Job Title
Key Account Manager Projects
Job Description
We're looking for a Key Account Manager to join our projects team in Cairo.
Egypt.
Working for Signify means being creative and adaptive. Our culture of
continuous learning and commitment to diversity and inclusion creates an
environment that allows you to build your skills and career. Together, we're
transforming our industry.
As the world leader in lighting, we're constantly ahead of the curve. Through
our leadership in connected lighting and the Internet of Things, we're
breaking new grounds in data analytics, AI, and smart homes, offices, cities
and more!
Signify is one of the few companies in the world to achieve carbon neutrality
and our next sustainability goals are even bolder: doubling our positive
impact on the environment and society by ‎2025.
We're on the lookout for forward-thinking innovators with a passion for
sustainability. If you match this description, get in touch!
What you'll do
* This role is responsible for building and fostering relationships with selected key accounts to maximize, profitability and customer satisfaction with these accounts
* As a Key Account Manager have an in-depth understanding of the customer strategy in the country and define an account strategy that drives profitable high growth opportunities for Signify as well as operationally managing the execution
* Responsible for developing and executing a Strategic Account Management vision/plan to enable profitable growth of Signify business with the account. Accountable for entire business with the named account, personally driving most important transactions (projects or sell-in)
* KAMs in the parts of business serving customer on project basis are expected to unlock more and higher value project opportunities by building and leveraging solid network of contacts within customer and ecosystem landscape - generating pull for our innovations. such a KAM see that in Systems & Services, VAP, Agriculture, Professional Projects (i.e. Professional Public, Professional O&I, Professional R&H).
* KAMs in the parts of business serving customer through distribution business model are expected to unlock additional value with the account by means of- improving listings/coverage within distribution chain, improving terms of our sell-in by securing better frame agreements with distributors, growing our share of wallet within the distributor. We would see this within Professional Over-the-Counter, Consumer, OEM
* Key account managers can be organized to manage assigned key accounts (Wholesalers, Installers, General Contractors, Specifiers, End Users etc.) across customer ecosystem, accountable for all projects with the account, including direct responsibility for medium and large projects
* Establishes and nurtures productive, professional relationships with key personnel in assigned few key accounts with the objective of establishing Signify as trusted business partner
* Defines and leads Account Team consisting of cross-functional Signify personnel (e.g. Sales Specialists, Channel / End User Marketing, Product Marketing, Order Desk, Quote Support, Proposal Management, LiAS, Project Management, Customer Satisfaction etc.) with the objective of meeting account performance objectives and customer's expectations
* Ensures profitable business growth with the account, as per assigned targets
* Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
* Proactively leads a joint-company, strategic account planning process, that develops mutual performance objectives and financial targets, identifies white spaces for relationship and business development, and sets criticalmilestones for a one and three-year period
* Effectively manages complex dynamics within the customer ecosystem - cross-functional customer team, 3rd partyspecifiers & deal influencers, Signify partners and alliances
* Lives by our competencies and behaviors
Your qualifications
* ‎5+ years of proven track record in key account management and consultative selling principles in a fast-paced technology industry
* ‎5+ years of strong history of quota achievement with stellar experience presenting products & services to accounts
* Experience in selling complex offerings consisting of multiple building blocks - e.g., diverse hardware, software, servicing
* Key account planning skills and focus on strategic relationships development
* Commercial listening and questioning skills, ability to win the seat at the right customer table
* Skilled in one-to-many negotiations, able to create demand for solutions by leveraging empathy and trust-based relationships
* Interpersonal skills including leading cross-functional teams without formal authority
* Financial acumen and commercial savviness
Our candidate profile is just a guide. We know that many talented people only
apply for jobs when there is an exact match. If you don't fit all the criteria
but believe this role is for you, we would very much like to hear from you.
What you'll get in return…
We're offering multiple opportunities for career development, like mentoring,
coaching and stretch assignments, with strong international exposure for
dynamic profiles. Learning is fundamental to our culture. Through continuous
learning, we are transforming the industry. You have the chance to learn every
day, acquire new skills and perspectives through customized online programs,
and on-the-job experiences.
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through the eyes of our employees!