Sr. Area Sales Manager (Lightings)

Sturlite India; Jodhpur; On-site; INR 2,500,000 - 5,000,000; Full time

Benefits offered by this job

Senior leadership

State P&L ownership

Attractive compensation

Founding leadership access

Growth opportunities

Job summary

Sturlite India is seeking a State Head to lead the Lighting division across the state, owning full P&L, revenue, and channel health. You will build the sales organization, define GTM strategies, and manage senior accounts and distributors.

The role requires strategic leadership and strong stakeholder management to drive pricing schemes, new product launches, and market expansion in a fast-growing FMEG company.

Qualifications

• State P&L ownership, revenue, and profitability targets for Lighting division.
• Define annual business plan including territory coverage and channel expansion.
• Lead a high-performing sales team and manage key accounts and distributors.
• Collaborate on pricing, schemes, and new product launches.
• Drive brand positioning and dealer/customer engagement.
• Forecasting, MIS reporting, and collection discipline.
• Identify white spaces and expand market presence.
• Coordinate with supply chain and marketing for launches.

Responsibilities

• Own state-level revenue, collection, and profitability targets across Lighting division.
• Develop and execute the annual state business plan including territory coverage and channel expansion.
• Build and lead a high-performing sales team; own hiring, development, performance management, and retention.
• Manage the state's key accounts, super-stockists, and strategic distributors at the highest relationship level.
• Collaborate with corporate on scheme formulation, pricing architecture, and new product launches for the state.
• Drive brand and product positioning in the state through influencer engagement and institutional tie-ups.
• Own state-level forecasting, MIS reporting, and credit discipline; resolve high-value collection disputes.
• Identify and capture white spaces — new towns, new channels — to expand market presence.

Skills

State P&L management

Channel development

Team leadership

Key account management

Strategic pricing

Stakeholder management

Forecasting & MIS

New product launches

Job description

About Sturlite

Sturlite Electric Private Limited is a Bengaluru-headquartered Fast Moving Electrical Goods (FMEG) company operating across five high-growth categories: Lighting, Wires & Cables (Sturlite Voltedge), Switches, Solar (Zeovolt), and Health tech. Sturlite is in an active growth-acceleration phase, with new category launches underway and a national footprint being rapidly built across India.

We are building a founder-led, performance-first sales culture with strong channel relationships, disciplined execution, and a long-term orientation toward market share leadership in electricals.

ROLE PURPOSE

The State Head is the senior-most sales leader for Sturlite's Lighting business in the assigned state. This role owns the full state-level P&L - revenue, collection, market share, and channel health. The State Head builds the sales organization, defines the go-to-market strategy, manages large key accounts, formulates pricing and schemes in collaboration with corporate, and leads a team of ASMs and Sales Executives.

KEY RESPONSIBILITIES

• Own state-level revenue, collection, and profitability targets across all product categories in the Lighting division
• Develop and execute the annual state business plan including territory coverage, channel expansion, and product mix strategy
• Build and lead a high-performing sales team (ASMs + SEs); own hiring, development, performance management, and retention
• Manage the state's key accounts, super-stockists, and strategic distributors at the highest relationship level
• Collaborate with corporate on scheme formulation, pricing architecture, and new product launches for the state
• Drive brand and product positioning in the state through influencer engagement, electrician loyalty programs, and institutional tie‑ups
• Own state-level forecasting, MIS reporting, and credit discipline; resolve high-value collection disputes
• Identify and capture white spaces — new towns, new channels (institutions, project business, e‑commerce) — to expand market presence
• Champion Dealer NPS in the state; ensure partner satisfaction and loyalty through structured engagement
• Coordinate with supply chain, logistics, and marketing to ensure execution excellence on launches and seasonal campaigns

FUNCTIONAL COMPETENCIES

State P&L Ownership, Channel Management, Team Leadership & Development, Credit & Collections Management, Key Account Management, Territory Strategy & Expansion, Forecasting & Budgeting, New Product Launch Management, Brand & Product Positioning Price & Scheme Formulation, Reporting & MIS Institutional / Project Business.

LEADERSHIP COMPETENCIES

• Builds and sustains high-performing, motivated sales teams in competitive, fast-moving markets
• Think strategically about market development while staying close to execution and field realities
• Strong stakeholder management - works collaboratively with cross-functional teams (supply chain, finance, marketing)
• Data-driven decision maker: uses MIS, market intelligence, and competitive data to inform plans
• Entrepreneurial mindset - comfortable with ambiguity and capable of building processes from scratch

EXPERIENCE & BACKGROUND

• Industry Preference: Lighting | Wires & Cables | Switches | Switchgear | Appliances
• Prior Roles: State Head / RSM / Regional Manager / Senior ASM with state exposure
• Key Skills: State P&L, large team management, strategic channel development, senior stakeholder relationships

WHAT STURLITE OFFERS

• Senior leadership role with direct state P&L ownership from Day 1
• Attractive compensation: ₹ fixed + significant performance variable.
• Direct access to founding leadership team - a seat at the table in a high-growth FMEG company
• Opportunity to build a state organization ground up and leave a lasting market footprint
• Multi-category growth horizon: Lighting, Switchgear and Switches.