Lafit Lighting - Area Sales Manager - B2B

Key Responsibilities:

Strategic Leadership:

- Execute the 3-Year Rolling Sales Plan and annual business targets segmented by product line and geography.

- Support Territory Sales Manager in building, nurturing, and retaining strong dealer and distribution networks.

- Drive branding and in-store visibility (Signage/Display) of Lafit at retail outlets to enhance brand recall.

Market Development:

- Identify and develop new market segments and business opportunities within the assigned territory.

- Expand customer base by forging and nurturing relationships with key influencers, architects, contractors, and institutional clients.

- Ensure optimal market coverage and penetration by guiding and mentoring the frontline sales team.

Operational Excellence:

- Oversee daily sales operations including pricing, contracting, order execution, and inventory coordination.

- Drive consistent and accurate reporting of sales metrics, forecasts, and pipeline health.

- Monitor slow and non-moving inventory, and take proactive measures for timely liquidation and capital efficiency.

- Ensure all customer inquiries and leads are followed up promptly by the team.

- Collaborate with cross-functional teams such as marketing, supply chain, and finance to ensure customer delight and process alignment.

Financial and Commercial Controls:

- Drive cost efficiency by managing selling and distribution expenses within budget.

- Ensure adherence to credit control policies with average receivables not exceeding 30-45 days.

- Maintain compliance with internal customer credit evaluation and documentation procedures.

Channel and Team Enablement:

- Conduct regular sales and product training sessions for internal teams and external partners.

- Build a culture of performance, accountability, and continuous improvement within the sales team.

Customer Relationship Management:

- Build strong, long-term relationships with key customers and stakeholders.

- Resolve escalations and service issues promptly to maintain a high level of customer satisfaction and retention.

Industry & Product Expertise:

Stay informed of emerging lighting technologies, competitive landscape, and market dynamics.

Liaise with R&D/Product teams to ensure product offerings align with market demand and customer expectations.

Qualifications:

- MBA in Sales & Marketing (mandatory)

- Bachelor's or Master's degree in Engineering (preferred)

- Proficiency in MS Office, AI tools, and sales automation platforms