Key Account Manager - O&I Segment - Hanoi

• Develops, maintains, and strengthens partnerships with key end users in the O&I segment. Understands customer strategies, operations, and sustainability goals to identify opportunities for collaboration.
• Achieves sales, revenue, and profitability targets by promoting Signify’s complete professional lighting offering— from LED and energy-efficient systems to connected building and IoT lighting platforms (e.g., Interact Industry, Interact Office) — driving measurable energy and productivity benefits.
• Creates strategic account plans that define growth opportunities, relationship goals, and solution roadmaps. Ensures alignment with overall segment strategy and business objectives.
• Collaborates with specifiers, system integrators, distributors, and installation partners to deliver complete lighting solutions to the end customer. Builds trust across the ecosystem to ensure seamless execution. Works closely with system integrators and sustainability consultants.
• Demonstrates the ability to mobilize and align cross-functional internal teams—including Marketing, Lighting application, Supply Chain, Systems & Services—when the evolution of the account or opportunity calls for broader collaboration.
• Leads commercial discussions, proposal submissions, and contract negotiations in collaboration with internal stakeholders, ensuring compliance with pricing and governance policies.
• Maintains accurate opportunity pipelines and forecasts in CRM systems. Tracks project progress, revenue realization, and post-sales satisfaction.
• Analyzes trends in technology, design, and customer needs to identify emerging opportunities and risks. Provides market feedback to influence future product and segment strategies.
• Continuously enhances knowledge of Signify’s solutions, connected systems, and market developments. Participates actively in learning programs and sales capability initiatives.
• Develops and maintains strong partnerships with corporate clients, facility managers, real estate owners, and industrial operators. Understands their operational, sustainability, and employee well-being goals.
• Champions connected, data-driven, and circular lighting solutions that support customers’ ESG commitments and smart-building initiatives.
• Map the stakeholders' influence, decision-making power, KPIs and prescribing roles per account (is critical in navigating the B2B sales cycle to secure successful outcomes in the long term)
• Develops and maintains excellent relationships with key stakeholders (including C-Level) within named key accounts

• Bachelor's degree in Engineering, Architecture, Business Administration, Sales, Marketing, or a related field is essential to understand commercial and strategic account management principles.
• Minimum of 5 years experience in key account management or sales within the professional lighting, building technology, or IoT solutions sectors, demonstrating success in managing complex B2B customer relationships and achieving sales targets.
• Professional sales certification or relevant industry certifications in lighting or smart building technologies

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