AM - MDS PLS

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.