Responsable Comercial - Grandes Cuentas España H/F

Join Fonroche Lighting and Make a Global Impact

About Us

Fonroche Lighting is a global leader in autonomous solar urban streetlights, with over 200,000 installations across five continents. Based in France between Bordeaux and Toulouse, we're experiencing rapid growth (30% annually) while maintaining an exceptional employee retention rate of 95%. Our modern headquarters, inaugurated in 2023, houses dynamic teams united by a mission to illuminate the world sustainably.

The Opportunity

We're seeking for our Responsable Comercial - Grandes Cuentas, España H/F, to join Yoann's team in Spain.

This is a newly created position designed for a professional with proven experience in strategic sales and business development with major national accounts.

Working closely with the Country Manager, the successful candidate will be responsible for developing and implementing strategies to engage key national accounts, increase brand awareness, and expand the presence of Fonroche Lighting and its products within the market.

The role requires the ability to identify and access decision-makers within large organizations, build long-term relationships, promote the company's value proposition, and support the growth of national business opportunities. The candidate will play a key role in establishing Fonroche Lighting as a recognized and trusted partner among leading corporate groups and multi-site organizations across the country.

This Role Offers The Opportunity To

Establish relationships with key national accounts such as Lidl, Carrefour, Repsol, Burger King, and similar organizations, with the objective of securing product and brand listings and negotiating contracts at a national level.

It is important to highlight that we provide tailored solutions to these major accounts that enable them to reduce installation costs by choosing products that lower carbon emissions and, above all, deliver significant energy savings through reduced power consumption.

Key Responsibilities

• Identify and engage with decision-makers within major corporate groups, while recognizing that some locations may also make purchasing decisions independently at the local level.
• Secure meetings to present our products and promote our solutions by clearly demonstrating the direct cost savings and operational benefits for the customer.
• Leverage international references and successful projects worldwide to build credibility and encourage customers to test and adopt our products.
• Negotiate pricing, manage the sales process, and successfully close deals.
• Manage and grow existing client relationships
• Handle account operations, including customer service and forecasting
• Coordinate with headquarters for product ordering and service delivery
• Represent company at industry events
  
  

What You Can Bring To Us

• Bachelor's degree
• 5 - 10 years of relevant experience
• Experience in B2B sales, for industrial products.
• Spanish and English or French conversational proficiency
• Willingness to travel regularly within Spain.
  
  

Your Super Powers

• Knowledge of Key Account Structures A strong understanding of how large corporate accounts operate is essential, regardless of the products or services previously sold. The candidate must be familiar with complex purchasing processes, decision-making structures, and stakeholder management within major organizations.
• Initiative and Proactivity Ability to independently navigate and unblock complex decision-making processes, identify opportunities, engage the right stakeholders, and drive projects forward with minimal supervision.
• Persuasion and Influencing Skills Previous experience managing large accounts is important, as securing meetings and gaining access to decision-makers can be challenging. The candidate must be able to effectively present products, communicate value propositions, and influence stakeholders throughout the sales cycle.
  
  

As part of its diversity policy, Fonroche Lighting considers all applications on an equal basis, including those from people with disabilities.

If you are collaborative, humble, committed, dynamic, and driven by a willingness to take risks, then we share the same values!

What We Offer

• Role in an environmentally impactful global company; where work has meaning
• Modern work environment with dynamic teams; having the chance to take ownership of your projects and make impactful decisions in a trusted environment
• Training tailored to your needs and market trends and Professional development opportunities
• Stable company with strong growth trajectory
• International exposure; A multicultural environment with over 30 different nationalities at Fonroche
• The opportunity to work with industry experts within a leading and most innovative company in its market.
  
  

Join us in shaping a sustainable future while growing your career in a supportive, mission-driven environment!

Additional Information Recruitment And Integration Process

If selected, you will join a simple and quick recruitment process with only four steps:

• It begins with a video interview with our Talent Acquisition, Nancy.
• Then a technical video interview with your future manager: Yoann.
• An interview with the Europe Regional Director: Bruno
• A video interview with our HR Director, Joris, to discuss values as well as cultural fit.
  
  

About

Onboarding for the position will be through our customized internal program. You will be supported in your role for about 2 weeks through three key stages:

• Meeting all departments and business areas of the company,
• Technical discovery of the products and processes,
• Training tailored to your needs and functions.