Philips Lighting Key Account Manager Professional Trade in Warszawa, Poland
Philips Lighting (Euronext Amsterdam ticker: LIGHT) is a global leader in lighting products, systems and services. Our understanding of how lighting positively affects people coupled with our deep technological know-how enable us to deliver digital lighting innovations that unlock new business value, deliver rich user experiences and help to improve lives. Serving professional and consumer markets, we sell more energy efficient LED lighting than any other company. We lead the industry in connected lighting systems and services, leveraging the Internet of Things to take light beyond illumination and transform homes, buildings and urban spaces. In 2015, we had sales of EUR 7.4 billion and currently we have approximately 36,000 employees in over 70 countries.
Lighting District is a commercial organization within Lighting CEE Market structure. Sales organization set-up is based on a go-to-market approach, in which Trade Sales covers sales to Trade partners in Professional and Consumer market.
You will represent Philips Lighting towards the nominated accounts in electro-technical professional distribution in Poland. The KAM has to have an in-depth understanding of the customer strategy in the country and defines an account strategy that drives profitable growth opportunities for Philips in the area of stock and flow performance as well as sales of lighting projects. The goal is to maximizing the value (top- and bottom-line) of the short & long term business for Philips and distributors.
Negotiate with customers the yearly terms and conditions
Keep direct contact with the customer key stakeholders (lighting designed offices, direct investors and construction companies)
Be the partner to the customer in creating common strategy
Create high quality and detailed yearly Account plan in cooperation with sales management, marketing and aligned/agreed with the customer, set targets and plan activities and MarCom deliverables
Initialize customer tailored sales promotions including quality monitoring and improvement actions realization if needed
Realize trainings for the customers to explain strategy and product portfolio in cooperation with Marketing Manager
Develop, maintain and improve long-term partnership with customers with target to establish Philips as a preferred partner
Ensure queries are solved effectively balancing service and cost
Bachelor or master degree, with the preference in electrical/IT/economy field
Fluent Polish and English (both written and spoken) as a must
5+ years of sales experience in a fast-developing industry sector
5+ years of proven track record in sales target achievements
5+years in different sales & business assignment with ability to influence in matrix- reporting, multi-cultural environment
Proven experience in the area of project and ecosystem management
Success stories in the area of day to day business management and target delivery
Ability to work with multifunction company
High knowledge of account planning
Seamlessly connects and influences customer' s decision making
Ability to create a positive and engaging environment with colleagues.
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