Dialight is the world leader in LED industrial lighting technology with millions of LED fixtures installed worldwide. We see a world where heavy industry is transformed to be safer, more productive, and environmentally friendly through illumination. We enable industrial customers operating in demanding environments to reduce their energy costs, maintenance costs, and carbon footprint while maximizing the safety and productivity of their facilities.
The Key Account Manager (EMEA) will be responsible for driving sales growth, managing key client relationships, and expanding market share within the industrial, hazardous (ATEX), and Industrial LED lighting sectors across the EMEA region. The ideal candidate will have a strong technical understanding of LED lighting solutions, particularly in ATEX-certified and industrial applications, and will work closely with distributors, specifiers, EPC, and end-users to deliver tailored lighting solutions and to support the EMEA sales team.
Key Responsibilities:
Sales & Business Development
* Develop and execute a strategic sales plan to grow revenue and expand market share across EMEA in industrial, hazardous (ATEX) LED lighting markets.
* Proactively identify, target, and secure new key accounts, including distributors, contractors, engineering firms (EPCs), and end-users.
* Build and maintain strong relationships with specifiers (consultants, engineers, facility managers) to influence project specifications and drive demand.
* Drive sales growth in ATEX-certified lighting solutions for oil & gas, chemical, pharmaceutical, and other hazardous environments.
Account Management
* Develop and onboard new key accounts by identifying high-potential clients, conducting targeted outreach, and presenting tailored LED lighting solutions.
* Manage and nurture relationships with existing key accounts, ensuring high levels of customer satisfaction and repeat business.
* Lead the full sales cycle for new accounts—from initial contact to contract negotiation and post-sale support.
* Conduct regular business reviews with major clients to identify opportunities and ensure long-term partnerships.
* Work closely with internal teams (Sales, technical, marketing,) to ensure smooth onboarding and ongoing customer success.
Market & Competitive Intelligence
* Monitor market trends, competitor activity, and regulatory changes (ATEX) to position Dialight effectively.
* Provide feedback to product development teams on market needs and emerging opportunities.
Technical Expertise & Solution Selling
* Possess strong knowledge of LED lighting technologies, particularly for industrial and hazardous locations (ATEX, IECEx standards).
* Ability to consultatively sell lighting solutions based on energy efficiency, durability, and compliance requirements.
Reporting & Forecasting
* Maintain accurate sales forecasts and pipeline reports using CRM (Salesforce).
* Provide regular updates to management on market trends, challenges, and opportunities.
Required Skills & Experience:
* Proven experience in key account management within the LED lighting, electrical, or industrial sectors.
* Strong background in selling ATEX-certified lighting solutions (or similar hazardous area products).
* Existing network within industrial, oil & gas, manufacturing, or industrial lighting markets across EMEA.
* Technical aptitude – ability to understand and articulate lighting specifications, certifications, and applications.
* Strong negotiation, presentation, and relationship-building skills.
* Willingness to travel up to 30-40% within the EMEA region.