Key Account Manager

About Signify

Signify is a leader in the lighting industry, focusing on connected lighting and the Internet of Things. The company develops solutions in data analytics, AI, and smart technologies for various environments. With over 125 years of legacy, Signify is committed to sustainability and fostering a culture of continuous learning, creativity, diversity, and inclusion.

Role Overview

Signify is seeking a Key Account Manager to join its team in Riyadh. This full-time role involves managing strategic relationships with key accounts to maximize opportunities within the lighting projects business. The objective is to drive profitable growth and ensure customer satisfaction by leading the design and implementation of lighting solutions that meet customer requirements, while promoting Signify’s connected and sustainable innovations. The Key Account Manager will coordinate cross-functional teams to ensure timely and high-quality project delivery.

Key Responsibilities

• Manage assigned key accounts, including installers, general contractors, specifiers, project partners, and end-users, overseeing all projects within these accounts.
• Be directly responsible for medium and large lighting projects and deliver sales targets, revenue growth, and profitability objectives within the assigned territory.
• Build and maintain strong, multi-level relationships with key accounts and stakeholders to influence product selection and secure specifications for Signify’s innovations.
• Manage complex interactions across the customer ecosystem, ensuring alignment and collaboration throughout project development and delivery.
• Develop and execute account strategies based on an in-depth understanding of the market to drive profitable growth opportunities.
• Coordinate with various Signify teams (*, Sales Specialists, Product Marketing, Order Desk) to meet account performance objectives and customer expectations.
• Collaborate with offer management and marketing teams to tailor offerings and implement continuous improvement initiatives based on client feedback.
• Identify and pursue project opportunities from early design stages through to execution and delivery.
• Monitor performance, manage forecast accuracy, prepare detailed reports, and track project progress in CRM.
• Proactively resolve project challenges to ensure on-time, in-scope, and on-budget delivery.
• Lead commercial discussions and negotiate contracts to maximize profitability and strengthen customer partnerships.
• Promote connected, digital, and sustainable lighting systems that address customer needs for efficiency, performance, and compliance.
• Manage technical and commercial projects, including detailed calculations for pricing, product configurations, and margin analysis.
• Oversee the preparation and coordination of all project documentation, such as specifications, technical files, and customer proposals.
• Lead the end-to-end tender process for strategic projects, from opportunity identification to competitive submission preparation.
• Continuously enhance knowledge of Signify’s solutions, connected systems, and market developments, actively participating in learning programs and sales capability initiatives.

Required Experience

• Candidates should possess 5-10 years of relevant experience in key account management or a similar role within the lighting or related projects business.

Work Environment and Culture

Signify operates in over 70 countries with a global workforce of 27,000+ individuals. The company fosters a diverse and inclusive workplace that values creativity, innovation, and a wide range of ideas. Employees are encouraged to grow their skills and careers through continuous learning, coaching, and mentoring.