Lighting Key Account Manager

Key Account Manager – Electrics

Key objective of the post:

To promote the sale of the Company’s products to the customer accounts, which will secure the financial target, set on an annual basis

Responsibilities and Tasks:

Selling / Management Skills

  1. To develop business opportunities through a clearly defined list of Industrial end users with requirements for low energy lighting. Manage the client relationship at a senior (director) level and deliver successful profitable projects
  2. Sell integrated solutions of lighting and controls and be adapt and selling an overall solution package to include service provision
  3. Work with, and build strong relationships with various stakeholders at different levels within large companies and manage the specification chain on the entire project.
  4. Have previous specification experience in the construction sector but not necessarily have extensive lighting knowledge (although this could be beneficial)
  5. Have the experience and ability to manage and develop other members of the sub-segment in a mentor (team leader) role and assume overall responsibility and growth for the Industrial LED sector. Be able to apply best practice to everyone working within this team
  6. Produce detailed Business Plans in line with key account management principles
  7. To ensure accounts profile is capable of providing the financial results required to secure agreed targets
  8. Strive to develop all accounts to a level that provides the majority of their lighting needs
  9. Continually review suitability of each account and delete/add where deemed appropriate in conjunction with performance reviews
  10. Provide presentations to all relevant key accounts wherever applicable. (To include CPD Presentation, TCO Presentations, Technical and design Presentation)
  11. To raise the profile of the firm by attending social functions also attended by the account base

Planning and Organisation

  1. Work closely with the NSM to ensure effective use of work time
  2. To provide a monthly basis with a detailed report in line with key performance indicators as agreed. Provide accurate forecasting to enable effective management of the internal supply chain
  3. Complete necessary appointments each day to support their local business plan
  4. Ensure CRM tools are fully utilized in accordance with company policy

Product & Technical Knowledge

  1. To be fully conversant with the Company’s products and services
  2. To apply these products and services to the accounts lighting needs
  3. To be fully conversant with competitors products, services and policy

To acquire and maintain up-to-date information on technical development within the industry


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