Key Account Manager (M/F) - Rabat

Company :

A pioneer in urban planning in Morocco for over 25 years, Lamalif Group contributes to the aesthetic of cities and territories. We are rethinking urban development codes, reinventing public lighting, and concretely improving the daily lives of residents.

Our success relies on a detailed analysis of needs and future evolutions of urban spaces.

Our ambition is to actively participate in the development of new business hubs while strengthening our leading position. This dynamic is made possible by our expertise, our high standards, and our passion for innovation.

Building on its multi-technical know-how and experience - as a major player in public lighting, urban furniture, and energy services - Lamalif Group develops, deploys, and maintains innovative solutions for territories. Our goal: to sustainably improve the safety, comfort, and well-being of citizens.

Lamalif Group continues its development by relying on a solid strategy and strong values to which we are deeply attached: commitment, kindness, and integrity - unchanging foundations.

Why join us?

• Participate in innovative and sustainable projects.
• Grow in a dynamic and collaborative environment.
• Develop your skills through continuous training and personalized career management.
• Benefit from real opportunities for professional advancement.

Together, let's build smarter, more efficient, and more environmentally friendly infrastructures.

Join those who light up tomorrow's cities and give meaning to your career.

Job :

Reporting to the Director of the Public Lighting Business Unit, the Key Account Manager is the sole manager of the commercial relationship and strategy for a portfolio of Key Accounts. Adopts an "Outside-In" approach to sell integrated solutions (smart lighting, IoT, energy performance) and make Lamalif the partner of choice.

Key missions:

• Portfolio Management: Develop strategic accounts, prospect, monitor tenders and budgets.
• Forecasting & Rigor: Feed the Sales Funnel with reliable forecasts (amounts, dates, phases).
• Personalized Plans: Develop Key Account Plans (SWOT, strategy, action plan) for each major account.
• Customer Relationship: Map the Decision Making Unit, deploy a relationship plan, and aim for Partner / Advisor status.
• Offers & Negotiation: Prepare responses to tenders, negotiate in compliance with procedures, and propose tailor-made Value Propositions (measurable ROI).
• Cross-functional Management: Mobilize internal teams (technical, studies, support) to manage the sales process end-to-end.
• Development: Create additional opportunities and activate prescription (engineering firms, architects, project management consultants).
• Follow-up & Reporting: Participate in reviews (weekly, monthly, quarterly, semi-annually) and capitalize on commercial knowledge (win/loss feedback, competitive intelligence).

Required profile :

. Skills & Requirements:

• Education: State Engineer or Master's degree (Bac+5) from a business school / management school with a strong technical background. A dual technical-commercial profile is a major asset.
• Professional Experience: Minimum 7 to 10 years in B2B / B2G solution sales, ideally in public lighting, electrical equipment, urban infrastructure, or Smart City. Confirmed experience in public markets, prescription ecosystems, and key account management.
• Knowledge & Know-how: Key account management and value selling. Public markets and decision-making ecosystems (Clients, Engineering firms, architects, project management consultants, EPC / TCE). Public lighting solutions, Smart Lighting, remote management, urban IoT, energy performance. Strategic analysis (SWOT, PESTEL, Porter's 5 Forces, DMU mapping). Proficiency in KAM tools (Key Account Plan, Sales Funnel), CRM, and Excel. Negotiation and closing techniques.

• Personal Attributes:

• Results-oriented
• Organization, rigor, and data reliability
• Autonomy and entrepreneurial spirit
• Customer obsession (Outside-In approach)
• Collaboration and Influence
• Integrity

. Performance Indicators

• Key Account Revenue vs. budget objectives (per account and consolidated)
• Conversion Rate - deals won / (won + lost)
• Weighted Pipeline and funnel quality (share of opportunities in Best Case / Commitment)
• Number of new accounts unlocked (orders booked)
• DMU relationship coverage and client visits completed vs. planned
• Customer satisfaction measured on critical Key Account issues
• Smart / Connected Revenue Ratio
• Key Account Plans developed, approved, and up-to-date; Share of Wallet progression per account

. Functional Scope

• Managerial Scope: Transversal management, without hierarchical link, of internal resources mobilized on their accounts and opportunities (Studies & Costing, technical departments, support functions).
• Financial Scope: Annual revenue budget for Key Accounts within their perimeter; associated pipeline of opportunities (total and weighted).
• Decision-Making Scope: Go / no-go decisions on opportunities within their perimeter (in coordination with management); portfolio prioritization; management of action plans for Key Account Plans.

Head office address :

Desired personality traits :

Search for new things / novelty Extraversion Will to persuade Intuition / spontaneity Ambition