Key Account Manager

Summary The Key Account Manager – Retail & Hospitality (R&H) builds and manages partnerships with key retail chains, supermarkets, restaurants, and hospitality groups.

About Lighting

• Signify Through bold discovery and cutting-edge innovation, we lead an industry that is vital for the future of our planet: lighting.
• Through our leadership in connected lighting and the Internet of Things, we're breaking new ground in data analytics, AI, and smart solutions for homes, offices, cities, and beyond.
• At Signify, you can shape tomorrow by building on our incredible 125+ year legacy while working toward even bolder sustainability goals.
• Our culture of continuous learning, creativity, and commitment to diversity and inclusion empowers you to grow your skills and career.
• Join us, and together, we’ll transform our industry, making a lasting difference for brighter lives and a better world.
• 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.

Responsibilities

• The role focuses on driving sales, customer experience, and brand value through sustainable & connected lighting, smart controls, and energy-efficient systems.
• Key Areas of Responsibility • Develops, maintains, and strengthens partnerships with key end users in the R&H segment.
• Understands customer strategies, operations, and sustainability goals to identify opportunities for collaboration. • Achieves sales, revenue, and profitability targets by promoting Signify’s complete professional lighting offering.
• Promotes Signify’s connected and digital lighting platforms such as Interact Retail and Interact Hospitality, delivering intelligent control, energy savings, and ambiance personalization. • Collaborates with lighting designers, architects, and retail concept agencies to align lighting design with brand identity and in-store experience. • Creates strategic account plans that define growth opportunities, relationship goals, and solution roadmaps.
• Ensures alignment with overall segment strategy and business objectives. • Works with contractors, integrators, and channel partners to execute turnkey retail and hospitality projects globally or regionally.
• Builds trust across the ecosystem to ensure seamless execution.
• Works closely with system integrators and sustainability consultants. • Leads commercial discussions, proposal submissions, and contract negotiations in collaboration with internal stakeholders (Proposal managers, technical designers, finance, legal, etc.), ensuring compliance with pricing and governance policies (Approval matrix) • Leads internal stakeholders (LiAs, Order Desk, Supply Chain, Product Marketeers, etc.) ensuring smooth roll-out execution and exceeding customer expectation on service level.
• Works in alignment with System Center´s Project Managers and System Engineers to ensure execution on-time, aligned with budget and meeting customer requirements. • Maintains accurate opportunity pipelines and forecasts in CRM systems.
• Tracks project progress, revenue realization, and post-sales satisfaction. • Delivers on the Systems and Services & Connected Sales targets in named
• Accounts, as well as other opportunities originating from the market. • 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 knowledge of Signify’s solutions, connected systems, and market developments.

Requirements

• Participates actively in learning programs and sales capability initiatives.
• Critical Experiences • Bachelor's degree in Business Administration, Sales, Marketing, or a related field is essential to understand market dynamics and customer relationship management. • Minimum 5 years of proven experience in key account management or sales within the retail and hospitality sectors, with a strong track record of achieving sales targets and managing complex customer relationships. • Professional sales certification or relevant industry certifications in lighting or smart building technologies