State Head-Lighting

Sturlite India; Chennai District; On-site; INR 3,500,000 - 6,000,000; Full time

Job summary

Sturlite Electric Private Limited is seeking a State Head for the Lighting division, responsible for end-to-end state P&L, revenue growth, and channel health across the state. Lead ASMs and Sales Executives, drive pricing, schemes, and product launches in collaboration with corporate.

The role involves building a high-performing sales team, managing key accounts, and expanding market presence through new towns and institutions, while ensuring brand positioning and strong dealer relationships.

Qualifications

• State Head / RSM with state exposure.
• Experience managing large key accounts and distributors.
• Ability to define go-to-market strategy and pricing.

Responsibilities

• Own state-level revenue, profitability targets across lighting.
• Develop and execute the annual state business plan.
• Build and lead a high-performing sales team (ASMs & SEs); hiring and retention.
• Manage state's key accounts, super-stockists, and strategic distributors.
• Collaborate with corporate on pricing, schemes, and launches for the state.
• Drive brand and product positioning in the state through campaigns and partnerships.
• Own state-level forecasting, MIS reporting, and credit discipline.
• Identify white spaces and new channels to expand market presence.
• Champion Dealer NPS and ensure partner loyalty.
• Coordinate with supply chain, logistics, and marketing for launches and campaigns.

Skills

State P&L

Channel development

Key accounts

Team leadership

Pricing strategy

MIS & forecasting

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; elevate and 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

LEADERSHIP COMPETENCIES

• Builds and sustains high-performing, motivated sales teams in competitive, fast-moving markets
• Thinks 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