Key Account Manager

Key Account Manager – Professional Lighting Role Overview

We are seeking an experienced

Key Account Manager

to lead and grow our Professional Lighting business within the FMEG division. This role is responsible for driving regional sales performance, developing strategic key accounts, expanding channel networks, and strengthening the brand’s presence in the professional lighting segment, including projects and institutional sales.

Key Responsibilities 1. Strategic Account Leadership Develop and execute strategic account plans to achieve and exceed revenue targets. Act as the primary point of contact for key stakeholders including end users, contractors, architects, consultants, PMCs, and channel partners/system integrators. Understand customer business needs and align tailored lighting solutions accordingly. Conduct periodic business reviews and performance assessments with key accounts. 2. Sales & Business Growth Drive the complete sales cycle: lead generation, specification, proposal, negotiation, and deal closure. Identify upselling and cross-selling opportunities within existing accounts. Deliver impactful product presentations, demos, and commercial proposals. Manage pricing strategy to protect margins while ensuring competitiveness. 3. Project & Specification Management Identify and track key projects from design and tender stages to final execution. Work closely with architects, lighting consultants, electrical consultants, and PMC teams to ensure product specification and retention until final order. Influence BOQs, technical submittals, and approval drawings to prevent brand substitution. Coordinate mock-ups, lighting calculations, product samples, and site trials. Manage tender participation including pricing strategy and compliance documentation. 4. Customer & Market Engagement Build and nurture long-term relationships to drive loyalty and repeat business. Drive product endorsement among architects, consultants, and influencers. Gather and share competitor and market intelligence to influence pricing, positioning, and product development. Maintain accurate CRM records and provide timely sales forecasts. 5. Execution & Order Fulfilment Act as a single point of contact from order receipt to site handover. Coordinate internally with Product, Marketing, Production, Supply Chain, and Logistics teams. Support site installation, testing, and commissioning activities. Resolve project execution challenges proactively to ensure customer satisfaction. Skills & Competencies Strong understanding of professional lighting products and standards (UGR, IP, IK, lumen packages, drivers, SPD, etc.). Ability to read and interpret lighting layouts, BOQs, and technical specifications. Strong commercial acumen with focus on sales growth, margins, and collections. Comfortable managing long sales cycles and multiple stakeholders. Strong negotiation, influencing, and relationship management skills. Excellent presentation and communication abilities. Qualifications & Experience Bachelor’s degree in Business, Engineering, Marketing, or related field (MBA preferred). 8+ years of experience in B2B sales, key account management, or strategic sales. Experience in manufacturing or product-driven industries such as industrial products, building materials, hardware, or technical goods. Proven track record of managing strategic accounts and consistently achieving sales targets. Experience working with end users, contractors, architects/consultants, and channel partners/system integrators is highly desirable.