Sales Head - Lighting Industry

About Ankur Lighting:

Role overview

• Title: Sales Head
  
• Company: Ankur Lighting (architectural, commercial, retail and custom lighting solutions)
  
• Location: East of Kailash
  
• Reporting to: Managing Director
  
• Team: Sales Managers, Project Sales, Showroom Sales, Channel/Distributor Sales
  

Key responsibilities

• Develop and execute annual and quarterly sales strategy for project, institutional, retail and channel business to achieve revenue and profitability targets.
  
• Build and manage a high‑performance sales organization: hire, train, mentor and appraise regional and vertical sales teams with clear KPIs and incentive plans.
  
• Drive project and specification sales by building strong relationships with architects, lighting designers, MEP consultants, PMCs, developers, government bodies and key corporate accounts.
  
• Grow showroom and retail sales through Ankur’s company‑owned showrooms and key trade partners, ensuring superior customer experience and conversion.
  
• Set regional and segment-wise sales targets; track performance through CRM and MIS, and take timely corrective actions to close gaps.
  
• Collaborate closely with marketing and product teams on launches, pricing, positioning, schemes and promotions to support sales plans.
  
• Continuously map market potential, competitor activity, pricing and new project pipelines to identify opportunities in India and select export markets.
  
• Ensure timely bid preparation, techno‑commercial offers, tenders, and negotiations, balancing competitiveness with healthy margins.
  
• Maintain strong relationships with key customers, resolve escalations quickly, and drive repeat and referral business.
  
• Forecast sales and budgets accurately; provide monthly/quarterly reports, funnel reviews and strategic inputs to top management.
  
• Ensure adherence to company policies on credit, collections, documentation and statutory compliance.
  

Candidate profile

• Graduate in Engineering/Science or Commerce; MBA in Marketing/Sales preferred.
  
• 7–10 years of total experience in B2B/B2C lighting, electrical, building materials or related industries.
  
• Proven track record of achieving aggressive revenue and margin targets, scaling teams, and entering new markets.
  
• Deep understanding of lighting products (LED architectural, commercial, outdoor, custom) and project sales cycles will be an advantage.
  
• Strong relationships with architects, consultants, developers, contractors, retailers and distributors in key metros preferred.
  
• Excellent leadership, communication, negotiation and stakeholder‑management skills, with the ability to influence at CXO level.
  
• Data‑driven and comfortable working with CRM, sales analytics and MS Office tools.
  

Key performance indicators

• Achievement of annual and quarterly revenue and gross margin targets.
  
• Growth in project pipeline, order book and conversion ratio.
  
• Expansion of active architects/consultants, key accounts and channel partners.
  
• Showroom and retail sales growth, footfall‑to‑billing conversion and average ticket size.
  
• Sales team productivity, stability and capability enhancement (hiring quality, training, attrition).