Key Account Manager – Defence & Security

🔥 15 minutes ago

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Glamox

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🏭 Manufacturing

🔧 Hardware

🤝 B2B

Manufacturing • Hardware • B2B

Glamox is a Norwegian industrial group that develops, manufactures and distributes professional lighting solutions for the global market. The company focuses on sustainable lighting that improves performance and well‑being, serving non‑residential buildings as well as marine, offshore and wind energy applications through distinct divisions (Professional Building Solutions and Marine, Offshore & Wind). Glamox operates manufacturing, sourcing and logistics functions across multiple countries, employs around 2,000 people, and has about 80 years of market presence.

📋 Description

• Own key accounts. Own the commercial relationship with a portfolio of named UK defence and security accounts, acting as their single point of contact into Glamox. • Set the strategy. Develop and execute account plans that set long-term priorities, growth pathways, and positioning for each account. • Sell the whole offering. Position the full Glamox offering — general lighting, Luxo, lighting management systems, emergency lighting, and project services — alongside our MOW ruggedised and maritime capabilities where the application demands it. • Grow the network. Build and maintain trusted relationships across the defence and security ecosystem: end customers, prime contractors, systems integrators, consultants, specifiers, and framework bodies. • Win the work. Identify, prioritise, and progress opportunities including projects, framework agreements, and bundled solutions; lead quoting and executive-level negotiations. • Orchestrate the team. Align sales, solutions, product, and operations colleagues around account priorities to deliver seamless execution. • Be the sector expert. Advise UK colleagues on Defence & Security dynamics, customer needs, procurement routes, and solution approaches, feeding market insight back into the business.

🎯 Requirements

• In an established network and strong relationships within the UK Defence & Security sector — you are known and trusted by customers and partners in this market. • Genuine market knowledge: an understanding of how defence and security customers buy, the role of prime contractors and the supply chain, relevant procurement routes and frameworks, and the standards and assurance expectations of the sector. • A track record in key account management or consultative, solution-based B2B sales, with clear evidence of winning and growing complex accounts. • The ability to build relationships and influence from engineering and specifier level up to senior decision-makers. • Eligibility to obtain and hold UK security clearance. • Fluent English and confident communication and presentation skills. • Experience in lighting, electrical, or technical building-systems markets, or in naval / maritime programmes (desirable). • Familiarity with lighting management systems, emergency lighting, or DALI / wireless controls (desirable). • Existing UK security clearance (e.g. SC or DV) (desirable). • Working knowledge of CRM systems and Power BI, and a structured, data-driven approach to account planning (desirable).

🏖️ Benefits

• A competitive salary and benefits package, discussed during the process.