About the Role
In this role, you will manage strategic relationships with key accounts to maximize opportunities in the lighting projects business, driving profitable growth and enhancing customer satisfaction. You will lead the design and implementation of lighting solutions tailored to customer requirements while promoting connected and sustainable innovations. Coordination with cross-functional teams is essential to ensure timely and high-quality project delivery.
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Key Areas of Responsibility
- Manage assigned key accounts (Installers, general contractors, specifiers, project partners, end users) across the customer ecosystem, taking accountability for all projects within the account, including direct responsibility for medium and large lighting projects.
- Achieve sales targets, revenue growth, and profitability objectives within the assigned territory.
- Build and nurture strong, multi-level relationships with key accounts and stakeholders to influence product selection and secure specifications. Manage complex interactions across the customer ecosystem, ensuring alignment and collaboration throughout all phases of project development and delivery.
- Develop an in-depth understanding of the market and define an account strategy that drives profitable high growth opportunities while managing operational execution.
- Coordinate with various teams (e.g. Sales Specialists, Product Marketing, Order Desk, Quote Support, Supply Chain, Customer Satisfaction) to meet account performance objectives and customers’ expectations.
- Collaborate with offer management and marketing teams to tailor offerings, driving continuous improvement initiatives by gathering client feedback and implementing solutions.
- Identify and pursue project opportunities from early design stages through to execution and delivery.
- Monitor performance and manage accuracy of forecasts, preparing detailed reports to inform decision-making. Maintain updated project progress in CRM.
- Proactively resolve project challenges 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 addressing customer needs for efficiency, performance, and compliance.
- Manage technical and commercial projects, including pricing calculations, product configurations, and margin analysis. Oversee preparation and coordination of all project documentation—specifications, technical files, and customer proposals.
- Lead the end-to-end tender process for strategic projects, including opportunity identification, internal resource coordination, and preparation of competitive submissions.
- Continuously enhance knowledge of solutions, connected systems, and market developments. Participate actively in learning programs and sales capability initiatives.
Critical Experiences
- Bachelor's degree in Engineering, with a specialization in Electrical, Electronics, or Communications Engineering.
- Minimum of 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 necessary to validate skills in managing strategic accounts effectively.
Everything We’ll Do for You
You can build a lasting career here. We will encourage, support, and challenge you, helping you learn and progress in a way that suits you, complete with coaching and mentoring along the way. Your contributions will be valued, as we understand that a diverse and inclusive workplace breeds creativity, innovation, and a full spectrum of bright ideas. With a global workforce of over 27,000+ people spread across 70+ countries, we are committed to creating an inclusive environment where every voice is heard, helping us all achieve more together.
