Key Account Manager, Film & TV

Key Account Manager, Film & TV

Job Description

ACT Entertainment

Department: Sales                                                                                                                                                    Employment Type: Full-Time

Reports To: Sales Manager                                                                                                                                      Location: Remote U.K. 

Position Summary: The Key Account Manager role blends high-level technical expertise in entertainment lighting with proactive B2B sales. The successful candidate will be focused on developing and growing relationships across the film and television production industry. Acting as a key link between prestigious lighting manufacturers and cinematographers, gaffers, lighting directors, lighting technicians, rental companies, production houses, the role focuses on driving sales growth, identifying new business opportunities, and ensuring customer satisfaction. The ideal candidate will have a genuine understanding of the film and TV lighting industry, be confident discussing technical lighting solutions and understand the demands of professional production environments.

Duties & Responsibilities:

• Build and maintain long-term relationships with key accounts, such as major rental houses, theatre venues, and production teams.
• Provide deep technical knowledge of specialized products, arrange equipment demonstrations, and suggest customized setups for complex projects.
• Provide active participation at industry trade shows and events (like PLASA) and assisting with vendor open days.
• Work closely with cross-functional teams, including sales, technical, marketing, operations, and purchasing on project delivery.
• Own and develop the assigned sales territory (or segment if applicable) by maintaining existing customer relationships while securing new business opportunities.
• Achieve sales targets and drive revenue growth by identifying new projects and business opportunities. 
• Manage the complete sales cycle, including prospecting, specification, proposal development, negotiation, and contract closure.
• Develop sales pipelines and maintain CRM records 
• Maintain accurate sales forecasts to support business planning and revenue targets.
• Monitor account profitability and ensure sales activities align with company growth objectives.
• Ensure high levels of customer satisfaction by proactively resolving issues and coordinating after-sales support.
• May be required to work flexible hours, including evenings and weekends, to support customer events, trade shows, product launches, and project deadlines. 
• Other duties as assigned.

Supervisory Responsibilities:

• This job has no supervisory responsibilities.

Qualifications, Skills and Abilities:

• Strong account management and relationship-building skills. 
• Strong teamwork and collaboration skills.
• Excellent sales, negotiation, and closing abilities. 
• Business development and pipeline management. 
• Consultative selling and solution-based sales approach. 
• Strong presentation and product demonstration skills. 
• CRM proficiency (e.g., Salesforce, HubSpot, Microsoft Dynamics). 
• High level of proficiency in MS Office Suite.
• Financial and commercial awareness, including forecasting and budgeting. 
• Project management and coordination skills. 
• Market analysis and competitive intelligence. 
• Excellent written and verbal communication skills. 
• Networking and stakeholder management. 
• Ability to explain technical lighting solutions to both technical and non-technical audiences.
• Commercial understanding of distributor, dealer, and end-user sales channels.
• Proven experience in B2B sales, key account management, or business development. 
• Strong understanding of the film and television production environment, including lighting department structures, production workflows and key industry stakeholders.
• Established contacts and relationships with gaffers, DPs, cinematographers, lighting technicians, rental companies and production houses.
• Demonstrated track record of achieving or exceeding sales targets. 
• Valid driver's license and willingness to travel frequently (up to 50%) for customer visits and industry events.

Physical Demands and Working Conditions: 

• Frequently required to sit.

• Frequently required to stand.

• Frequently required to walk.

• Continually required to utilize hand and finger dexterity.

• The employee must be able to lift and/or move up to 25 kg.

• Specific vision abilities required by this job include: close vision; distance vision; color vision; peripheral vision; depth perception and ability to adjust focus.

COMPANY VALUES:

• Deliver Legendary Service: It’s all about the experience. With every experience, do the little things, as well as the big things, that surprise people. Make every interaction stand out for its helpfulness. Create the “WOW” factor that turns customers into raving fans. This includes both internal and external customers. 
• Do the Right Thing, Always: Demonstrate an unwavering commitment to doing the right thing in every action you take and in every decision you make, especially when no one’s looking. Always tell the truth, no matter the consequences. If you make a mistake, own up to it, apologize, and make it right. 
• Practice Blameless Problem-Solving: Demonstrate a relentless solution focus, rather than pointing fingers or dwelling on problems. Identify lessons learned and use those lessons to improve ourselves and our processes so we don’t make the same mistake twice. Get smarter with every mistake. Learn from every experience. 
• Contribute to Profit: We’re in business to deliver value for our customers while making money. We all play a role in building revenue that exceeds our expenses. Look for ways to increase our sales, develop new customers, and control our expenses.
• Honor Commitments: Do what you say you’re going to do, when you say you’re going to do it. This includes being on time for all phone calls, appointments, and meetings. If a commitment can’t be fulfilled, notify others early and agree on a new deliverable to be honored.
• Embrace Change and Growth: What got us here is not the same as what will get us to the next level. Get outside your comfort zone, rather than stubbornly hanging on to old ways of doing things. Be excited by the possibilities that change, and growth bring. Be flexible.
• Be Positive: You have the power to choose your attitude. Choose to be joyful, optimistic, and enthusiastic. See the good in others. Your attitude is contagious. Spread optimism and positive energy.
• Keep Things Fun: While our passion for excellence is real, remember that the world has bigger problems than the daily challenges that make up our work. Stuff happens. Keep perspective. Don’t take things personally or take yourself too seriously. Laugh every day.