Develop and grow relationships for identified Corporate Accounts. May develop new business relationships and expand existing relationships with end user Corporate Accounts in an identified vertical market segment. Develop and present tailored programs that include superior lighting products, lighting layout services, pricing and quotations, and energy management assistance. Maintain front line communications with the customer base, and function as a true consultative partner with the client. Job is both customer and market centric and requires deep knowledge of both.
A consultative key relationship with executive, president, vice president, director, manager, and representatives of construction, marketing, maintenance, sourcing, real estate, and engineering departments of national accounts (government or private sector). Development of an effective relationship across customer waterfront to best penetrate each assigned national account including architects, designers, distributors, and agents involved with that national account customer to deliver.
Identification of best in class new account to focus efforts. The development of a strategy to effectively bridge relationship at key levels, decide the best path to open discussions at unfamiliar account. The creation of a successful business model for new accounts that includes a channel partner that best fits customer and company.
Deliver top-line growth priorities based on needs of customer. Identify product and program gaps to maintain and grow business penetration. Leveraging of strategic products to provide energy savings, improved light levels, lowered installation costs, and lowered maintenance costs thru understanding needs of customer. Create and communicates a clear customer-focused and growth oriented strategy for each account.
Leads team in implementing strategies at key accounts. Management of resources to ensure maximum sales and lowest cost, internal and external personnel identified to assist in best lighting solution for customer.
Drive innovation thru understanding customer needs and communication of needs of customer to various departments. Unique lighting solutions are developed to fit business position, providing top-line growth and customer confidence enhanced with company.
Large accounts influence the supply chain and other departments to drive lower acquisition costs for company.
Hosting of key customer visits. The development of an agenda and identify speaker to engage with customer.
Seek best practices and ideas from wide variety of sources (including vendors, product development, sourcing, quotations, and peers). Customer expects timely response to projects and questions, a complete and accurate development of solution.
Knows business drivers and measurement. Understands and is sensitive to each account’s business and financial results, measurements, strategies and objectives. Excellent problem solving skills; analyzes before taking action, and has logical thought process. Leadership, strategic selling, negotiating, presentation and financial project management skills. Significant analysis and communication skills required. Handles multiple projects and points of information without forfeiting detail. Leads projects to a successful completion; reliable and dependable.
Bachelor’s Degree in Construction, Electrical Engineering, Finance, Marketing, Mechanical Engineering or Management
Acuity Brands Lighting - 2 years ago
And a booming voice cried out, "Let there be light," and Acuity Brands replied, "Okay, sure." Acuity Brands, through...