Account Manager (Industry)

Milano, Italia

SpotLIGHT of the job

Are you a commercially driven sales professional with a passion for managing strategic customers? Do you enjoy building strong partnerships, driving business growth, and influencing purchasing decisions in the retail and industrial lighting sector? Are you ready to take ownership of key accounts and make a real impact on brand visibility and market share?

If so, join us as an Account Manager for Industry Lighting located in Milano, Italia, where you will develop and grow long-term relationships with major retail partners. You will drive category performance, lead commercial negotiations, and ensure our lighting solutions are positioned as the preferred choice across modern trade, traditional trade, and project channels. This is your opportunity to shape account strategies, execute high-impact initiatives, and make a direct contribution to the success of our retail business.

Responsibilities

• Achieve sales targets and deliver growth across your assigned key retail accounts.
• Develop and execute account plans that strengthen product penetration, category performance, and brand visibility.
• Identify new retail partners and business opportunities across modern trade, traditional trade, and project-related segments.
• Build long-term, trust-based relationships with B2B customers, buyers, and decision‑makers.
• Negotiate annual contracts, pricing, margins, and promotional agreements aligned with commercial objectives.
• Coordinate with marketing teams to execute in-store branding, visual merchandising, and retail activation campaigns.
• Ensure proper merchandising, stock availability, and product display according to brand guidelines.
• Support product launches, in-store demos, and training sessions for retail staff and partners.
• Collaborate with supply chain and logistics to ensure smooth order processing and timely delivery.
• Handle customer inquiries, issues, and post-sales requests with professionalism and urgency.
• Analyze sales data, competitor activity, and market trends, providing insights and recommendations.
• Prepare accurate forecasts, performance reports, and account reviews, and participate in alignment meetings with HQ.

Skills & Experience

• Proven experience in Account Management or trade sales, with around three to seven years of experience, preferably in lighting, electrical, emergency, control systems, or related sectors. 
• You have a strong understanding of retail distribution channels and category dynamics.
• You have strong communication, negotiation, and relationship-building skills.
• Ability to analyze sales data and convert insights into actionable plans.
• You are a self-motivated, target-driven, and results-oriented individual.
• Proficiency in MS Office, with CRM systems (SAP, Salesforce, etc.) experience considered an advantage.
• You have a strong working knowledge of AutoCAD and Dialux Evo.
• You have a Bachelor’s degree in Business, Marketing, or Engineering (MBA preferred).
• Ability to communicate clearly in English.
• You can travel extensively within your assigned area.

We encourage you to apply even if you do not meet all the requirements. Your motivation and potential matter more than perfection.

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

Lucia Costa

T +351 918 662 840

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 ex