Key Account Manager - Projects

Through bold discovery and cutting-edge innovation, we lead an industry that is vital for the future of our planet: lighting. Through our leadership in connected lighting and the Internet of Things, we're breaking new ground in data analytics, AI, and smart solutions for homes, offices, cities, and beyond.

At Signify, you can shape tomorrow by building on our incredible 125+ year legacy while working toward even bolder sustainability goals. Our culture of continuous learning, creativity, and commitment to diversity and inclusion empowers you to grow your skills and career.

Join us, and together, we’ll transform our industry, making a lasting difference for brighter lives and a better world. You light the way.

This is an exciting job opportunity for you to light the way as a Key Account Manager in Istanbul with Signify.

• This role is responsible for building and fostering relationships with selected key accounts to maximize, profitability and customer satisfaction with these accounts
• As a Key Account Manager have an in-depth understanding of the customer strategy in the country and define an account strategy that drives profitable high growth opportunities for Signify as well as operationally managing the execution
• Responsible for developing and executing a Strategic Account Management vision/plan to enable profitable growth of Signify business with the account. Accountable for entire business with the named account, personally driving most important transactions (projects or sell-in)
• KAMs in the parts of business serving customer on project basis are expected to unlock more and higher value project opportunities by building and leveraging solid network of contacts within customer and ecosystem landscape – generating pull for our innovations. such a KAM see that in Systems & Services, CSI, Professional Projects (i.e. Professional Public, Professional O&I, Professional R&H).
• KAMs in the parts of business serving customer through distribution business model are expected to unlock additional value with the account by means of- improving listings/coverage within distribution chain, improving terms of our sell-in by securing better frame agreements with distributors, growing our share of wallet within the distributor. We would see this within Professional Over-the-Counter.
• Key account managers can be organized to manage assigned key accounts (Wholesalers, Installers, General Contractors, Specifiers, End Users etc.) across customer ecosystem, accountable for all projects with the account, including direct responsibility for medium and large projects
• Establishes and nurtures productive, professional relationships with key personnel in assigned few key accounts with the objective of establishing Signify as trusted business partner
• Defines and leads Account Team consisting of cross-functional Signify personnel (e.g. Sales Specialists, Channel / End User Marketing, Product Marketing, Order Desk, Quote Support, Proposal Management, LiAS, Project Management, Customer Satisfaction etc.) with the objective of meeting account performance objectives and customer’s expectations
• Ensures profitable business growth with the account, as per assigned targets
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period
• Proactively leads a joint-company, strategic account planning process, that develops mutual performance objectives and financial targets, identifies white spaces for relationship and business development, and sets critical milestones for a one and three-year period
• Effectively manages complex dynamics within the customer ecosystem – cross-functional customer team, 3rd party specifiers & deal influencers, Signify partners and alliances
• Lives by our competencies and behaviors KPI’s

While we value and appreciate all applicants, we believe that the following experience and skills will be needed to shine brightly in this job opening:

• 5+ years of proven track record in key account management and consultative selling principles in a fast-paced technology industry
• 5+ years of strong history of quota achievement with stellar experience presenting products & services to accounts
• Experience in selling complex offerings consisting of multiple building blocks – e.g., diverse hardware, software, servicing
• Key account planning skills and focus on strategic relationships development Commercial listening and questioning skills, ability to win the seat at the right customer table
• Skilled in one-to-many negotiations, able to create demand for solutions by leveraging empathy and trust-based relationships
• Interpersonal skills including leading cross-functional teams without formal authority
• Financial acumen and commercial savviness

You can grow a lasting career here. We’ll encourage you, support you, and challenge you. We’ll help you learn and progress in a way that’s right for you, with coaching and mentoring along the way. We’ll listen to you too, because we see and value every one of our 30,000+ people.

We believe that a diverse and inclusive workplace fosters creativity, innovation, and a full spectrum of bright ideas. With a global workforce representing 99 nationalities, we are dedicated to creating an inclusive environment where every voice is heard and valued, helping us all achieve more together.

Come join us, and together we can light the way.