Key Account Manager, Professional Trade - East Indonesia
About Signify Through bold discovery and cutting-edge innovation, we lead an industry that is vital for the future of our planet: lighting. Through our leadership in connected lighting and the Internet of Things, we're breaking new ground in data analytics, AI, and smart solutions for homes, offices, cities, and beyond. At Signify, you can shape tomorrow by building on our incredible 125+ year legacy while working toward even bolder sustainability goals. Our culture of continuous learning, creativity, and commitment to diversity and inclusion empowers you to grow your skills and career. Join us, and together, we’ll transform our industry, making a lasting difference for brighter lives and a better world. More about the role Job Summary This role is responsible for building and fostering relationships with selected Professional Trade key accounts to maximize profitability and customer satisfaction with these accounts. Develops strategic plans to achieve sales targets and expand business opportunities. Coordinates with internal teams to deliver solutions that meet client needs. Key Areas of Responsibility Manages key professional trade accounts (electrical wholesalers, distributors, major installer networks, etc) and delivers sales targets, revenue growth, and profitability objectives within the assigned accounts or territory. Aligned to regional strategy, defines account strategies that drive profitable high-growth opportunities and customers’ engagement, that are documented in ¨Key Account Plans¨ (KAP’s) Has an in-depth understanding of the customer strategy and executes joint business plans with trade partners to grow sell-out, expand product listings, and increase market share. Analyzes market trends and customer needs to identify new business opportunities and optimizes assortment, pricing, and promotions. Works closely with installers and contractors to create demand and stimulate pull-through from trade partners. Drives continuous improvement initiatives by gathering client feedback and implementing efficiency solutions. Resolves issues promptly. Promotes the full Professional portfolio tailored to trade channel needs including LED lamps and luminaires and connected systems. Leads negotiations on terms, incentives, and trading conditions (commercial policy) to maximize profitability and maintain competitive positioning. Unlocks additional value within accounts by improving listings, securing frame agreements, and growing share of wallet within the distribution chain. Ensures accurate sales forecasting, pipeline management, and CRM reporting to enable business planning and transparency. Monitors execution quality across trade marketing, logistics, and aftersales processes to ensure operational excellence. Drives partner enablement through training on new products, connected solutions, and sustainability offerings. Continuously enhances own knowledge of company solutions, connected systems, and market developments through active participation in learning programs and sales capability initiatives. Leads account campaigns and promotions by aligning cross-functional teams (Sales Specialists, Channel Marketing, Product Marketing, Order Desk) to drive performance and meet customer expectations. Where applicable, drives online sales revenue growth for OTC portfolio by leading digital sales and optimizing customer engagement across online channels through the assigned accounts. Delivers monthly performance insights by analyzing sell-in/sell-out data and partnering with line manager and marketing to drive data-led decisions. Critical Experiences Bachelor's degree in Business Administration, Sales, Marketing, or a related field is essential to understand market dynamics and strategic account management. Background in lighting, electrical, or industrial goods sectors preferred. Minimum of 5 years of proven experience in key account management or sales roles within professional trade sectors, demonstrating success in strategic planning, customer relationship management, and cross-functional coordination. Familiarity with wholesale distribution channels and B2B sales dynamics, including online sales, in the electrical trade. Experience in negotiating rebates and campaign contracts, pricing, and service agreements. Strong understanding of B2B and distribution ecosystem in Eastern Indonesia No specific licenses required; however, certifications in sales management or account management (e.g., Certified Professional Sales Leader) are advantageous but not mandatory. We are seeking a dedicated professional who is either based in or willing to work in Makassar, contributing their skills and expertise to our dynamic team. Everything we’ll do for you You can grow a lasting career here. We’ll encourage you, support you, and challenge you. We’ll help you learn and progress in a way that’s right for you, with coaching and mentoring along the way. We’ll listen to you too, because we see and value every one of our 27,000+ people. We believe that a diverse and inclusive workplace fosters creativity, innovation, and a full spectrum of bright ideas. With a global workforce present in 70+ countries, we are dedicated to creating an inclusive environment where every voice is heard and valued, helping us all achieve more together. Come join us, and together we can light up the future. Apply To This Job