Key Account Manager - Retail and Hospitality 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. We are specializing in developing and delivering integrated lighting systems and services that include lighting architecture, energy consulting, productivity and safety improvement, lighting controls management and turn-key project execution.

 

Currently we are looking for a suitable individual to join us on the position of Key Account Manager with the responsibility for Retail & Hospitality 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

We are looking for a person who fits the following requirements:

• Graduate with Bachelor or master degree
• Fluent English (both orally and in writing) is obligatory
• Proven experience of sales management or account management in B2B segment in international environment
• 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 - Financial analysis and NPV methodology
• 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) positioning the full Lighting Systems & Services offer
• 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. Collaborates efficiently in the matrix organization (Markets/Systems Centers/Businesses) with a "greater-good" spirit. Shares knowledge and commercial leads where relevant
• Proactive approach and self-drive
• Highly developed entrepreneurship
• Driving license.