Managed Services Sales Leader CEE
Lokalizacja: Warsaw
Organizacja: Philips Lighting Poland Sp. z o.o.
Job ID no: 168315
Philips Lighting is the global market leader in the lighting industry, with recognized expertise in the development, manufacturing and application of innovative lighting solutions.
Currently we are looking for a suitable candidate for a position of Managed Services Sales Leader CEE.
Currently we are looking for a suitable candidate for a position of Managed Services Sales Leader CEE.
Key areas of responsibility:
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Managed Services Sales Leader for all End User Sales in the Market, including Public, Retail and Hospitality, Office and Industry
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Managed Services understood as outsourced lighting systems sold do various industries (e.g. Light as a Service)
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Develop the Systems & Services business, including integrated lighting systems and professional services – focus on Managed Services – solution design, business modelling and any other form of consultancy
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Develop the Light as a Service offering, secure first of a kind projects and strategic alliances
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Lead the team – from proposition development, market launch, initial deployment and responsibility for Systems & Services Delivery Organization set-up and competence management
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The function will manage all customer segments of PLS including Public, Retail and Hospitality, Office and Industry
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Represent PLS in Cross Sector and BG (business group) discussions and alignments on proposition, tools and processes
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Develop value pricing and quoting tools for Systems & Services (Managed Services) and large scale projects
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Promote a true Systems & Services Culture by establishing focus on customer satisfaction, professional customer interactions and conversion rate of services driven opportunities into large scale projects and/or customer partnerships
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Collect requirements for value added Systems & Services, through any customer relationship and feedback, along with Systems & Services marketing
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Develop value based offering and quoting tools along with Systems & Services organizations
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Develop and align specifications for common Systems & Services across PLS
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Work with the marketing and sales organizations in the market and regional category to define the go to market strategy including lead qualification prioritization and funnel building
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Manage the Systems & Services market introduction process along with Segment introduction of the regional category PLS & global category systems
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Maintain and Optimize Professional Services Portfolio including roadmapping, training, pricing (escalations)
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Be lighting liaison for financing towards Philips Capital, and for R&D towards Philips Research
Our requirements:
- Bachelor degree
- Fluent English both verbal and written
- Experience in working in a sales leadership role and implementing field business and process changes highly desired, by training and coaching, especially for medium and large scale integrated projects
- Experience in large scale projects development, business modelling, financing solutions
- Experience in lead qualifications and consultative selling strategies, in consultancy processes
- Experience in Systems & Services tooling and IT development
- Project management experience
- Interaction with research and external vendors
- Marketing offering development and deployment experience
- Creating strategic alliances
- Process development and benchmarking skills
- Ability to carve out customer pain-points and translate them into a value proposition, especially in lines of business historically not related to the lighting industry (e.g. indoor positioning projects driven by Customers’ sales & marketing departments)
- Strong financial acumen and organization and problem solving skills
- Teaming and team leadership skills, demonstrated ability to interface with customers effectively
- Ability to work cross functionally, leading and motivating virtual project teams
- Change agent – strong change management skills
- Excellent analytical, organization and time management skills
- Effective communication skills (presentation, group facilitation and ability to effectively interact with customers)
- Enthusiastic and high energy