District General Manager – Lighting


Aim of the job

Responsible for maximizing customer satisfaction and driving profitable growth, meeting or exceeding financial targets and developing and implementing strategic guidelines for the district.

The District Manager leads the district Sales, Marketing and Customer Services team ensuring high level of team work and engagement levels.

Report to : General Manager Lighting Africa

Key Areas of Responsibility:

Develop clear and achievable strategies, objectives and tactical plans for the district based on Key account management, customer centricity, segmentation, customer needs and market conditions synchronized with the business groups’ objectives.

Identify and develop new business opportunities.

Execution and management of the yearly business plan of the district.

Meet or exceed order intake, sales and financial target including direct cost management.

Responsible for the monthly district business review meetings: order intake, sales, forecast, price realization, Cost of Organization (CoO), customer complaints, escalations and supply chain.

Deal approval, approve multi deal within pricing framework and ensure escalation for deals outside of pricing framework.

Combine business group offerings into complete solutions including supporting value added services (e.g. TP&S, financing, Strategic account management, consultancy services).

Ensure coordination between all customer facing functions and all distribution channels of Philips Lighting (PL) in the district to guarantee “one face to the customer”.

Develop and maintain excellent communication links and relationship with top customers and the key decision makers of the Lighting related opportunities in the district.

Provide regular feedback about market and competitive situations  to the regional Management.

Ensure follow up with customers with overdue accounts.

Escalation management.

People management, including selection, development, goal setting and performance management. Ensures overall high level of talent and engagement levels.

Ensure un-compromised implementation of the standard Philips business processes, quality standards and standards of business conduct according to Philips policies.

Responsible for compliance performance within the district and for reporting compliance issues quality & regulatory functions (for management review purposes) at regional level.

Authorities:

Authority to make decisions on all direct sales and operation activities in the assigned district within Annual Operating Plan (AOP) and budget as directed by the Commercial Leader and in line with the regional strategy and authorization matrix.

Key measures:

Customer Satisfaction:

Net Promoter Score (NPS)

Employee Engagement:

Employee Engagement Survey (EES)

Financials:

Order intake (OI) /  Sales

Integral Gross Margin (IGM) / Integral Sales Margin (ISM)

Cost of Organisation (CoO) (percentage)

Accounts Receivable (AR) overdue (percentage)

Process:

Sales forecast accuracy

Must win deals (percentage)

New Business Development

Education & Experience:

MBA (compulsory)

Experience in direct Sales

Experience with leading a cross functional team

Fluent in English, verbal and written in addition to local language.