolio mix and activation. Maintains significant product knowledge across the complete portfolio to demonstrate competency to the end-user.
*          Engage in the ways of working process with KAMs – Distribution and Sales Support to service the end-user and deliver sales results.
*          Elevate identified & qualified end-users for potential Systems & Services opportunities & coordinating hand-off with Enterprise Systems & Services Sales. 
*          Provide accurate forecasting for large End users.

Develop new National Account and Hospitality opportunities through cold calling end users, architects, and distributor partners. Ability to present and explain complex solutions. Identify Philips solutions and have the ability to translate value to sale through distributor partners.
Develop and execute strategy to retain and grow existing customers through developing key decision maker relationships, understanding needs, and delivering to expectations.
Develop strong and fruitful relationships with existing end users, architects and channel partners. Identify key decision makers and plan to gain Philips preference.
Owns relationship with named key accounts. Builds long term end-user sales strategy while meeting short term sales and revenue objectives.
Maximize sales performance & profitability. Ensures continued cost-efficiency and profitability by determining the appropriate balance between price, sales volume and other factors.
Maximize portfolio mix and activation. Maintains significant product knowledge across the complete portfolio to demonstrate competency to the end-user.
Engage in the ways of working process with KAMs – Distribution and Sales Support to service the end-user and deliver sales results.
Elevate identified & qualified end-users for potential Systems & Services opportunities & coordinating hand-off with Enterprise Systems & Services Sales.
Provide accurate forecasting for large End users.

Ideal Candidate

3+ year’s experience selling to end-user. Construction/electrical business experience a plus.
Commercial Retail and Hospitality vertical selling experience
Experience with end-users in a two-step sales model (distribution).
Excellent written, verbal, and presentation skills.
Minimum education-BA or equivalent experience.
Industry/market/distribution know-how; end-user services and solutions utilizing a broad product portfolio
Excellent negotiations skills
Excellent time management and organizational skills. Responsive to customer requests
Ability to travel 50-75%