Location: Warsaw
Job ID: 261315
Philips Lighting (Euronext Amsterdam ticker: LIGHT) is a global leader in lighting products, systems and services. Our understanding of how lighting positively affects people coupled with our deep technological know-how enable us to deliver digital lighting innovations that unlock new business value, deliver rich user experiences and help to improve lives. Serving professional and consumer markets, we sell more energy efficient LED lighting than any other company. We lead the industry in connected lighting systems and services, leveraging the Internet of Things to take light beyond illumination and transform homes, buildings and urban spaces. In 2015, we had sales of EUR 7.4 billion and currently we have approximately 36,000 employees in over 70 countries.
Philips Lighting offers expertise, depth and reach across the entire lighting value chain to improve and simplify the work of our professional partners wherever our knowledge and reach can create value for them. From LED light sources to the increased role of controls to all-inclusive tailor-made solutions.
Currently we are looking for a suitable individual to join us on the position of Key Account Manager with the responsibility for Office & Industry segment with proven experience in Real Estate Market.
Your challenge:
You are responsible for building and fostering relationships with named accounts in Real Estate Market in order to maximize sales and profitability with these accounts.
Your team:
Professional Lighting, CEE End User Channel, Office (Real Estate) Sub-segment.
In this role you will be responsible for:
- Preparing and leading account management and business development plan defined customer segments
- Stakeholder, relationship and Eco-system Management with strategic or international accounts
- Consultative Selling
- Leading cross functional team and turn-key projects
- Implementing solution selling and sales funnel management
- Bringing customer insight to strengthen Philips value proposition and related business models
- Developing and maintaining excellent relationships with key personnel at named accounts
- Creating action plans to penetrate key accounts, identify multiple stakeholders and engage internal resources while driving the sales process
- Driving for highest levels of customer satisfaction understanding challenges that are critical to customers and taking a solution-based approach
- Maximizes sales opportunities by increasing Philips Lighting share of accounts' purchases
- Executing sales strategy to deliver set business targets
- Creating long-term selling strategy
- Identifying new opportunities and initiating innovative business models
- Creating action plans to penetrate key accounts, identify multiple stakeholders and engage internal resources while driving the sales process
We are looking for a person who fits the following requirements:
- Graduate with Bachelor or master degree
- Fluent English and Polish (both orally and in writing) is obligatory
- 5+ years proven experience of sales management or account management in B2B segment (in international environment will be an advantage)
- 5+ years of strong history of quota achievement with proven experience in presenting products and services to accounts
- 3+ years of value based selling in a market/customer facing role
- Solid understanding of and knowledge of the sales process in the area of services and solutions tailored to customer needs in the B2B sector
- Understands financial implications of a solution for the customer and is able to demonstrate the financial outcomes for the investing party
- Develops sustainable relationships with customers and partners by triggering an effective and profound dialogue with a win-win mindset (profitable solutions for all). Ability to build an account plan for long term partnership development
- Differentiates and customizes the approach based on customer potential (strategic/recurrent/ profitable)
- Guides the customer to reach the best decision using a consultative approach, gaining deep customer insight and creating an inherent need for our propositions. Translates insights into economical and high-quality solutions, ensuring high returns on investment for customers
- Knowledge of investment process
- Project and risk management experience in B2B market
- Identifies capabilities required to win in the market and delight customers. Brings the right team together leveraging respective areas of expertise
- Understands complex sales cycles at strategic level
- Delivers on commitments and communicates with impact
- Proactive approach and self-drive
- Highly developed entrepreneurship
- Driving license.