Key Account Manager - Rabat

Company :

A pioneer in the urban planning sector in Morocco for over 25 years, Lamalif Group contributes to the aesthetics of cities and territories. We rethink urban planning codes, reinvent public lighting, and concretely improve the daily lives of residents.

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

Our ambition is to actively participate in the development of new activity hubs while strengthening our leadership position. This dynamic is made possible thanks to our expertise, our high standards, and our taste 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 durably improve citizens' safety, comfort, and well-being.

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.
• Evolve in a dynamic and collaborative environment.
• Develop your skills through continuous training and personalized career management.
• Benefit from real opportunities for professional growth.

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

Join those who illuminate the cities of tomorrow and give meaning to your career.

Job :

Reporting to the Director of the Public Lighting Business Unit, the Key Account Manager is solely responsible for the commercial relationship, strategy, and management of opportunities within the portfolio of strategic accounts assigned. As the preferred contact for their Key Accounts, they adopt an entrepreneurial and "Outside-In" approach: understand the strategic DNA of each account before proposing, selling value rather than product, and making Lamalif Group the reference partner for each of their accounts. They are specifically responsible for:
• Managing and developing a portfolio of strategic accounts, in line with defined classifications, ambitions, and strategies
• Ensuring market prospecting and transparency within their perimeter: monitoring tenders, projects, and budgets, planning potential and volume per account
• Diligently updating the Sales Funnel daily and ensuring forecast reliability: realistic amounts, consistent Phase/Category, engaging order entry dates
• Developing, getting validated, and maintaining a Key Account Plan for each of their strategic accounts: account analysis, strategy, and competition, SWOT, Lamalif strategy, action plan, and opportunities
• Mapping the Decision Making Unit of each account, assessing affinities, and deploying the associated relationship plan
• Aligning offer strategies with management (go/no-go decisions), preparing tender responses, and negotiating commercial proposals in compliance with internal procedures
• Understanding the critical issues of each account and building a Customer Specific Value Proposition based on value and measurable return on investment, shifting the conversation from product to integrated solution (Smart Lighting, remote management, urban IoT, energy performance, maintenance)
• Managing the end-to-end sales process by mobilizing internal resources (Studies & Estimating, technical functions, and support functions)
• Ensuring the highest levels of satisfaction for their Key Accounts and advancing the relationship positioning and Share of Wallet towards the defined ambition
• Identifying and creating additional opportunities within their accounts, including during the execution of won deals
• Developing specification activities: engaging engineering firms, architects, and project management consultants to create a pull effect upstream of tenders
• Preparing and participating in management rhythms: weekly funnel review, monthly review with Business Unit management, quarterly portfolio review, and semi-annual review of each Key Account Plan
• Capitalizing on the BU's commercial memory: closing retrospectives (won/lost/abandoned), updating Key Account Plans after each major deal, sharing competitive intelligence
• Demonstrating ownership and autonomy over their portfolio, respecting the rule "one opportunity = one KAM responsible".

Key Account Manager Objectives:

            Strategic

• Develops and maintains excellent relationships with key contacts at assigned accounts, based on an up-to-date map of each account's Decision Making Unit
• Maximizes sales opportunities by increasing Lamalif's presence and moves each account up the Supplier -> Preferred Supplier -> Partner -> Advisor relationship scale, towards the defined target Share of Wallet

          Financial

• Achieves commercial objectives defined in the budget. Ensures the reliability of the forecast (weighted pipeline) reported to management, which forms the basis for production, purchasing, and treasury decisions.

        Operational

• Develops action plans to penetrate key accounts, identify different stakeholders, and mobilize internal resources while managing the sales process. Applies the KAM methodology: Key Account Plan per strategic account, up-to-date Sales Funnel, defined review cadences.

        Client

• Strives to achieve the highest levels of customer satisfaction by understanding critical client issues and adopting a solutions-oriented approach.
• Participates in client and/or sector events as needed.

        People

• Adopts the organization's culture and places the company's interest above personal interests, in compliance with Lamalif processes and guidelines. Contributes to the BU's collective memory (Sales Funnel, Key Account Plans) and collaborates with other KAMs.

Required profile :

. Skills & Requirements:

• Education: State Engineer or Master's degree (Bac+5) in business/management with a strong technical background. A dual technical-commercial profile is a major asset.
• Professional Experience: Minimum of 7 to 10 years in B2B/B2G solutions sales, ideally in public lighting, electrical equipment, urban infrastructure, or Smart City. Confirmed experience in public markets, specification ecosystems, and key account management.
• Knowledge & Skills: 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 targets (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 (confirmed orders)
• Relationship coverage of the DMU 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 Dimensions

• Management Dimension: Cross-functional management, without hierarchical reporting, of internal resources mobilized on their accounts and opportunities (Studies & Estimating, technical functions, support functions).
• Financial Dimension: Annual revenue budget for Key Accounts within their scope; associated opportunity pipeline (total and weighted).
• Decision-Making Dimension: Go/no-go decisions on opportunities within their scope (in conjunction with management); portfolio prioritization; steering of Key Account Plan action plans.

Head office address :

Desired personality traits :

Search for new things / novelty Respect of the rules Extraversion Will to persuade Intuition / spontaneity Need for reflection Ambition Organization