Partner Account and Partner Operations Manager Nordics

3 days ago

Espoo, Uusimaa, Finland Philips Full time
Job Title
Partner Account and Partner Operations Manager Nordics

Job Description
This role is responsible for driving sustainable business growth and operational excellence in Philips' Partner ecosystem. It involves defining and executing the Philips-Partner Strategy, managing both commercial and service-related operations, and optimizing the Go-to-Market setup in alignment with the Regional Management Strategy. By creating joint business plans, developing Partner capabilities, and ensuring seamless collaboration with internal stakeholders, this role supports efficient partnership management and maximizes business potential.

Key Areas of Responsibilities:
  • Support the commercial and marketing teams in creating and executing the Partner Joint Business Plan, ensuring alignment with strategic objectives.
  • Capture and understand Partners' business model, ecosystem, and value proposition while ensuring they have the necessary skills, capabilities, and tools to maximize profitable growth.
  • Train and support Partners and market stakeholders on Philips sales and service processes, tools, and strategies, while engaging in strategic and complex sales opportunities.
  • Lead and coordinate Philips and Partner resources to achieve business goals, while monitoring and improving sales and service process performance, including contract management and business criteria adherence.
  • Ensure Partner data, contracts, and templates are maintained and updated in Philips systems, in alignment with legal and contract management teams.
  • Oversee the quotation process, order booking, and supply-related activities to ensure efficient order fulfillment and manage end-customer Installed Base (IB) registration.
  • Participate in the selection, onboarding, and evaluation of Sales and Service Partners, implementing action plans to develop their capabilities and executing the Go-to-Market strategy, including Partner onboarding and offboarding.
Key Performance Indicators:
  • Execution of the Strategic Joint Business Plan, driving market share growth and business expansion.
  • Partner and End-Customer Satisfaction (NPS), ensuring high service quality and Partner engagement.
  • Partner Order Intake (OIT), Sales Volume (EQT & CS), and Funnel Visibility, optimizing business performance.
  • Process efficiency, including first-time-right quoting, timely contract renewals, and business criteria adherence.
  • Service excellence, measured by on-time closure of Field Corrective Orders (FCOs) and customer feedback.
  • Partner capability development, ensuring a high percentage of trained and qualified Partner resources.
  • Operational compliance, including timely follow-through and closure of TP-CAR actions.
Required Competencies:
  • Acts as a role model by consistently applying Philips behaviors and competencies.
  • Strong strategic thinking and a commercial mindset to define and execute business plans.
  • Well-developed soft skills to build and maintain strategic relationships, influence stakeholders, and drive results.
  • Ability to train, coach, and motivate Partners and their staff to enhance performance.
  • Analytical skills to support Partner Account Managers in identifying risks and opportunities.
  • Stakeholder management expertise, ensuring effective collaboration across internal and external teams.
  • Knowledge of Philips processes, tools, legal, quality, and IT to ensure compliance and operational efficiency.
Job Overview:
  • Perform Partner Sales activities and drive channel partner development for larger, complex, and strategic Partners.
  • Define and execute short- and long-term strategic directions for Partner Sales, ensuring alignment with business objectives.
  • Support the creation and execution of the Partner Joint Business Plan while training and coaching Partners on Philips sales and service processes.
  • Monitor and optimize sales and service performance, including DDP processes, contract management, and business criteria adherence.
  • Manage quotation processes, order booking, and supply-related activities to ensure efficient order fulfillment.
  • Build and maintain key internal and external stakeholder networks to stay ahead of industry trends and business opportunities.
  • Lead multi-disciplinary projects and organize Partner performance reviews to drive continuous growth and operational excellence.
To succeed in this role, you should have the following skills and experience:
  • Preferred master's degree in business administration, medicine, engineering or other.
  • 10+ years relevant professional experience in managing partners.
  • Proven track record of creating and executing account plans towards sales objectives and delivering ambitious commercial targets. In depth familiarity with CRM software (Salesforce).
  • Analytical mindset, with the ability to leverage data and insights to drive decision-making.
  • Strong leadership skills to achieve ambitious targets who acts as a role-model for the Philips culture.
  • Ability to build and nurture effective relationships within the matrix by developing strong cooperation with peers within the region, cross business, and cross function.
  • Problem Solving skills. Able to find solutions to difficult or complex issues. As a LEAN Leader drives continuous improvement via applying LEAN methodology.
  • Quality first and Patient Safety mindset.
  • Excellent verbal and written communication and negotiation skills, with the ability to build rapport and credibility with senior-level stakeholders.
  • Fluent in English and local language is a must.
Why should you join Philips?
Working at Philips is more than a job. It's a calling to create a healthier society through meaningful work, focused on innovative, customer-first health technology solutions. Help us improve the health and well-being of billions of people, every year. Ultimately creating a career that no one could have planned for. Even you.
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