Key Account Manager - Professional Lighting

Sturlite India; Bengaluru; On-site; INR 1,200,000 - 2,200,000; Full time

Job summary

Sturlite India is seeking a results-driven Key Account Manager for our Professional Lighting division in Bengaluru. You will drive project sales, manage strategic accounts, and lead a regional sales team to strengthen relationships with architects, consultants, contractors, and channel partners.

The role requires strong B2B project sales experience in professional or architectural lighting, with the ability to manage complex project lifecycles from specification to execution.

Qualifications

• 5–15 years of B2B sales or project sales in lighting or related industries.
• Strong relationships with architects, consultants, contractors, and PMCs.
• Experience managing complete project lifecycles from spec to execution.

Responsibilities

• Own and drive the regional sales plan: set targets, build strategy, and achieve revenue, margin, and collection goals.
• Lead a team of Territory Sales Executives (TSEs) and Area Sales Managers; define KPIs and review performance.
• Develop a strong project pipeline and channel network across metros and Tier‑2 cities.
• Identify whitespace opportunities and new segments (hospitality, healthcare, retail, infrastructure) for expansion.
• Manage large projects from design to order execution; coordinate with architects, consultants, and PMC teams; influence BOQs and submittals.
• Serve as primary point of contact for key accounts; develop and implement account plans; conduct reviews; drive upselling.

Skills

Leadership & People Management

B2B Project Sales

Key Accounts

CRM & Pipeline Management

Education

B.E./B.Tech./B.Sc.

MBA preferred

Tools

CRM systems

DIALux/Relux

Job description

Key Details

• Title: Key Account Manager – Professional Lighting
• Location: Bengaluru
• Reports to: Zonal Sales Manager
• Team Size: 5 Sales Executives / Territory Sales Executives
• Experience: 5–15 years
• Industry: Professional Lighting / Architectural Lighting / Project Sales / Electricals
• Qualifications: B.E./B.Tech./B.Sc.; MBA preferred

Role Overview

We are looking for a highly driven and relationship‑oriented Key Account Manager to manage and grow strategic accounts for Sturlite’s Professional Lighting division within the assigned region. The role involves driving project sales, developing specification business, managing institutional and corporate accounts, and strengthening relationships with architects, consultants, contractors, and channel partners. The ideal candidate should possess strong B2B project sales experience in professional or architectural lighting, along with the ability to manage complex project cycles from specification to execution.

Key Responsibilities

• Own and drive the regional sales plan: set targets, build strategy, and consistently achieve or exceed revenue, margin, and collection goals.
• Lead a team of Territory Sales Executives (TSEs) and Area Sales Managers; define KPIs, review performance, and build sales capability.
• Develop a strong project pipeline and channel network across key metros and Tier‑2 cities within the region.
• Identify whitespace opportunities and new segments (hospitality, healthcare, retail, infrastructure) for business expansion.
• Project & Specification Management: identify, track, and manage large projects from design and tender stage through approval to order execution; work closely with architects, lighting/electrical consultants, and PMC teams; influence BOQs, technical submittals, and approval drawings; coordinate mock‑ups, lighting calculations, product samples, and site trials; manage tender participation and competitive pricing.
• Strategic Account & Key Customer Management: serve as primary point of contact for key accounts; develop and implement account plans; conduct regular account reviews; drive upselling and cross‑selling opportunities.
• Architect & Consultant Engagement: build and sustain engagement program with architects, interior designers, lighting consultants, and PMCs; drive product specification and endorsement through events and workshops; maintain specifier database.
• Execution & Order Fulfilment: act as single point of coordination from order confirmation to final delivery; coordinate with supply chain, production, logistics, and support teams; support site teams during installation, testing, commissioning, and issue resolution.
• Market Intelligence & Reporting: maintain accurate pipeline updates, project trackers, and account records; prepare sales forecasts and reports; provide insights on competitor activities and pricing trends.

Skills & Competencies

• Technical & Domain: deep knowledge of professional lighting products, standards (UGR, IP, IK, lumen packages, drivers, SPD, CRI); ability to read lighting layouts, BOQs; familiarity with design tools (DIALux / Relux); understanding of project tendering and contractor ecosystem.
• Leadership & Commercial: strong commercial acumen, revenue ownership, margin and collections focus; ability to handle long and short sales cycles, complex multi‑stakeholder environments; people leadership, coaching, target setting; presentation, negotiation, and influencing skills at senior levels.

Qualifications & Experience

• Bachelors degree in engineering, business, marketing, or related field; MBA preferred.
• 5–15 years of experience in B2B sales, key account management, project sales, or specification sales within professional lighting, architectural lighting, electricals, or related industries.
• Strong exposure to large commercial, industrial, infrastructure, healthcare, hospitality, IT/ITES, airports, metro, factories, warehouses, and institutional projects.
• Proven track record in managing strategic accounts and achieving sales targets consistently.
• Strong relationships with architects, lighting consultants, contractors, builders, PMCs, and institutional customers.
• Experience handling complete project lifecycle including specification, approvals, execution, and collections.
• Proficiency in CRM systems, sales reporting, and pipeline management tools.

What Sturlite Offers

• Leadership Role: pivotal leadership role in building Sturlite’s Professional Lighting business from the ground up in your region.
• Large Project Exposure: direct exposure to large‑scale commercial, institutional, hospitality, and infrastructure projects.
• Attractive Compensation: competitive fixed CTC with performance‑linked variable pay tied to revenue and profitability targets.
• Career Progression: clear pathway to national roles as the Professional Lighting division expands pan‑India.
• Direct Leadership Access: regular interaction with senior leadership, enabling fast decisions and strategic inputs.