Key Account Manager

About the Role
As a key account manager, you will manage strategic relationships with key accounts to maximize opportunities in the lighting projects business, driving profitable growth and ensuring customer satisfaction. Your role involves leading the design and implementation of lighting solutions that meet customer requirements while promoting connected and sustainable innovations. You will coordinate cross-functional teams to ensure timely, high-quality project delivery.

Key Areas of Responsibility

• Manage assigned key accounts (installers, general contractors, specifiers, project partners, end users) across the customer ecosystem, being accountable for all projects within the account, including direct responsibility for medium and large lighting projects.
• Deliver sales targets, revenue growth, and profitability objectives within the assigned territory.
• Build and nurture strong, multi-level relationships with key accounts and stakeholders (installers, contractors, specifiers, consultants) to influence product selection and secure specifications, creating pull for innovations.
• Manage complex interactions across the customer ecosystem, ensuring alignment and collaboration across all phases of project development and delivery.
• Understand the market deeply and define an account strategy that drives profitable high-growth opportunities while operationally managing execution.
• Coordinate across the company teams (e.g., Sales Specialists, Product Marketing, Order Desk, Quote Support, LiAS, Supply Chain, Customer Satisfaction) to meet account performance objectives and customer expectations.
• Collaborate with offer management and marketing teams to tailor offerings and drive continuous improvement initiatives based on client feedback.
• Identify and pursue project opportunities from early design stages through to execution and delivery.
• Monitor performance, manage accuracy of forecasts, and prepare detailed reports to inform decision-making. Track and keep project progress updated in CRM.
• Resolve project challenges proactively to ensure on-time, in-scope, and on-budget delivery.
• Lead commercial discussions and negotiate contracts to maximize profitability and strengthen customer partnerships.
• Promote connected, digital, and sustainable lighting systems that address customer needs for efficiency, performance, and compliance.
• Manage technical and commercial projects, including detailed calculations for pricing, product configurations, and margin analysis. Oversee the preparation and coordination of all project documentation—specifications, technical files, and customer proposals.
• Lead the end-to-end tender process for strategic projects, including identifying opportunities, coordinating internal resources, and preparing competitive submissions.
• Continuously enhance knowledge of the company’s solutions, connected systems, and market developments. Participate actively in learning programs and sales capability initiatives.

Critical Experiences

• Bachelor’s degree in Engineering, with specialization in Electrical, Electronics, or Communications Engineering.
• Minimum 5 years of experience in sales, 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
You can grow a lasting career here. We’ll encourage you, support you, and challenge you. We’ll help you learn and progress in a way that’s right for you, with coaching and mentoring along the way. We’ll listen to you too, because we see and value every one 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 70+ countries, we are dedicated to creating an inclusive environment where every voice is heard and valued, helping us all achieve more together.

Come join us, and together we can light up the future.