Opportunities at Signify

As a Key Accounts Manager you’ll be responsible for:

• 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, VAP, Agriculture, 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, Consumer, OEM
• 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

What You’ll Do

• Sales Growth or growth wallet share /CSG %/order intake (projects business)
• IGM% / ISM% / EBIT
• FYS
• Estimated customer projects MS%/ distribution Share of Wallet (SoW%)
• Customer NPS at a channel/account leve
• Project / 12NC Forecast accuracy for assigned accounts
• Usage of prescribed tools – e.g. logging customer visits in SFDC, % of projects with assigned accounts with quotes created via CPQ

Your Qualifications

• 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 Signify Classified - Internal 2
• 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

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What you’ll do

Operational

• Execute Strategy in the context of local market trends and opportunities
• Designs optimal Go-To-Market structure to maximize sales and channel efficiency
• Delivers on operational targets and initiatives defined by BMC agreement
• Manages sales & marketing teams to deliver targets set
• Manages customers offer performance
• Monitor revenue pipelines & related risks
• Leads BMC planning and strategy jointly with BG/CPM
• Drive marketing initiatives that support the revenue acceleration

Financial

• Delivers targets (Sales, Profitability, Productivity)
• Manages revenues and IGM targets within the channel
• Manages A&P

Customer

• Drives highest levels of customer satisfaction
• Drives brand positioning in the channel

People

• Drives sales, marketing and quotation team engagement, culture of accountability
• Builds required sales, marketing and quotation capabilities to drive sustainable business performance in the area
• Drives capability development and tool adoption
• Hires, coaches and motivates key talents and provides direction

Your qualifications

• Strategic thinking
• Systems and services knowledge
• Software and Connectivity
• Intelligence related to eco-systems (3rd party/ Customer/ Signify)
• Customer centric focus and behavior
• Stakeholder management skills
• Strong negotiation & influence