Key Account Manager – Scotland, Northern Ireland
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Job Description
Key Account Manager driving public-sector outdoor lighting sales for Signify, a connected-lighting and smart-solutions company. Managing strategic accounts, tenders, and smart-city lighting partnerships across Scotland and Northern Ireland.
Responsibilities:
- Develop and manage relationships with strategic end-users and the relevant ecosystem in the Public segment
- Drive sales growth and innovation adoption using Signify's lighting products, connected systems, and services
- Focus on public-sector outdoor lighting customers
- Develop and strengthen partnerships with municipal authorities, government agencies, sports venue operators, and other ecosystem participants
- Identify collaboration opportunities based on customer strategies, operations, and sustainability goals
- Achieve order intake, sales, and profitability targets
- Promote connected lighting, solar, and circular lighting systems
- Manage tenders, bids, and framework agreements with legal, commercial, and proposal teams
- Collaborate with engineering consultants, contractors, and technology partners on smart city and sports lighting solutions
- Create strategic account plans and solution roadmaps
- Coordinate with Marketing, Lighting Application, Systems & Services, Supply Chain, Finance, and Project Execution teams
- Maintain opportunity pipelines and forecasts in CRM systems
- Track project progress, revenue realization, post-sales satisfaction, and Customer NPS
- Analyze technology, design, and customer trends to identify opportunities and risks
- Provide market feedback to influence product and segment strategies
- Participate in customer and industry events, learning programs, and sales capability initiatives
- Ensure compliance with Signify's Integrity Code, compliance policies, and government-account procedures
Requirements:
- Bachelor's degree in Business Administration, Sales, Marketing, or a related field is required
- At least 5 years of proven experience working in a similar KAM role within the public sector
- Demonstrated success managing tenders, bids, and strategic account plans
- Public-sector sales experience
- Lighting-sector experience
- Experience collaborating with local authorities and contractors in public outdoor lighting
- Solution selling and connected systems experience appreciated
- Strong desire to win new business and learn about the industry
- Excellent relationship-building skills, especially with Scotland-based authorities
- Eagerness to learn and adapt to new sales strategies and product offerings
- Willingness to adapt to new market demands and opportunities
- Excellent communication skills in English
- Based in Scotland ideally
- Willingness to travel throughout the assigned area, including remote Scottish locations
Benefits:
- Coaching and mentoring
- Continuous learning and professional development
- Learning programs and sales capability initiatives
- Diverse and inclusive workplace
- Opportunities to grow and progress career
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