Job Description
- *Key Responsibilities**
- -----------------------
### **Sales \& Revenue Delivery**
- Achieve assigned targets for sales value, volume, product\-mix, margin, and collections (DSO/outstanding) for the branch.
- Build and convert a healthy project pipeline across commercial buildings, industrial, retail, hospitality, healthcare, education, infrastructure, and government segments.
- Drive sales of professional lighting categories — indoor/commercial, industrial, outdoor, street \& smart lighting, and architectural/façade lighting.
### **Specification \& Influencer Management**
- Develop and manage relationships with key influencers: architects, lighting designers, electrical \& MEP consultants, PMCs, and project management consultants.
- Drive specification (spec\-in) of the company's products at the design stage and protect specifications through to order conversion.
- Conduct technical presentations, product demonstrations, and CPD/influencer engagement sessions.
### **Channel \& Project Network Development**
- Appoint, develop, and expand the project channel network — project dealers, electrical contractors, system integrators, and turnkey partners.
- Ensure adequate channel reach, stock availability, and partner engagement in the territory.
### **Team Leadership**
- Lead, coach, and review the branch project sales team; set targets, monitor performance, and build capability.
- Drive daily sales discipline — call planning, funnel reviews, CRM hygiene, and reporting.
### **Market Intelligence \& Reporting**
- Track competition (pricing, schemes, new launches, specification wins) and provide market feedback.
- Maintain accurate forecasting, pipeline, and MIS reporting for branch performance reviews.
- *Key Result Areas (KRAs / KPIs)**
- ---------------------------------
- Branch sales value and volume achievement (% to target)
- Gross margin / product\-mix realization
- Collections and overdue/DSO control
- Number of active specifications and conversion rate (spec\-to\-order)
- Project pipeline value and order conversion
- New project channel partners added and active partner base
- Influencer engagement coverage (architects/consultants mapped \& active)
- Team productivity and target achievement
- *Qualifications \& Experience**
- -------------------------------
- **Education:** B.E./B.Tech (Electrical/Electronics preferred) or graduate in any discipline;MBA in Sales/Marketing is an added advantage.
- **Experience:** 7–12 years in B2B/project sales, preferably in lighting, electrical, switchgear, building materials, or allied FMEG/infrastructure industries, with at least 2–3 years in a team\-handling role.
- **Domain knowledge:** Specification selling, project sales cycle, channel/contractor management, and exposure to lighting design concepts (lux levels, Dialux/Relux layouts) is desirable.
- *Skills \& Competencies**
- -------------------------
- Strong B2B/project sales acumen and consultative selling skills
- Influencer and key\-account relationship management
- Commercial and negotiation skills with a margin and collections orientation
- Team leadership, coaching, and performance management
- Market mapping, competition analysis, and pipeline forecasting
- Working knowledge of CRM tools, MS Excel/PowerPoint, and reporting
- Excellent communication and stakeholder management
- Willingness to travel extensively within the assigned territory
Job Snapshot
Updated Date
16\-06\-2026
Job ID
J292
Function
PLUM
Location
Ghore Bibi, Kolkata , West Bengal, India
Experience
7 \- 12 Years
Employee Type
PERMANENT
Salary Range
INR 1000000 \- 1800000 (Annual)