Manager

About the Role

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.

Responsibilities

• 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 project's 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.

Qualifications

• Education: Bachelor’s degree in science / BE / B. Tech in Electrical Engineering / Instrumentation/ Electronics / Mechanical or PG degree in Business Management (preferred).
• Must have 8-14 years experience in B2B Sales, proven experience in selling Lighting Products, Solutions & Services
• Proven experience in managing high-value projects and key accounts

Required 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.

Preferred Skills

• 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.