Area Sales Manager - Lighting

Experience - 5 + Years

Location - Bhubaneswar, Cochin

Key Responsibilities:

1. Sales & Collections ( Lighting)

- Achieve product-wise and category-wise monthly sales targets for lighting solutions (LED luminaires, street lighting, industrial & commercial lighting).

- Drive primary and secondary sales through distributors, dealers, system integrators, and project partners to meet business objectives.

- Increase market share in lighting by expanding numeric and weighted distribution (ND & WD) and improving bill value/extraction.

- Execute sales activation plans, BTL activities, channel partner meets, electrician/contractor meets, and brand positioning in lighting segments.

- Ensure timely collections, adherence to monthly commitments, and reduction of receivables/OD as per corporate guidelines.

2. Channel Management & Development

- Continuously monitor and improve channel partner health (Distributors, Dealers, partners, Project Contractors).

- Drive network expansion, channel correction, and channel optimization strategies across town categories for lighting products.

- Plan and execute strategies to maximize reach (ND & WD) across industrial, commercial, infrastructure, and institutional customers.

- Develop strong relationships with specifiers, consultants, architects, builders, and government/institutional stakeholders.

3. Process & Market Expansion

- Ensure adherence to sales, collection, and channel management processes.

- Lead channel development and market/reach expansion initiatives in lighting.

- Plan and conduct promotional activities, product launches, demos, and trials for lighting solutions.

- Handle sales administration, forecasting, MIS, and reporting.

- Conduct regular competition analysis, pricing comparison, and tracking of market trends in the lighting industry.

4. People Management

- Ensure and maximize sales team productivity across assigned territories.

- Lead the team from the front on sales execution, channel management, and collections.

- Identify, track, and develop future leaders within the branch.

- Review team performance, identify gaps/outliers, and provide coaching for improvement.

- Foster strong interpersonal relationships, collaboration, and employee engagement within the team.

5. Cross-Functional Coordination

- Ensure seamless coordination with Sales, Service, Finance, Logistics, Product Management, and Projects teams for smooth branch operations.

- Support order execution, project deliveries, installation timelines, and post-sales service for lighting customers.

6. Sales Administration & External Interface

- Improve category-wise productivity and sales growth in lighting.

- Achieve collection targets and reduction in overdue payments.

- Strengthen channel management and development initiatives.

- Track competition activities, market intelligence, tender movements, and industry trends.