Capability Expert - Account, Territory & Incentives Manager

Philips Iberica SAU; Farnborough; On-site; GBP 60,000 - 90,000; Full time

Job summary

Philips Iberica SAU seeks a Commercial Excellence Manager to enhance territory coverage, account management, and incentives administration. The role demands over 10 years of experience in sales management, preferably in med-tech, knowledge of CRM platforms, and strong analytical skills. Join us to drive sales processes and improve healthcare access for all.

Qualifications

• 10+ years of experience in sales or sales management, preferably in med-tech.
• In-depth knowledge of account management and territory planning processes.
• Demonstrated ability to drive sales effectiveness through structured processes.

Responsibilities

• Develop and improve Account Management and Territory planning processes.
• Collaborate with teams to validate and optimize management processes.
• Lead change management efforts and train sales teams.

Skills

Analytical skills

Communication

Problem-solving

Tools

Salesforce

Anaplan

Power BI

Qlik

Excel

Job description

Job Title

Commercial Excellence Manager - Account, Territory & Incentives Management

Job Description

The Commercial Excellence Manager - Account, Territory & Incentives Management 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 & Incentive administration processes for 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 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, preferable in 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 levels within the organization.

• 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. We built our entire company around the belief that every human matters, and we won't stop until everybody everywhere has access to the quality healthcare that we all deserve. Do the work of your life to help the lives of others.
• Learn more about our business.
• Discover our rich and exciting 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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