About the Role

Volume in industrial lighting rarely comes from one-off purchases. It comes from fleets that standardise on a product, OEMs that fit a light to their machine, and contractors that reorder every season. This role exists to own those relationships.

As Key Account Manager you will manage a portfolio of strategic accounts across Europe, build multi-year supply agreements, and protect them through service quality rather than discounting. You will work closely with product management on customisation requests and with after-sales on field issues, and you will be the internal voice that explains what these customers actually need.

 

Key Responsibilities

• Own a portfolio of OEM, rental and contractor accounts, with clear revenue and retention targets.

• Negotiate supply agreements covering price tiers, MOQ, lead time, warranty terms and service response.

• Convert project-based demand into standardised, repeatable product specifications.

• Coordinate customisation requests (mounting, branding-neutral housing, cable length, packaging) with engineering and production.

• Run quarterly business reviews with each account, covering volume, quality incidents and product roadmap.

• Monitor account profitability, including freight and after-sales cost, and correct unprofitable arrangements.

• Escalate and resolve field failures quickly, coordinating replacement and root-cause analysis.

• Keep CRM records accurate so forecasts reflect the real order book.

 

Requirements

• Three or more years managing key accounts or OEM customers in industrial, automotive or equipment sectors.

• Experience negotiating supply agreements, not only transactional quotations.

• Numerate — comfortable building a simple margin model and defending it in a meeting.

• Strong written English; another European language is an advantage.

• Able to travel for customer visits and trade fairs, roughly 20–30% of the time.

• Calm under pressure when a customer reports a failure on site.

 

What We Offer

• Competitive base with account-based bonus.

• Direct line to the founders on pricing and product decisions.

• Support from after-sales and engineering for technical escalations.

• Clear progression toward regional or global account leadership.