Key Account Manager – Public Segment

Philips Lighting is the global market leader in the lighting industry, with recognized expertise in the development, manufacturing and application of innovative lighting solutions. We offer our 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.

At Philips Lighting, currently a stand-alone Lighting company within the Royal Philips Group, our contribution to that mission finds expression in our ambition to continue “enhancing life with light” by using the power of light to improve people’s lives and make a positive difference, bringing new benefits to customers, new levels of energy efficiency and amazing new lighting experiences.

Your challenge:

Lighting District is a commercial organization within Lighting CEE Market structure. Sales organization set-up is based on Philips go-to-market approach, where Indoor/Outdoor sales teams are responsible for creating and executing business with direct customers in professional market.

Currently we are looking for a suitable individual to join us on the position of Key Account Manager with the responsibility for Public segment. The KAM has an in-depth understanding of the customer business & strategy. S/he spends most of time understanding customer needs, defining a proposition that addresses these needs and driving profitable growth for Philips Lighting. KAM is responsible for creating customer sales strategy, as well as coordination and execution of the activities within a sales cycle. The goal is to maximize the value (managing top- and bottom-line) of the short & long term business.

In this role you will be responsible for:

• Responsible for the development and achievement of business targets through the direct sales channel with sales (locally developed business)

• Focusing on growing and developing existing clients, together with generating new business

• Contributing to target market definition and prospects list build-ups

• Driving lead generation process in close cooperation with Segment marketing

• Create & execute business plan for the customer segment

• Play leading role in business pitches and hold responsibility for the effective on-boarding of new clients

• Act as the key interface between the customer and all relevant internal functions

• Preparation of contractual agreements and ensure that these are fully adhered to

• Document partnership and business aspects with each customer, ensuring all activity is recorded accurately

• Provide reports and analysis as required

Crucial competencies and experience:

• Graduate with master degree

• Fluent English (both orally and in writing) is a must

• Business Development and Sales Execution of complex sales opportunities (locally developed business)

• Strong track of record of collaboration with extensive stakeholders ecosystems as well as internal resources

• 3+  years of proven experience in long term cooperation with End User Customer within Public Segment

• Proven ability to create strong relationships with customers

• Fact Based Selling & Solution Based Selling

• Thorough Business Planning & Project Coordination skills

• Forecasting Accuracy & Financial Acumen

• Proven capability to rapidly understand, use and drive improvements in new processes

• Expertise in driving operational excellence delivering reliable and predictable outcomes

• Execution mindset

• Communicates strongly.