Glamox
Key Account Manager - Defence & Security UK
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Introduction
We are strengthening our UK team with a Key Account Manager dedicated to the Defence & Security sector. This is a high-visibility, relationship-led role for someone who already knows this market, is trusted within it, and wants to bring the full breadth of Glamox's lighting and lighting-management offering — including our maritime and harsh-environment strengths — to defence and security customers across the UK.
You will hold commercial ownership of a portfolio of named defence and security accounts, shaping long-term strategy, building senior relationships, and orchestrating the wider Glamox team around your customers. You will report to the UK Sales Manager and work closely with regional sales, solutions, lighting management systems, product, and technical support.
What you'll do
- 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.
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Who you are
Essential Skills and 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.
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Desirable Skills and Requirements
- Experience in lighting, electrical, or technical building-systems markets, or in naval / maritime programmes.
- Familiarity with lighting management systems, emergency lighting, or DALI / wireless controls.
- Existing UK security clearance (e.g. SC or DV).
- Working knowledge of CRM systems and Power BI, and a structured, data-driven approach to account planning.
Why join Glamox
- The chance to build and own the Defence & Security account portfolio for a global lighting leader in the UK.
- A differentiated, high-quality product and solution range spanning professional building lighting through to defence-grade, harsh-environment, and maritime lighting.
- The backing of a collaborative UK team and international specialist colleagues in solutions, product, and technical support.
- Autonomy, senior visibility, and a genuine platform to shape how Glamox grows in this sector.
- A competitive salary and benefits package, discussed during the process.
Questions?
Contact Greg Elmes Regional Sales Manager UK 07748 776 049
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