Job description

Job :

Reporting to the Director of the Public Lighting Business Unit, the Key Account Manager is the sole manager of the commercial relationship and strategy for a portfolio of Key Accounts. Adopts an "Outside-In" approach to sell integrated solutions (smart lighting, IoT, energy performance) and make Lamalif the partner of choice.

Key missions:

• Portfolio Management: Develop strategic accounts, prospect, monitor tenders and budgets.
• Forecasting & Rigor: Feed the Sales Funnel with reliable forecasts (amounts, dates, phases).
• Personalized Plans: Develop Key Account Plans (SWOT, strategy, action plan) for each major account.
• Customer Relationship: Map the Decision Making Unit, deploy a relationship plan, and aim for Partner / Advisor status.
• Offers & Negotiation: Prepare responses to tenders, negotiate in compliance with procedures, and propose tailor-made Value Propositions (measurable ROI).
• Cross-functional Management: Mobilize internal teams (technical, studies, support) to manage the sales process end-to-end.
• Development: Create additional opportunities and activate prescription (engineering firms, architects, project management consultants).
• Follow-up & Reporting: Participate in reviews (weekly, monthly, quarterly, semi-annually) and capitalize on commercial knowledge (win/loss feedback, competitive intelligence).

. Skills & Requirements:

• Education: State Engineer or Master's degree (Bac+5) from a business school / management school with a strong technical background. A dual technical-commercial profile is a major asset.
• Professional Experience: Minimum 7 to 10 years in B2B / B2G solution sales, ideally in public lighting, electrical equipment, urban infrastructure, or Smart City. Confirmed experience in public markets, prescription ecosystems, and key account management.
• Knowledge & Know-how: Key account management and value selling. Public markets and decision-making ecosystems (Clients, Engineering firms, architects, project management consultants, EPC / TCE). Public lighting solutions, Smart Lighting, remote management, urban IoT, energy performance. Strategic analysis (SWOT, PESTEL, Porter's 5 Forces, DMU mapping). Proficiency in KAM tools (Key Account Plan, Sales Funnel), CRM, and Excel. Negotiation and closing techniques.

• Personal Attributes:

• Results-oriented
• Organization, rigor, and data reliability
• Autonomy and entrepreneurial spirit
• Customer obsession (Outside-In approach)
• Collaboration and Influence
• Integrity

. Performance Indicators

• Key Account Revenue vs. budget objectives (per account and consolidated)
• Conversion Rate - deals won / (won + lost)
• Weighted Pipeline and funnel quality (share of opportunities in Best Case / Commitment)
• Number of new accounts unlocked (orders booked)
• DMU relationship coverage and client visits completed vs. planned
• Customer satisfaction measured on critical Key Account issues
• Smart / Connected Revenue Ratio
• Key Account Plans developed, approved, and up-to-date; Share of Wallet progression per account

. Functional Scope

• Managerial Scope: Transversal management, without hierarchical link, of internal resources mobilized on their accounts and opportunities (Studies & Costing, technical departments, support functions).
• Financial Scope: Annual revenue budget for Key Accounts within their perimeter; associated pipeline of opportunities (total and weighted).
• Decision-Making Scope: Go / no-go decisions on opportunities within their perimeter (in coordination with management); portfolio prioritization; management of action plans for Key Account Plans.