Key Account Manager, Municipal, Public End User Systems & Services, Lighting

Philips Lighting Phoenix , AZ 85002

Posted 8 months ago

Job TitleKey Account Manager, Municipal, Public End User Systems & Services, Lighting

Job Description

Key Account Manager Municipal, Public End User Systems & Services, Lighting

This is a role remote based and can be seated anywhere in the US within proximity to a major airport.

Preference will be given to candidates living in the Central /South Central US with Denver CO or Dallas TX being highly desirable locations.

We are...

Signify, the new company name of Philips Lighting, is the undisputed leader in the lighting industry. Our purpose is to unlock the extraordinary potential of light for brighter lives and a better world. You will join the leader in the lighting industry and learn through disruptive challenges. You will be part of a global team, where performance is powered through diversity. Help us shape the future of light in the Internet of Things and work with us on our commitment to achieve a more sustainable future.

Join us and #findyourmeaning at Signify.

This role reports to the Segment Leader of Public Sector End User Systems and Services Sales within Signify North America. You will be part of the "A team" which focuses on Cities, Municipalities, Utilities &, Higher Education End User customers in the United States.

Together we can...

  • Build Signify's connected Lighting Systems and Services portfolio across Public clients to include: Cities, Municipalities, Utilities &, Higher Education End User customers in the United States.

  • Own the relationship with named/targeted Public Sector accounts within a designated vertical market. Builds short- and long-term end-user sales strategies while meeting short term sales and revenue objectives.

  • Responsible for driving the strategic account plans and actions per account as part of the operational performance of Systems and Services organization at Signify.

  • Maximize sales performance & profitability. Ensures continued cost-efficiency and profitability by determining the appropriate balance between price, sales volume and other factors.

  • Maximize portfolio mix and activation. Maintains significant product/system/services knowledge across the complete portfolio to demonstrate competency to the end-user.

  • Elevate identified & qualified end-users for potential Systems & Services opportunities while partnering with Systems Team. Provide accurate forecasting for large deal opportunities and maintain Pipeline in SFDC for weekly review.

You are...

  • A bold, resourceful self-starter with knack for adding value in unexpected places. You live and breathe our company values and come equipped with the following competencies:

  • A minimum of 5-7 years' experience selling to SLED or MUSH End-User customers

  • A minimum of a Bachelor's degree. MBA degree is preferred

  • Experience working with utilities, energy engagement, energy efficiency related programs, or similar is desirable.

  • Experience selling IoT or a connected product portfolio is required.

  • Value based, consultative seller that can manage large deals from demand creation to contract execution and fulfillment/install

  • Track record of managing and building relationships at the executive level of SLED/MUSH pursuits

  • Understanding/experience with the procurement/funding process state and local government

  • Demonstrated account management experience within complex enterprise accounts

  • Knowledge of Construction process cycles is highly desired

  • Experience with end-users in a two-step sales model (distribution).

  • Excellent negotiations skills, understanding of legal contracts.

  • Success operating within a highly matrix environment

  • Ability to thrive in a transformational/change management environment.

  • Ability to travel nationally 50% of the time


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Key Account Manager, Municipal, Public End User Systems & Services, Lighting

Philips Lighting