Key Account Manager

2 weeks ago

Johannesburg, South Africa Signify Full time

Job Title

Key Account Manager - End User

**Job Description**:
We’re looking for a Key Account Manager - End-user focused to join our Sales Team in Johannesburg, Woodmead.

Working for Signify means being creative and adaptive. Our culture of continuous learning and commitment to diversity and inclusion creates an environment that allows you to build your skills and career. Together, we’re transforming our industry.

As the world leader in lighting, we’re constantly ahead of the curve. Through our leadership in connected lighting and the Internet of Things, we’re breaking new grounds in data analytics, AI, and smart homes, offices, cities and more

Signify is one of the few companies in the world to achieve carbon neutrality and our next sustainability goals are even bolder: doubling our positive impact on the environment and society by 2025.

As a Key Account Manager - End-user you’ll be responsible for end-user demand generation and nett new business, add new logos by expanding our customer footprint in core and adjacent verticals where there are quick-turn/short-cycle projects that need fit-for-purpose lighting solutions.

We’re on the lookout for forward-thinking innovators with a passion for sustainability. If you match this description, get in touch

What you’ll do
- This role is responsible for building relationships with selected target 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 an end-user Account Management plan to enable profitable growth of Signify business with the selected accounts. Accountable for growing the entire business in the target account, personally driving most important transactions (projects or sell-in)
- KAM is 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, VAP, Agriculture, Professional Projects (i.e. Professional Public, Professional O&I, Professional R&H).
- Grow 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
- 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

Your qualifications
- 5+ years of proven track record in key account management and consultative selling principles in a fast-paced technology industry
- Strong CRM (SFDC) cadence
- 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

What you’ll get in return

We’re offering multiple opportunities for career development, like mentoring, coaching and stretch assignments, with strong international exposure for dynamic profiles. Learning is fundamental to our culture. Through continuous learning, we are transforming the industry. You have the chance to learn every day, acquire new skills and perspectives through customized online programs, and on-the-job experiences.

See

Signif

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