Capability Expert - Account, Territory & Incentives Manager

Philips Iberica SAU; Farnborough; On-site; GBP 70,000 - 90,000; Full time

Job summary

Join a leading health technology company as a Capability Expert - Account, Territory & Incentives Manager, where you'll develop and enhance sales processes across the International Region. This pivotal role requires over 10 years of experience, strong analytical skills, and expertise in CRM tools like Salesforce and Anaplan. Be part of a mission-driven organization that values every human and strives for inclusive healthcare accessible to all.

Qualifications

• 10+ years in sales or management, preferably in med-tech.
• In-depth knowledge of account management, territory planning.
• Ability to drive sales effectiveness with structured processes.

Responsibilities

• Develop and improve account management and territory planning processes.
• Collaborate with teams to optimize management processes.
• Lead change management and training for sales teams.

Skills

Analytical skills

Communication

Problem-solving

Tools

Salesforce

Anaplan

Power BI

Excel

Job description

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 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

• Have 10+ years of experience in sales and/or sales management, preferably in the med-tech industry or consultancy.
• Possess in-depth knowledge of account management, territory planning, and incentive administration processes and best practices.
• Have demonstrated ability to drive sales effectiveness by developing and implementing structured sales processes.
• Have knowledge of CRM platforms (e.g., Salesforce), territory planning, and incentive administration tools (e.g., Anaplan).
• Possess strong analytical and problem-solving abilities, with proficiency in data analysis tools (e.g., Power BI, Qlik, Excel).
• Have 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, especially 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. Our mission is to ensure everyone has access to quality healthcare. Join us to do work that makes a difference.

• Learn more about our business.
• Discover our rich and exciting history.
• Learn more about our purpose.

If you’re interested 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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