Key Account Manager - Commercial Lighting

Job Description

Company Overview

Position Summary

Key Account Management

• Develop and manage relationships with strategic accounts including developers, consultants, contractors, government organizations, corporate clients and large end-users.
• Prepare account development plans to maximize business opportunities within assigned accounts.
• Conduct regular customer meetings to understand upcoming projects and business requirements.
• Maintain a high level of customer satisfaction through proactive account management.

Project & Specification Sales

• Drive specification of the company's lighting solutions with architects, lighting designers, MEP consultants and engineering consultants.
• Track projects from design stage through tendering, contractor appointment and project completion.
• Work closely with contractors and procurement teams to maximize project conversion.
• Support customers with technical presentations, product selection and value engineering proposals.

Sales & Business Development

• Achieve assigned sales targets, gross margin objectives and business growth goals.
• Identify new opportunities within existing accounts while acquiring new strategic customers.
• Build a strong sales pipeline through continuous market engagement.
• Prepare accurate sales forecasts and pipeline reports.

Channel & Partner Management

• Work closely with distributors, electrical wholesalers and channel partners to maximize market coverage.
• Support partners with customer visits, project discussions and technical presentations.
• Identify opportunities to strengthen channel performance and increase market share.

Customer Engagement

• Conduct product presentations, technical seminars and CPD sessions for consultants, architects and contractors.
• Promote new product launches and innovative lighting technologies.
• Represent the company at exhibitions, networking events and industry forums.

Market Intelligence

• Monitor competitor activities, pricing trends, project movements and market developments.
• Identify opportunities in smart lighting, controls, sustainability and energy-efficient lighting solutions.
• Provide regular customer and market feedback to management.

Internal Collaboration

• Coordinate with estimation, technical support, supply chain and customer service teams to ensure successful project execution.
• Work closely with marketing on campaigns, customer events and promotional activities.
• Ensure CRM records, customer information and sales reports remain accurate and up to date.

Qualifications

• Bachelor's Degree in Engineering, Electrical Engineering, Business Administration or a related discipline.
• MBA is an advantage.

Experience

• 5–8 years of experience in Professional, Commercial or Architectural Lighting sales within the UAE.
• Proven experience managing key accounts and handling project sales.
• Strong relationships with consultants, architects, developers, contractors and distributors in the UAE.
• Demonstrated success in specification selling and large project management.
• Experience with international or premium lighting brands is preferred.

• Strategic Relationship Building

• Project Sales
• Specification Selling
• Commercial Negotiation
• Business Development

• Presentation & Communication Skills

• Market Intelligence

• Forecasting & Pipeline Management

• Cross-functional Collaboration

Personal Attributes

• Customer-focused with strong relationship management skills.
• Commercially driven with excellent negotiation abilities.
• Results-oriented and self-motivated.
• Strong networking and influencing capabilities.
• Excellent planning and organizational skills.
• High level of professionalism and integrity.
• Ability to manage multiple strategic accounts simultaneously.

Why Join Us