Philips Lighting

description
Philips is the leading provider of lighting solutions and applications both for
professional and consumer markets, transforming how lighting is used to enhance
the human experience in the places where people live and work.
Our ambition is to enhance life with light and thereby improve the quality of
people’s lives.
Your Challenge

 For our growing Professional Lighting Sector business in the Bosnia , we are
currently looking for an outstanding Key Account Manager – VAP Segment
 The function exists to drive, develop and optimize the sales to target customers
defined as per segment strategy.
 The Key Account Manager (KAM) represents Philips towards the strategic and
key customers.
 The KAM has an in-depth understanding of the customer business & strategy.
He spends most of time understanding customer needs, defining a proposition
that addresses these needs and driving profitable growth for Philips Lighting.
 KAM is responsible for creating customer sales strategy, as well as
coordination and execution of the activities within a sales cycle. The goal is to
maximize the value (managing top- and bottom-line) of the short & long term
business.

Your Responsibilities

 Responsible for the development and achievement of business targets through

the direct sales channel
 Focusing on growing and developing existing clients, together with generating
new business
 Create & execute business plan for the customer segment
 Play leading role in business pitches and hold responsibility for the effective
on-boarding of new clients
 Act as the key interface between the customer and all relevant internal functions
 Preparation of contractual agreements and ensure that these are fully adhered to
 Document partnership and business aspects with each customer, ensuring all
activity is recorded accurately
 Provide reports and analysis as required

Our Offer
The opportunity to join a brand with 124 years of success so far since 1891. In Philips
you will be able to build a career by helping us improve the lives of 3 billion people by
2025.
We Are Looking For

 Business Development and Sales Execution of complex sales opportunities

 Strong track of record of collaboration with extensive stakeholder’s ecosystems
as well as internal resources
 Proven ability to create strong relationships with customers
 Fact Based Selling & Solution Based Selling
 Thorough Business Planning & Project Coordination skills
 Forecasting Accuracy & Financial Acumen
 Proven experience in technical solutions sales
 Proven experience in managing technical projects
 University degree (preferably engineering)
 Practical understanding of customer buying process and motivation
 Experience in managing many internal and external stakeholders
 Proven knowledge of project management and relevant business processes
 Excellent communication and cooperation skills
 Proactive attitude and flexibility in adapting to change
 Strong results orientation
 Analytical and proven strategic mindset
 Fluency in English
 Clean driver’s license and availability to travel
 Knowledge of Dialux /similar lighting design applications is a plus

About us
Philips Lighting (Euronext Amsterdam ticker: LIGHT) is a global leader in lighting
products, systems and services. Our understanding of how lighting positively affects
people coupled with our deep technological know-how enable us to deliver digital
lighting innovations that unlock new business value, deliver rich user experiences and
help to improve lives. Serving professional and consumer markets, we sell more
energy efficient LED lighting than any other company. We lead the industry in
connected lighting systems and services, leveraging the Internet of Things to take light
beyond illumination and transform homes, buildings and urban spaces. In 2015, we
had sales of EUR 7.4 billion and currently we have approximately 36,000 employees
in over 70 countries.
About Philips Lighting
For over 120 years, Philips Lighting has been at the forefront of innovation. We use the transformative
power of light to make people more comfortable and productive– providing high-quality light in public
places, professional spaces, and at home. We use light to make people feel happier and safer – light that
entertains, inspires, and informs, makes cities more livable, and satisfies people’s daily needs. 

The new digital revolution

Philips is taking lighting beyond illumination with connected lighting innovations for the home, retail
environments, offices, cities, and more.

Philips pioneered the development of high-quality, energy-efficient LED lighting. We are now taking
lighting into a fully digital world that connects people, places, and devices. We foresee a day, in the near
future, when all our lamps, luminaires, and system devices will be digital and network-ready. Using a
combination of patented technologies and open standards, our lighting innovations will connect seamlessly
to benefit our customers and the environment.

Empowering our customers

Achieve new levels of energy efficiency through intelligent lighting control. Our connected lighting
systems use knowledge of the illuminated space to deliver the right level of light in the right place at the
right time.

Create amazing new lighting experiences, from transforming an iconic landmark with dynamic full-color
light, to enabling the lights in your home to flash your team’s colors when they score, to personalizing the
lighting above an office worker’s desk using a smartphone.

Realize outstanding business outcomes. For example, drive sales and customer loyalty in a supermarket
with luminaires that transmit location-based discounts and other services to shoppers via a smartphone app.
Or optimize energy usage and cleaning schedules in an office building with connected luminaires and
sensors that collect information on the usage of spaces over time.

Why choose Philips? We

We understand light like no other company.
 deliver truly meaningful lighting by combining our deep understanding of people’s needs with our
expertise in lighting technology, human behavior, and the biological effects of light. We believe that
everyone should experience and interact with the best light possible at every moment of the day or night.

We are one of the few companies in the world to offer solutions across the lighting value chain – including
software, controls, luminaires, light sources, and modules. As the global leader in lighting, Philips Lighting
is well positioned to capture growth opportunities:

 Leading global customer and market positions

 World-class innovation and design capabilities
 Deep application and systems integration expertise
 Unmatched distribution strength and brand

Innovation and you

Philips pursues open innovation. We actively scout technology developments, investigate and connect to
M&A opportunities, partnerships and ecosystems, and drive standards and regulations.

Core to Philips is our customer-centric approach to innovation. We involve our customers right from the
beginning, driving innovations using customer requirements and insights. We have in-depth knowledge of
lighting behavior and applications, and a deep understanding of how to optimize light for our customers in
any situation.

Our brand starts with you. Each system, product, and service that Philips offers is designed to have a
positive impact on people’s lives and to add sustainable value to your business. We deliver innovation that
matters to you. 

WIKI - PHilips is organized into three main divisions: Philips Consumer Lifestyle (formerly Philips
Consumer Electronics and Philips Domestic Appliances and Personal Care), Philips Healthcare
(formerly Philips Medical Systems) and Philips Lighting. As of 2012, Philips was the largest
manufacturer of lighting in the world measured by applicable revenues.

LED bulbs made by Philips.[72]

Professional indoor luminaires[73]

 Professional outdoor luminaires[74]

 Professional lamps[75]
 Lighting controls and control systems[76]
 Digital projection lights[77]
 Horticulture lighting[78]
 Solar LED lights[79]
 Smart office lighting systems[80]
  Smart retail lighting systems[81]
 Smart city lighting systems[82]
 Home lamps[83]
 Home fixtures[84]
 Home systems (branded as Philips Hue

Q&A

1. Can you tell me a little about yourself?

Well im currently an key account manager at Kimtec, where i handle our top accounts. Im at Kimtec
for 6 years and two months. I came in this company as probationary after graduetion at School of
Economics and Business Sarajevo, where i finished Marketing Management, and currently im
finishing MBA program of Strategic Management in same School of Economis and Business. And
while i really enjoyed the work that i did, i would love the chance to dig in the bigger electronics
company, which is why im so excited about this opportunity with Philips Lightning.

My assignments in Kimtec are:

- Responsible for managing key accounts, maintaining a long term relationship with accounts
and maximising sales opportunities within them;
- Lobbing and presenting the products from company;
- Yearly negotiation with Key Accounts;
- Trade marketing activities, pricing and implementation of organizacional strategy and
business development plans;
- Reporting to Management (Sarajevo and Zagreb);

3. What do you know about the company?

4. How would you improve market and sales in Bosnia?

5. Why Do You Want This Job?

Because it’s a great opportunity for me to improve my carrier.

Because Philips lightning is the big company, one of the biggest, and I know I will upgrade my
knowledge, I will have new experience, I will expand the base of acquaintances and much more.

6. Why you are the one for this job.

Because I have what you need. I know the market, a I know the distributors, I know retailers, I know
potential retailers, I know your products, I have experiences, I have skilled negotiation, sales,
management abilities and I know how to control all information and manage to transform customer
relationship into sales.