The Key Account Manager develops and manages relationships with strategic end-users and the relevant ecosystem in the Public segment. The role focuses on driving sales growth and innovation adoption by leveraging Signify s complete portfolio of lighting products, connected systems, and services to deliver sustainable, smart, and people-centric lighting solutions.
Key Areas of Responsibility:
- Develops, nurtures, and strengthens partnerships with key end users and relevant ecosystem in the Public / Government segment (Municipal authorities, government agencies, sports venue operators, etc.). Understands customer strategies, operations, and sustainability goals to identify opportunities for collaboration.
- Achieves order intake, sales and profitability targets by promoting Signify's complete professional lighting offering. Promotes connected lighting solutions such as Interact City, Sports, Landmark, as well as solar and circular lighting systems, to deliver long-term energy savings and benefits like operational efficiency, city identity and people experience.
- Manages tenders, bids, and framework agreements in collaboration with legal, commercial, and proposal teams, ensuring compliance and competitiveness.
- Collaborates with engineering consultants, contractors, and technology partners to deliver integrated smart city or sports lighting solutions.
- Creates account plans for strategic account that define growth opportunities, relationship goals, and solution roadmaps. Ensures alignment with overall segment strategy and business objectives.
- Works closely with Marketing, Lighting Application, and Systems & Services teams to tailor solutions and proposals. Ensures operational alignment with Supply Chain, Finance, and Project execution and commissioning.
- Maintains accurate opportunity pipelines and forecasts in CRM systems. Tracks project progress, revenue realization, and post-sales satisfaction and drives Customer NPS score.
- Analyzes trends in technology, design, and customer needs to identify emerging opportunities and risks. Provides market feedback to influence future product and segment strategies.
- Continuously enhances understanding of smart city technologies, energy models, and sports facility lighting standards, city beautification, etc
- Collaborates with engineering consultants, contractors, and technology partners to deliver integrated smart city or sports lighting solutions.
- Participates in customer and/or industry events as needed.
- Continuously enhances knowledge of Signify's solutions, connected systems, and market developments.
- Participates actively in learning programs and sales capability initiatives.
- Ensures compliance with Signify's Integrity Code, compliance policies and way of working with government accounts.
More about you
- Bachelor's degree in business administration, marketing, or a related field is required to provide foundational knowledge for managing accounts and understanding complex sales processes.
- Minimum of 5 years of proven experience in key account management or sales within the public sector, with demonstrated success in managing tenders, bids, and developing strategic account plans aligned with customer and business objectives.
- Lighting / solution selling experience or understanding of IoT selling eco-system is required.
- Excellent communication and presentation skills.
- Team player
