Philips is the leading provider of lighting solutions and applications both for professional and consumer markets, transforming how lighting is used to enhance the human experience in the places where people live and work.
Our ambition is to enhance life with light and thereby improve the quality of people’s lives.
For our growing Professional Lighting Sector business in the Romania, we are currently looking for an outstanding Key Account Manager – VAP Segment
The function exists to drive, develop and optimize the sales to target customers defined as per segment strategy.
The Key Account Manager (KAM) represents Philips towards the strategic and key customers.
The KAM has an in-depth understanding of the customer business & strategy. He spends most of time understanding customer needs, defining a proposition that addresses these needs and driving profitable growth for Philips Lighting.
KAM is responsible for creating customer sales strategy, as well as coordination and execution of the activities within a sales cycle. The goal is to maximize the value (managing top- and bottom-line) of the short & long term business.
Responsible for the development and achievement of business targets through the direct sales channel
Focusing on growing and developing existing clients, together with generating new business
Create & execute business plan for the customer segment
Play leading role in business pitches and hold responsibility for the effective on-boarding of new clients
Act as the key interface between the customer and all relevant internal functions
Preparation of contractual agreements and ensure that these are fully adhered to
Document partnership and business aspects with each customer, ensuring all activity is recorded accurately
Provide reports and analysis as required
The opportunity to join a brand with 124 years of success so far since 1891. In Philips you will be able to build a career by helping us improve the lives of 3 billion people by 2025.
We are looking for:
Business Development and Sales Execution of complex sales opportunities
Strong track of record of collaboration with extensive stakeholder’s ecosystems as well as internal resources
Proven ability to create strong relationships with customers
Fact Based Selling & Solution Based Selling
Thorough Business Planning & Project Coordination skills
Forecasting Accuracy & Financial Acumen
Proven experience in technical solutions sales
Proven experience in managing technical projects
University degree (preferably engineering)
Practical understanding of customer buying process and motivation
Experience in managing many internal and external stakeholders
Proven knowledge of project management and relevant business processes
Excellent communication and cooperation skills
Proactive attitude and flexibility in adapting to change
Strong results orientation
Analytical and proven strategic mindset
Fluency in Romanian and English
Clean driver’s license and availability to travel
Knowledge of Dialux /similar lighting design applications is a plus