Key Account Manager

About the Role
This position manages strategic relationships with key accounts to maximize opportunities in the lighting projects business, driving profitable growth and customer satisfaction. The role entails leading the design and implementation of lighting solutions that meet customer requirements while promoting connected and sustainable innovations. Coordinating with cross-functional teams is essential to ensure timely, high-quality project delivery.

Key Areas of Responsibility

• Manages assigned key accounts (Installers, general contractors, specifiers, project partners, end users) across the customer ecosystem, accountable for all projects within the account, including direct responsibility for medium and large lighting projects.
• Delivers sales targets, revenue growth, and profitability objectives within the assigned territory.
• Builds and nurtures strong, multi-level relationships with key accounts and stakeholders (installers, contractors, specifiers, consultants) to influence product selection, secure specifications, and create demand for innovations. Manages complex interactions across the customer ecosystem, ensuring alignment and collaboration across all phases of project development and delivery.
• Understands the market in-depth and defines an account strategy that drives profitable high-growth opportunities while operationally managing execution.
• Coordinates across the company teams (e.g. Sales Specialists, Product Marketing, Order Desk, Quote Support, Supply Chain, Customer Satisfaction, etc.) to meet account performance objectives and customer expectations.
• Collaborates with offer management and marketing teams to tailor offerings, driving continuous improvement initiatives by gathering client feedback and implementing solutions.
• Identifies and pursues project opportunities from early design stages through to execution and delivery.
• Monitors performance, manages forecast accuracy, and prepares detailed reports to inform decision-making, tracking project progress in CRM.
• Resolves project challenges proactively to ensure on-time, in-scope, and on-budget delivery.
• Leads commercial discussions and negotiates contracts to maximize profitability and strengthen customer partnerships.
• Promotes connected, digital, and sustainable lighting systems that address customer needs for efficiency, performance, and compliance.
• Manages technical and commercial projects, including detailed calculations for pricing, product configurations, and margin analysis. Oversees the preparation and coordination of all project documentation—specifications, technical files, and customer proposals.
• Leads the end-to-end tender process for strategic projects, including identifying opportunities, coordinating internal resources, and preparing competitive submissions.
• Continuously enhances knowledge of solutions, connected systems, and market developments by actively participating in learning programs and sales capability initiatives.

Critical Experiences

• Bachelor’s degree in Engineering, specializing in Electrical, Electronics, or Communications Engineering.
• Minimum 5 years of experience in sales and key account management within the lighting or electronics industries.
• Experience working with the public sector is a plus.
• Relevant sales certifications are essential to validate skills in strategic accounts effectively.

Everything We’ll Do for You
We offer opportunities for a lasting career, encouraging support and challenge in your growth. Expect coaching and mentoring, with an emphasis on listening to and valuing each of our 27,000+ people. We believe that a diverse and inclusive workplace fosters creativity, innovation, and a full spectrum of bright ideas. With a global workforce present in over 70 countries, we are dedicated to creating an inclusive environment where every voice is heard and valued, helping us achieve more together.