National Account Manager – Retail & Hospitality Lighting Specification

Job TitleNational Account Manager – Retail & Hospitality Lighting Specification

Job Description

  • **This is a remote position that may be located anywhere in the Southeast but preferably in Atlanta, GA; Raleigh, NC; Orlando FL; or Miami FL

National Account Manager – Retail & Hospitality Lighting Specification

Your challenge:

We challenge you to drives end-user sales for the Philips product portfolio in the MRO, retrofit/renovation, and new construction business for the retail & hospitality segment in the Southeast US.

Your Team

This position reports to the Key Account Sales Leader – Retail group of Philips Lighting North America. PLNA is the global market leader in lighting. Numerous NAMs support the multitude of segments.

Your role

  • Develop new National Account and Hospitality opportunities through cold calling end users, architects, and distributor partners. Ability to present and explain complex solutions. Identify Philips solutions and have the ability to translate value to sale through distributor partners.
  • Develop and execute strategy to retain and grow existing customers through developing key decision maker relationships, understanding needs, and delivering to expectations.
  • Develop strong and fruitful relationships with existing end users, architects and channel partners. Identify key decision makers and plan to gain Philips preference.
  • Owns relationship with named key accounts. Builds long term end-user sales strategy while meeting short term sales and revenue objectives.
  • Maximize sales performance & profitability. Ensures continued cost-efficiency and profitability by determining the appropriate balance between price, sales volume and other factors.
  • Maximize portfolio mix and activation. Maintains significant product knowledge across the complete portfolio to demonstrate competency to the end-user.
  • Engage in the ways of working process with KAMs – Distribution and Sales Support to service the end-user and deliver sales results.
  • Elevate identified & qualified end-users for potential Systems & Services opportunities & coordinating hand-off with Enterprise Systems & Services Sales.
  • Provide accurate forecasting for large End users.

We are looking for :

  • 3+ years of Commercial specification experience selling to Retail and Hospitality vertical
  • 3+ year’s experience selling to end-user. Construction/electrical business experience highly desired .
  • Experience with end-users in a two-step sales model (distribution).
  • Minimum education-BA or equivalent experience.
  • Excellent written, verbal, and presentation skills.
  • Industry/market/distribution know-how; end-user services and solutions utilizing a broad product portfolio

Excellent negotiations skills

  • Excellent time management and organizational skills. Responsive to customer requests
  • Ability to travel 50-75%

Philips is an equal employment employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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