Customer Lifetime Value and Solution Manager

3 days ago

กรงเทพมหานคร, Thailand Philips Full time

**Job Title**:
Customer Lifetime Value and Solution Manager

Philips is a global leader in health technology, committed to improving billions of lives worldwide and striving to make the world healthier and more sustainable through innovation. Driven by the vision of a better tomorrow.

But it’s not just what we do, it’s who we are. We are 80,000, wonderfully unique individuals, with two things in common. An unwavering sense of purpose and a relentless determination to deliver on our customers’ needs. It’s what inspires us to create meaningful solutions - the kind that make a real difference - when it matters most.

The world and our customers’ needs are changing faster than ever before and while we are proud of what we do already, we know we can do more. That’s why we need you, to help us tackle increasingly complex challenges posed by ever evolving health and well-being needs.

**In this role, you have the opportunity to make life better**

Looking at the challenges the world is facing today Philips’ purpose has never been more relevant. So whatever your role, if you share our passion for helping others, you’ll be working towards creating a better and fairer future for all.

**You are responsible for**
- Being the knowledge expert on the customer lifetime value (CLV) portfolio and products, who is driving overall business by providing clinical and technical product (modality) expertise on the Enterprise-wide product / modality across the accounts.
- Driving business opportunities along the customer lifecycle, and build strong customer installed base segmentation and customer lifecycle management plans together with the regional CLV leader (Growth, Strategy co-creation, and Commercial Execution of CLV Business)
- Work directly with customers promoting Options, add-ons & upgrades to convert opportunities to sales for growing CLV revenue.
- Responsible for driving Lifecycle business across Equipment and Service on enterprise-wide level (all modalities / businesses)
- Build a network of key contacts (Sponsor & Power Sponsor - Decision Maker) and relationships within accounts to convert opportunities to sales supporting the customer buying journey.
- Build a strong internal network working closely with Account Managers, Inside Sales Team, IB Manager, CLV Lead, Sales, Marketing & Sales Back Office teams (e.g., KAM, AM, CAS, FSE, CSAM and Indirect Channel managers, Distributor/Channel Partner teams, GBS etc) to manage opportunities and win deals.
- Modality Sales Specialist is the knowledge expert on product, who supports Account Managers in driving overall business and product deal support by providing clinical and technical product (modality) expertise on the product / modality across the accounts.
- Supports the Account managers and District Managers in achievement of business goals including balanced selling and BG/BIU AOP attainment and validating product forecasts.
- Responsible for registration and reporting of sales activities within the provided sales tools (SFDC) and according to the defined reporting requirements. Communicate and update all customer facing team members who contact the same IB Account.
If / when support needed team up with appropriate sales team members on qualified and matured opportunities for closure
- Research accounts to understand customer pains, use data analytics internal and external, identify key players and generate interest, as well as investigation & resolve customer queries/requests
- Participates in defining and controlling of the implementation of the business policy, pricing strategy and product/modality to be sold by the BU in the district, according to established guidelines. Partners with Marketing to with input on sales tools, pricing issues and competitive threats which enable Marketing to best support the Specialists and provide input to the BG/BIU
- Submitting budgetary and formal quote requests and changes
- Contacts prospective customers, in follow-up to marketing campaigns (events, tradeshows, demand generation through the web etc.) to close qualified sales opportunities
- Maintain and expand customer database of prospects within assigned territory, using every customer interaction as a potential opportunity to develop more business / upsell within the account through incisive and effective questioning. Negotiate agreements and achieving closure.
- Manage portfolio by setting objectives for each call to maximize territory business plans. Supports the Account managers and District Managers in achievement of business goals including balanced selling and BG/BIU AOP attainment and validating product forecasts.
- Up to date completion of all administrative duties in relation to role including but no limited to system notes/updates, customer service follow up, customer collections, credit/debit requests
- Prepares and delivers accurate business forecasting on a monthly basis via accurate lead and opportunity management
- Developing and managing a hea

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