Zonal Sales Manager - Professional Lighting

Sturlite India; Delhi; On-site; INR 2,500,000 - 3,500,000; Full time

Benefits offered by this job

Attractive Compensation

Career Progression

Direct Leadership Access

Job summary

Sturlite India is seeking a Zonal Sales Manager for their Professional Lighting division, responsible for substantial sales growth and strategic project development. The role involves driving sales plans, managing key accounts, and leading a team, ensuring optimal performance across the region.

The ideal candidate will have 15-20 years of experience in B2B project sales in lighting, with strong leadership and technical skills. This position promises competitive compensation and significant career progression opportunities.

Qualifications

• Minimum 15 years of total experience with at least 8-10 years in B2B project/specification sales.
• Proven track record of zonal P&L ownership and consistent revenue target achievement.
• Strong existing relationships with architects and lighting consultants.

Responsibilities

• Own and drive zonal sales plan with revenue goals.
• Manage large projects through design to execution.
• Engage with key accounts and drive upselling opportunities.

Skills

B2B lighting sales experience

Leadership skills

Technical knowledge of lighting products

Negotiation skills

Education

Bachelor's degree in engineering, Business, or Marketing

MBA

Tools

CRM tools

Lighting design tools (DIA Lux / Relux)

Job description

Zonal Sales Manager – Professional Lighting

Business Unit: Professional Lighting | Sturlite Electric Private Limited
Head Office Location: Bengaluru
Experience Required: 15–20 Years
Industry: Professional Lighting / Architectural Lighting / Project Sales / Electricals
Qualification: B.E./B.Tech/B.Sc.; MBA preferred
Reports To: National Sales Head

Team Size: 510 Sales Executives / Territory Sales Executives

About Sturlite Electric Private Limited

Sturlite Electric Private Limited is a Bengaluru-based electrical products company founded in 2009, with a vision to deliver best-in‑class lighting and electrical solutions across India. The company has built a strong presence in LED lighting and electrical products and is now rapidly expanding its Professional Lighting business across commercial, industrial, retail, hospitality, healthcare, and infrastructure segments. With a robust project business approach and a growing channel network, Sturlite is establishing a strong pan‑India footprint in the professional and architectural lighting space, making this a pivotal moment to join a high‑growth business.

Role Overview

We are looking for an experienced, highly driven Zonal Sales Manager to lead business growth for Sturlite's Professional Lighting division across the assigned region. This is a senior sales leadership role with full P&L ownership for the region, covering project business development, specification management, key account leadership, and team building. The ideal candidate combines strong B2B lighting sales experience, deep architect and consultant relationships, and the ability to lead and scale a high‑performance field sales team across multiple geographies.

Key Responsibilities

• Zonal Sales Leadership & Revenue Growth
  • Own and drive the zonal 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 to ensure Sturlite products are specified and retained to final order.
  • Influence BOQs, technical submittals, and approval drawings to prevent brand substitution.
  • Coordinate mock‑ups, lighting calculations, product samples, and site trials as required.
  • Manage tender participation, competitive pricing strategy, and technical compliance documentation.
• Strategic Account & Key Customer Management
  • Serve as the primary point of contact for key accounts: end users, main contractors, specifiers (architects/consultants), and channel partners/system integrators.
  • Develop and implement account plans tailored to high‑value customers; manage relationship health and ensure repeat business.
  • Conduct regular account reviews, business planning discussions, and performance assessments with clients.
  • Drive upselling and cross‑selling opportunities within existing accounts and channel portfolio.
• Architect & Consultant Engagement
  • Build and sustain a structured engagement program with top architects, interior designers, lighting consultants, and project management companies in the region.
  • Drive product specification and endorsement through architect events, product workshops, project site visits, and ongoing relationship management.
  • Maintain a robust specifier database and track specification conversions into project orders.
• Execution & Order Fulfilment
  • Act as the single point of contact from order receipt through final delivery and site handover.
  • Coordinate with internal supply chain, production, and logistics teams to ensure complete deliveries on time.
  • Support site teams during product installation, testing, and commissioning; resolve execution issues proactively.
  • Ensure post‑sales satisfaction and convert project deliveries into reference accounts.
• Market Intelligence & Reporting
  • Track competitor activity, pricing trends, new product launches, and market dynamics; provide regular competitive intelligence to the product and marketing teams.
  • Maintain accurate and up‑to‑date pipeline records in CRM; provide timely weekly/monthly sales forecasts.
  • Prepare and present zonal business reviews to the National Sales Head with insights and corrective action plans.

Skills & Competencies

• Technical & Domain Leadership & Commercial
  • Deep knowledge of professional lighting products, applications, and standards (UGR, IP, IK, lumen packages, drivers, SPD, CRI).
  • Ability to read and interpret lighting layouts, BOQs, and technical specifications.
  • Familiarity with lighting design tools (DIA Lux / Relux) is a plus.
  • Understanding of project tendering, approval processes, and contractor ecosystem.
• Leadership & Commercial
  • Strong commercial acumen: revenue ownership, margin management, and collections focus.
  • Ability to manage long and short sales cycles, complex multi‑stakeholder environments.
  • People leadership: coaching, target‑setting, performance management.
  • Strong presentation, negotiation, and influencing skills at senior levels.

Qualifications & Experience

• Bachelors degree in engineering, Business, or Marketing; MBA is a strong advantage.
• 15–20 years of total experience, with at least 8–10 years in B2B project/specification sales in professional or architectural lighting.
• Demonstrated track record of zonal P&L ownership and consistent revenue target achievement.
• Prior experience managing and developing a sales team of 5+ members across geographies.
• Strong existing relationships with architects, lighting consultants, and key accounts in the region are highly desirable.
• Experience engaging across the full value chain: end users, contractors, specifiers, and channel partners/system integrators.
• Proficiency in CRM tools and sales reporting; comfort with data‑driven decision‑making.

What Sturlite Offers

• Leadership Role – A pivotal leadership role in building Sturlite's Professional Lighting business from the ground up in your region.
• Large Project Expos – Direct exposure to large‑scale commercial, institutional, hospitality, and infrastructure projects.
• Attractive Compensation – Competitive fixed CTC with meaningful 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 direct interaction with senior leadership, enabling fast decisions, strategic inputs, and strong organizational visibility.