Job Description

Territory Sales Manager - LightingExperience : 2 to 10 yearsLocation : Bangalore, Guwahati, Chennai, Surat, Ahmedabad, Ranchi, MangaloreKey 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. (ref:updazz.com)

Skills Required