Key Account Manager (Contractors) Key Account Manager (Contractors) Central Belt, Scotland SpotLIGHT of the job Zumtobel Lighting are recruiting for a Key Account Manager with strong links to main contractors, tier 1 contractors, and M&E contractors across the Scottish region. The key goal is to target competitor and otherwise unknown business and convert specifications to Zumtobel Group orders. We aim to be the first choice for agreed strategically important key contractors. Responsibilities Develop and implement a sales plan to increase our share of business with MEP Contractors, and Main Contractors Utilise relationships with Cost Consultants and Local Authorities to actively attack competitor business Use international agreements from the Global KAM team to identify cross international border opportunities Develop, implement and manage professional account plans, typically 15 live utilising a Market Platform approach to enable focus. Build and maintain a balanced mix of accounts such as Main Contractors. MEP Contractors, Regional/ Local MEP contractors and Quantity Surveyors/Cost Consultants and local Authorities Provide consistently high levels of customer service to all key and targeted customers. Manage and own the process of providing lighting designs and quotes to targeted clients Skills & Experience You should be able to communicate with Main Contractors, MEP Contractors and all relevant roles and their influencing professional bodies such as M&E Consultant, QS and Wholesaler You have the ability to build long lasting and effective relationships at all levels - Director down and tools up You understand of the construction sector and the contractual chain/contract types and key elements of this in regard to securing lighting and controls business Good Presentation and Negotiation skills with strong interpersonal and communication skills Good level of IT capability with experience using Salesforce CRM would be an advantage What matters to us We understand not only the power of the visible, but also the invisible. Like light, diversity is intangible, but it is perceptible. We value the uniqueness of every person and see this as a driver of innovation. Qualified applicants will be considered regardless of, for example, origin, skin color, gender, religion, age, sexual orientation, gender identity/expression or disability. As the contact person for this position, a great candidate experience is important to me! I will reach out to you within 7 days. Please inform me of any assistance you may need, so I can best support you throughout the hiring process. Talent Acquisition Partner Andrew Walker T +44 (0) 7929 376 338 Who we are At the Zumtobel Group, we are passionate about designing and producing light that empowers humans and brings architecture to life. We continuously push the boundaries in our search for perfection through timeless design, technical excellence and efficient performance. Through light, we create spaces that inspire. As we develop the next generation of lighting, we consider the wellbeing of people and nature. Our lighting is designed for our customers and their individual aspirations. We guide them into a new world of opportunities – as a group, and through all our individual brands, Thorn, Tridonic and Zumtobel. Learn more about our Group in our enlightening video - where WE LIVE LIGHT and thrive together! The result is a series of personal and authentic insights into our corporate culture - illustrated from different perspectives. Follow us: WE ARE PASSIONATE ABOUT LIGHT. We share a passion for light, creating aesthetic, functional, and sustainable lighting solutions that enhance quality of life. WE ARE EXCITED ABOUT CREATING INNOVATIVE LIGHTING SOLUTIONS FOR A SUSTAINABLE FUTURE. Sustainability and innovation drive everything we do — shaping a responsible, climate-neutral future. WE ARE INTERNATIONAL AND PERSONAL AT THE SAME TIME. While we have grown from a family business into a global organization, our collaborative spirit and familial culture remain integral to our identity. APPLY HERE