Global Key Account Manager Automotive (m,f,d) Global Key Account Manager Automotive (m,f,d) Austria, Germany, or other locations in Europe SpotLIGHT of the job Our Global Key Account Management (GKAM) organization manages strategic customers and projects with significant business volume and strong potential for long-term, recurring business. We focus on developing international customer relationships, driving specification business, supporting global tenders, and enabling large-scale project rollouts across multiple countries and regions. As part of our global sales organization, we work closely with local sales teams, key stakeholders, and end users to create sustainable growth opportunities and deliver innovative lighting and smart building solutions worldwide. Responsibilities Lead the development, growth, and retention of strategic global Automotive accounts. Develop and execute global account strategies and long-term growth plans. Identify, qualify, and develop new strategic target accounts and business opportunities. Coordinate international tenders, RFPs, RFQs, framework agreements, and project opportunities. Define project scope, milestones, deliverables, and objectives in alignment with customer requirements and tender specifications. Coordinate internal and external stakeholders throughout the quotation and bid process. Lead and support local Key Account Managers, Lighting Designers, Product Managers, Technical Experts, and other project stakeholders. Drive specification activities with end users, consultants, engineering companies, EPCs, architects, military procurement organizations, and key decision-makers. Establish and maintain executive-level relationships within customer organizations. Monitor market developments, industry trends, customer requirements, and competitor activities. Develop and maintain competitive intelligence regarding customers, competitors, and market developments. Manage project timelines and ensure timely completion of all tender and bid activities. Drive pricing strategies and support final commercial negotiations together with the Head of GKAM and local sales organizations. Support framework agreement negotiations and contract-related activities. Lead cross-functional teams and projects without direct reporting authority. Ensure consistent global account strategies and customer engagement across all regions. Maintain and develop a strong opportunity pipeline within the Automotive segments. Skills & Experience Willingness to travel 50-70 % Proven experience in international Key Account Management, Business Development, Strategic Sales, or a comparable commercial role. Bachelor's degree in Business Administration, Engineering, Sales Management, International Business, or a related field is preferred. A Master's degree (MBA or equivalent) is considered an advantage. Equivalent professional 5–10 years of experience in Global Key Account Management, Business Development, Strategic Sales, or related commercial leadership roles will also be considered. Experience managing senior stakeholders and complex international customer organizations. Experience within the Automotive, Defence, Industrial Manufacturing, Infrastructure, Data Center, or Project Business environment is highly desirable. Strong commercial, negotiation, business development, and project management skills. Experience in tender management, bid coordination, framework agreements, and specification sales is highly desirable. Experience with public procurement processes, Defence projects, or critical infrastructure environments is considered an advantage. Demonstrated ability to influence and lead cross-functional teams without direct reporting responsibility. Technical Skills Proficiency in CRM systems, SAP, Microsoft Office Suite, and PDF editing tools. Experience with lighting solutions, lighting design software, or technical project specifications is advantageous. Strong analytical, strategic, and commercial thinking capabilities. Languages Fluent in English, both written and spoken, including negotiation-level communication. German is considered an advantage.  Additional languages such as French or Spanish are desirable but not essential. Personal Competencies Strategic and entrepreneurial mindset. Strong leadership and stakeholder management skills. Excellent communication, presentation, and negotiation abilities. Self-driven, proactive, and results-oriented. Strong networking and relationship-building capabilities. Ability to work effectively across multiple cultures, countries, and organizational structures. Creative problem solver with a strong focus on delivering customer value and sustainable business growth. What we offer We offer a competitive compensation package consisting of a fixed salary, performance-related variable compensation, and additional company benefits. The final package will be determined based on qualifications, experience, responsibilities, and location 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 Milos Mladenovic milos.mladenovic@zumtobelgroup.com 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 excellence and efficient performance. Through light, we create spaces that inspire. As we develop the next generation of lighting, we consider the wellbeing of people and nature. Our lighting is designed for our customers and their individual aspirations. We guide them into a new world of opportunities – as a group, and through all our individual brands, Thorn, Tridonic and Zumtobel. Learn more about our Group in our enlightening video - where WE LIVE LIGHT and thrive together! The result is a series of personal and authentic insights into our corporate culture - illustrated from different perspectives. Follow us: WE ARE PASSIONATE ABOUT LIGHT. We share a passion for light, creating aesthetic, functional, and sustainable lighting solutions that enhance quality of life. WE ARE EXCITED ABOUT CREATING INNOVATIVE LIGHTING SOLUTIONS FOR A SUSTAINABLE FUTURE. Sustainability and innovation drive everything we do — shaping a responsible, climate-neutral future. WE ARE INTERNATIONAL AND PERSONAL AT THE SAME TIME. While we have grown from a family business into a global organization, our collaborative spirit and familial culture remain integral to our identity. APPLY HERE