Key Account Manager End-User Sales

  Prague

  Full time

  280231

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Job Title
Key Account Manager End-User Sales

Job Description
We are…

Signify, the new company name of Philips Lighting, is the global leader in lighting building on 125+ years of innovations. Our purpose is to unlock the extraordinary potential of light for brighter lives and a better world. We are proud to be ahead of the game in the Internet of Things and on track to be carbon neutral by 2020. We learn through disruptive challenges and our performance is powered through our diverse teams. Our Philips products, Interact connected lighting systems, and data-enabled services transform people’s lives in homes, buildings, and public spaces.

We define the meaning of light…join us to #findyourmeaning @ Signify!

As a Key Account Manager in our Retail & Hospitality End User segment you have the exciting opportunity to work together with retail chains to help them creating the stores for the future through value-add lighting solution, data intelligence, and generating a unique shopping experience for the consumers. You will be in a key position of transforming the light equipment of our retail customers from conventional lighting to connected and smart LED lighting systems and managed services, which bring added value far beyond lighting.

You are going to work, in a team with the Segment Marketing, Sales Back Office, Supply Chain, our Lighting Application team and the international Systems Center for Proposal and Project Management. Here you will work with the best and brightest in your area, providing an opportunity for each person to maximize their potential, directly contribute to our organization’s success and be appreciated for their differences. In fact, our culture is built on a foundation for valuing our employees as the key asset.

Together we can…

• Develop, maintain and improve relations with key end users in the segment of retail and hospitality to keep or to set Signify as preferred supplier by developing lighting solutions and other services creating value for the customers
• Operate in a complex eco-system of end user customers (from CxO level to technical specialists and store/building owners), architects, lighting designer and installers/contractors for selling our portfolio of value-propositions, segment-specific products and related services
• Initiate and coordinate all efforts to the accounts in order to maximize the output of the sales team in close collaboration with the marketing team
• Differentiate Signify systems & services offerings strategically and tactically by understanding the business drivers, knowledge of the competition, and by applying the appropriate mix of technology, helping our customers to improve their own business
• Create tailored solutions that deliver an improved lighting system that promotes productivity, safety, sustainability and enhanced outcomes
• Take the lead in the acquisition of new strategic accounts; create account plans for key accounts
• Win the preference of Decision Making Unit in the eco system at the target customers
• Have the direct accountability for Sales, Margin, Customer Profitability and Customer Satisfaction
• Professional collaboration with the customer service desk, system architect, our Lighting Application Specialists and system center to work effectively to market and secure the Philips Lighting performance

You are…

Open minded, curious and innovative and aligned with our company values and aims and you bring the following experiences and competencies:

• University degree with commercial (Marketing) or technical orientation (Engineering, Electronics, Computer Sciences) combined with a track record in selling complex systems, solutions and services in an end user customer environment
• Fluent in English (both orally and in writing)
• At least 3 years of proven experience of sales management or account management, business development in B2B segment in international environment, including risk and project experience; proven track record in key account management and value selling principles
• 3+ years of value-based selling in a market/customer facing role in direct business development
• 2+ years of proven experience in direct B2B project sales to end-users (not distributors)
• Experience in presenting and selling values propositions to accounts in your target segment by understanding complex sales cycles at strategic/influencing level and in complex eco-systems
• Ability to pursue commercial opportunities with vigor and discipline to close the deals despite challenges
• Understanding Technology/Software & Connectivity domains (illumination & beyond) including the benefits of maximum energy efficient, data sharing, predictive resource delivery, platforms for services and integrated resource management
• Understanding of financial implications of a solution for the customer and ability to demonstrate the financial outcomes for the investing party (financial & business acumen)
• You are a team player: you bring the right team together leveraging respective areas of expertise. You collaborate efficiently in the matrix organization with a "greater-good" spirit, sharing knowledge and commercial leads where relevant
• Excellent stakeholder management skills for both internal and external parties
• You bring the hunter mentality to further develop our business and strengthen our market position in the connected lighting segment
• You deliver on commitments and communicate with impact.

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About Us

Signify, the new company name of Philips Lighting, is the global leader in lighting building on 125+ years of innovations. Our purpose is to unlock the extraordinary potential of light for brighter lives and a better world.
We are proud to be ahead of the game in the Internet of Things and on track to be carbon neutral by 2020.
We learn through disruptive challenges and our performance is powered through our diverse teams.
Our Philips products, Interact connected lighting systems and data-enabled services transform people’s lives in homes, buildings and public spaces .
We define the meaning of light…. Join us to #findyourmeaning @ Signify!

Privacy Notice for the Recruitment Process

Concerning US based roles:Signify is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, genetic information, creed, citizenship, disability, protected veteran or marital status. As an equal opportunity employer, Signify is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact 888-367-7223, option 5, for assistance.

Pay Transparency Nondiscrimination Policy: Signify North America Corporation (“Signify”) will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by Signify, or (c) consistent with Signify's legal duty to furnish information.