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 solution adoption across Scotland and Northern Ireland.
Responsibilities:
- Develop, nurture, and strengthen partnerships with strategic public-sector end users and relevant ecosystem stakeholders
- Identify collaboration opportunities based on customer strategies, operations, and sustainability goals
- Drive order intake, sales, and profitability by promoting professional lighting products, connected systems, solar lighting, 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, relationship goals, growth opportunities, 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
- Build knowledge of smart city technologies, energy models, sports facility lighting standards, and city beautification
- Participate in customer and industry events
- Maintain knowledge of Signify solutions, connected systems, and market developments
- Ensure compliance with Signify’s Integrity Code and government-account policies
Requirements:
- Bachelor's degree in Business Administration, Sales, Marketing, or a related field is required
- At least 5 years of proven experience in a similar KAM role within the public sector
- Demonstrated success managing tenders, bids, and strategic account plans
- Public-sector sales experience is essential
- Experience in the lighting sector is required
- Experience collaborating with local authorities and contractors in public outdoor lighting
- Solution selling and connected systems experience would be 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
- Ideally based in Scotland
- Willingness to travel throughout the assigned area, including remote Scottish locations
Benefits:
- Coaching and mentoring
- Learning and career progression support
- Participation in learning programs and sales capability initiatives
- Diverse and inclusive workplace
- Opportunities to develop skills and career
- Global workforce and inclusive work environment
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