About the Role
This position involves managing strategic relationships with key accounts to maximize opportunities in the lighting projects business, driving profitable growth and ensuring customer satisfaction. The role includes leading the design and implementation of lighting solutions that meet customer requirements while promoting sustainable innovations. Responsibilities also encompass coordinating cross-functional teams to guarantee 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) within the customer ecosystem, taking accountability for all projects, particularly medium and large lighting projects.
- Achieve sales targets, drive revenue growth, and meet profitability objectives within the assigned territory.
- Establish and nurture robust multipronged relationships with key accounts and stakeholders (installers, contractors, specifiers, consultants) to influence product selection and secure specifications, creating demand for innovative solutions.
- Develop an in-depth understanding of the market and formulate an account strategy that drives profitable high-growth opportunities while managing the operational execution.
- Collaborate across the company teams (Sales Specialists, Product Marketing, Order Desk, Quote Support, LiAS, Supply Chain, Customer Satisfaction, etc.) to meet account performance objectives and fulfill customer expectations.
- Work with offer management and marketing teams to customize offerings based on client feedback and enhance solutions continually.
- Identify and pursue project opportunities from early design phases through execution and delivery.
- Monitor performance, manage forecast accuracy, and prepare detailed reports to inform decision-making, keeping project progress updated in CRM.
- Proactively resolve project challenges to ensure on-time, within-scope, and budget-compliant delivery.
- Lead commercial discussions and negotiate contracts to enhance profitability and strengthen customer partnerships.
- Promote connected, digital, and sustainable lighting systems that cater to customer needs for efficiency, performance, and compliance.
- Manage technical and commercial projects, including pricing calculations, product configurations, and margin analysis, and oversee the preparation and coordination of all related project documentation.
- Lead the end-to-end tender process for strategic projects, including identifying opportunities, coordinating internal resources, and preparing competitive submissions.
- Stay informed about the company’s solutions, connected systems, and market developments; actively participate 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 sectors.
- Experience in the public sector is a plus.
- Relevant sales certifications are essential for effectively managing strategic accounts.
Everything We’ll Do for You
We are committed to supporting your career growth. We offer encouragement, support, and challenges, promoting learning and progression that suits you, with coaching and mentoring throughout your journey. Our commitment to diversity and inclusion fosters creativity, innovation, and a full spectrum of bright ideas. With a global presence in over 70 countries, we are dedicated to creating an inclusive environment where every voice is heard and valued, enabling us all to achieve more together.
Join us and help light up the future.
