As a key representative of our company, you should focus on educating End users, Contractors, D&B Specifiers, Dealer network about Jaquar s Professional Lighting Solutions (PLS). The role involves specifying Jaquar lighting products, preparing tender Bills of Quantity (BOQ) and sample mock-ups for approvals, renewing agreements with existing accounts, enlisting new customers, The primary aim is to generate revenue by establishing and maintaining strong relationships with Pvt & Govt Institutions and enhance brand presence in such customers segments and ensure prompt collections.
Key Responsibilities
- Educate key decision-makers, contractors, and trade customers about PLS, including company vision, product details, USPs, and customer value
- Perform productive business meetings with identified accounts & generate lead for PLS
- Personally take responsibility of top lighting consultants / architects / electrical consultants of the region associated with identified accounts (along with BDM team, wherever required) & make presentations to them with a purpose of converting them for PLS business
- Arrange and assist identified customer to OC/Production Unit for their visits
- Study the potential customer pool and increase in prospect bank of new prospects
- Organize special events/in-house presentation for key accounts on a monthly basis
- Organize and arrange MDS seminar for identified accounts/specifiers/developers for their better understanding of PLS products and revenue growth
- Establish all PLS verticals in market and ensure specification in BOQ/mock-ups at the projects initial stages
- Strategize and convert presented key accounts into approvals
- Generate revenue from existing accounts, renew approvals timely, and ensure zero account loss
- Add new accounts to the customer list and generate revenue from these new accounts
- Mock up at sites/ key accounts/architect / interior designer/lighting consultants not promoting Jaquar group to persuade them to give recommendation and securing sales
- Maintain price discipline to ensure no financial loss to the company
- Introduce and promote newly launched products by the company to key stakeholders
- Maintain good rapport with channel partners for fast execution of orders and mock-ups
- Identify and target specific projects for the promotion of new products, ensuring their inclusion in project specifications
- Secure BOQ (Bill of Quantities) and Mock-up approvals for identified projects, ensuring new products are specified at the initial stages
- Conduct presentations for key decision-makers, trade customers, and contractors at the Orientation Centre and plant
- Build relationships with end users, contractors, maintain a directory of key officials, and distribute gifts on specific occasions
- Ensure no collections are pending with Dealers or direct accounts beyond 45 days of billing
- Conduct productive meetings monthly with external customers
- Responsible to generate PLS revenue from said customers universe
- Monitor and keep track of competitors activities
- Add more new end customers to the existing list by identifying and carrying out a similar exercise as has been done for approval enlistment
- Provide data on time to HO and ensure the same from the respective team members
- Update database from all the departments on the officials, their designation, office etc. for best use of it
- Monitoring monthly performance of sales target, business conversion, mock up approvals & review SOW extraction plan
Key Attributes
- Prior experience in Lighting sales
- Expertise in market development
- Familiarity with B2B lighting working processes
- A well-established network of Pvt & Govt. customers
- Strong Lighting product knowledge
- Experience in independently handling clients
- Proficiency in securing approvals from customers
- Well, acquainted with order processing process
- Able to manage dealers & their query/issues
Competencies
Customer Focus
Negotiation Skills
Presentation Skills
Competitor Analysis and Market Development
Qualifications and Experience
- Education: Bachelor s degree in science / BE / B. Tech in Electrical Engineering / Instrumentation/ Electronics / Mechanical or PG degree in Business Management (preferred)
- Experience:
- Must have 6-8 years experience in B2B Sales, proven experience in selling Lighting Products, Solutions & Services
- Proven experience in managing high-value projects and key accounts
- Proven Experience in extensive & Robust Customer Universe of Key Decision Makers
- Skills:
- Relationship management
- Sales and negotiation
- Market analysis and development
- Event planning and execution
- Proficiency in CRM and sales management tools
- Proficiency in discussing DIALux, photometric calculation sheets, energy efficiency, and light planning tools with clients
- Ability to travel extensively
- Self-Starter, high on initiative and strategic thinking.
