Lighting Sales

KEI HiFi; Maharashtra; Sur place; INR 1 200 000 - 1 800 000; Plein temps

Résumé du poste

KEI HiFi is seeking a Sales Manager for Institutional & Infrastructure Lighting, focusing on high mast and high bay solutions for airports, stadiums, and large-scale sites. The role demands handling long sales cycles, technical discussions, and tender documentation with government bodies and EPC consultants.

You will work with airport authorities, sports bodies, and MEP consultants, coordinating photometric layouts and bid proposals to win large value orders across India.

Qualifications

• Experience in high mast/high bay lighting projects with institutional or government tenders.
• Ability to discuss technical specifications with lighting consultants.
• Familiarity with GeM portal or e-tendering processes is preferred.

Responsabilités

• Identify and pursue business in high mast and high bay lighting for institutional projects.
• Build relationships with airport authorities, EPC contractors, and MEP consultants.
• Respond to tenders with technical and commercial documentation.
• Coordinate with design teams to ensure spec-in in bids.
• Manage full sales cycle from leads to order closure, including negotiations.

Connaissances

Negotiation skills

Sales cycle management

Tender experience

Relationship management

Photometric concepts

Formation

Bachelor's degree

MBA/PGDM in Marketing or Sales

Outils

DIALux

Relux

Description du poste

Sales Manager – Institutional & Infrastructure Lighting (High Mast / High Bay)

Function

Sales & Business Development — Lighting Division

Employment Type

Full-time, Permanent

Experience

5–10 years in project / institutional lighting sales

ABOUT THE ROLE

KEI's Lighting Division supplies high mast and high bay lighting solutions for large-scale infrastructure projects, including airports, stadiums, sports complexes, industrial yards, and other institutional sites. We are looking for a Sales Manager who can drive specification-led, tender-based sales into this segment — working directly with airport operators, sports authorities, EPC contractors, MEP consultants, and government bodies. This is a project sales role, not a retail or channel sales role: the ideal candidate is comfortable with long sales cycles, technical specification discussions, and tender documentation.

KEY RESPONSIBILITIES

• Identify, pursue, and close business in high mast and high bay lighting for airports, stadiums, sports complexes, industrial yards, and similar institutional/infrastructure projects.
• Build and manage relationships with airport authorities/operators (AAI, GMR, GVK, Adani, etc.), sports authorities (SAI, state sports departments), EPC contractors, and MEP/lighting design consultants.
• Track and respond to government and institutional tenders (GeM portal and other e-tendering platforms), including preparing technical and commercial bid documentation.
• Work with lighting design consultants to get KEI specifications built into tender documents ahead of bid release ("spec-in" selling).
• Coordinate photometric layouts and lux-level compliance requirements with the technical/design team (DIALux/Relux based designs) to match project and regulatory standards (e.g., CIE/IS standards for stadium and area lighting).
• Conduct site visits and surveys to understand project requirements, pole heights, mounting constraints, and structural considerations for high mast installations.
• Prepare and present technical proposals, BOQs, and commercial quotations tailored to institutional buyers and consultants.
• Manage the full sales cycle from lead generation through order closure, including price negotiation, contract terms, and outstanding payment follow-up.
• Track competitor activity and pricing in the institutional lighting space (e.g., Philips/Signify, Havells, Bajaj, Crompton Greaves, Wipro Enlighten, CP Lighting, Schréder, Disano) and report market intelligence.
• Maintain a project pipeline tracker and provide regular sales forecasts and reports to management.

CANDIDATE REQUIREMENTS

• 5–10 years of experience in lighting sales, with direct exposure to high mast, high bay, area, flood, or stadium/sports lighting projects (not purely retail, architectural, or channel sales).
• Prior experience with institutional or government tenders and familiarity with the GeM portal or similar e-tendering systems is strongly preferred.
• Experience working with or selling to EPC/MEP contractors, airport operators, or sports/government authorities.
• Working knowledge of photometric design concepts and comfort discussing specifications with lighting consultants (hands‑on DIALux/Relux use is a plus, not mandatory).
• Background with organizations such as Signify/Philips, Havells, Bajaj Electricals, Crompton Greaves, Wipro Enlighten, CP Lighting, HPL, Schréder, Disano, Thorn, or similar is a strong signal.
• Bachelor's degree required; an MBA/PGDM in Marketing or Sales is an advantage.
• Willingness to travel extensively for site visits, client meetings, and project reviews across India.
• Strong negotiation skills, ability to manage long (6–18 month) sales cycles, and comfort with outstanding/payment follow-up on large-value orders.