Area Sales Manager – Lighting

Area Sales Manager – Lighting

Experience – 5 to 15 Years
Location – 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.

Job Type: Full-time

Work Location: In person