Job Title

Key Account Manager – (Professional Lighting)

Department

Sales

Organization

Sturlite Electric Private Limited

Location

Kumara park, Bangalore, India

Reporting to

Zonal Sales Manager

Skills

Exposure to large commercial (Office) / industrial / infrastructure projects such as IT /ITES offices, BFSI, airports, metros, IT parks, factories, warehouses, hospitals, real estate developers, or public infrastructure is preferred

Overview:

We are seeking an experienced Key Account Manager to lead and grow our Professional Lighting business within the FMEG division. The role focuses on driving regional sales performance, developing key accounts, expanding channel networks, and strengthening the brand’s presence in the professional lighting segment, including projects and institutional sales.

Key Responsibilities:

·      Strategic Account Leadership

o  Develop and implement strategic account plans to meet and exceed revenue targets.

o  Serve as the primary point of contact for key accounts across end users, contractors, specifiers (architects/consultants), and channel partners/system integrators.

o  Build deep understanding of customer business needs and align Sturlite’s product

solutions accordingly.

·      Sales & Business Growth

o  Drive full sales cycle from lead generation, proposal, negotiation, to closure of profitable deals.

o  Identify opportunities for upselling and cross-selling within existing accounts.

o  Prepare and present compelling sales presentations, product demos, and proposals to decision-makers.

·      Customer & Market Engagement

o  Manage and nurture long-term relationships with key customers to enhance loyalty and repeat business.

o  Drive product specification and endorsement by architects, consultants, and influencers in project pipelines.

o  Conduct regular account reviews, business discussions, and performance assessments with clients.

o  Cross-Functional Collaboration

o  Work closely with internal teams including Product, Marketing, Production and Support to ensure alignment and delivery excellence.

o  Provide market and competitor insights to influence pricing, product positioning, and future strategies.

o  Maintain accurate and up-to-date records in CRM systems and provide timely sales forecasts.

Project & Specification Management:

o  Identify, track, and manage key projects from design, tender, approval, to execution stages.

o  Work closely with architects, lighting/electrical consultants and PMC teams to ensure Sturlite products are specified and retained till final order.

o  Influence BOQs, technical submittals, and approval drawings to prevent brand substitution.

o  Coordinate mock-ups, lighting calculations, samples, and site trials as required.

o  Manage tender participation, pricing strategy, and technical compliance documentation.

·      

Execution & Order Fulfilment

o  Act as single point of contact from order receipt to final delivery and site handover.

o  Coordinate with internal supply chain, production, and logistics teams to ensure on-time delivery.

o  Support site teams during installation, testing, and commissioning.

o  Resolve execution issues proactively to ensure customer satisfaction and repeat business. Skills & Competencies:

o  Strong understanding of professional lighting products, applications, and standards (UGR, IP, IK, lumen packages, drivers, SPD, etc.).

o  Ability to read and interpret lighting layout, BOQs, and technical specifications.

o  Commercial acumen with focus on sales, margin and collections.

o  Comfortable managing short/ long sales cycles and multiple stakeholders.

Required Qualification Experience:

o  Bachelor’s degree in business, Engineering, Marketing, or related field. MBA is a plus.

o  8+ years of proven experience in B2B sales, key account management, or strategic sales, preferably in a manufacturing or product environment (e.g., industrial products, building materials, hardware, technical goods).

Demonstrated success in managing strategic accounts and achieving sales targets

please feel free to reach out to me at Neha.k@sturlite.com or contact me at 9036597500 for further discussion.