DM - SGS Consumer Lighting

IC/PM

Individual Contributor Role

Company Profile

Jaquar Group is a prominent Indian conglomerate established in 1960 that operates in the bathroom and lighting industry headquartered in Manesar and has a global presence with manufacturing facilities, subsidiaries, and distribution networks in various countries. Jaquar has grown to become one of the leading manufacturers of premium bathroom fittings, sanitary ware, faucets, showers, wellness products, and lighting solutions.

Our Values

At Jaquar Group, our values guide everything we do. As part of our team, you will be expected to uphold these principles:

• Passion for technology – We innovate continuously
• Highest quality standards – We strive for excellence
• Building strong relationships – We value lasting partnerships
• Excellent customer service – We prioritize customer satisfaction
• Taking care of our people – We support and nurture our team
• Integrity – We uphold the highest ethical standards

About the Role

As a Sales Generation Specialist (SGS) for the Consumer Lighting Division, you will be the face of the Jaquar Lighting brand within the trade segment. You will be responsible for building a robust retail network, establishing relationships with distributors and dealers, and driving sales growth. Your role is critical in transforming market potential into tangible sales results and ensuring that Jaquar Lighting becomes the leading brand in the segment.

Key Responsibilities

• Conduct daily business meetings according to the pre-decided journey plan, engaging with end customers to drive sales
• Ensure active engagement and sales targets are met by regional distributors as per classification, with each distributor achieving or exceeding monthly sales expectations
• Educate dealers, distributors, and their retail teams on the advantages and unique selling points of Jaquar Lighting products
• Establish and expand the retail network by appointing distributors and retail outlets within the designated territory, adhering to specified timelines
• Set up product displays at distributor and retail locations, collaborating with the Visual Merchandising team to ensure brand visibility
• Maintain up-to-date knowledge of current sales promotions, payment policies, exchanges, and security practices, ensuring this information is effectively communicated to customers
• Personally demonstrate to distributors and their teams how to pitch Jaquar Lighting products, while ensuring price discipline and promoting ready solutions and service availability
• Drive secondary sales for distributors
• Identify underperforming distributors and provide support to improve their performance, ensuring a return on investment (ROI) for the distributor
• Source and qualify leads, developing client referrals, and making compelling presentations of Jaquar products and services to both existing and potential clients
• Design product life cycles and stock plans for distributors, ensuring optimal inventory management
• Implement secondary schemes in the retail market effectively, and manage promotional activities ensuring materials like brochures and pamphlets are readily available
• Maintain a maximum of 15 days DSO (Days Sales Outstanding) by ensuring timely collection of dues from distributors
• Submit detailed daily call reports (DCR) and secondary sales reports on time to expedite claims and improve sales strategies
• Serve as the primary point of contact for distributors, addressing any issues related to stock, pricing, performance, or customer care
• Ensure customer satisfaction by fostering strong client relationships and providing exceptional service
• Maintain a market database for competitor analysis, focusing on understanding their unique selling propositions (USPs)
• Consistently achieve set sales targets within the specified timeline, demonstrating the ability to close deals and convert prospects

Key Attributes

• Proven track record in handling counter sales and enhancing distribution networks
• Expertise in product selling, particularly in penetrating new markets and driving market development
• In-depth knowledge of the local market and area dynamics is essential
• Strong relationship-building skills, with a focus on service excellence and brand projection
• Experience in achieving sales targets and handling on-the-spot customer conversions
• Ability to successfully project the brand, products, and services in the best possible light

Competencies

Customer Focus

Negotiation Skills

Presentation Skills

Competitor Analysis and Market Development

Qualifications and Experience

• Education: Graduate (B.Tech, B.A., B.Sc, B.Com.). Post graduate preferred
• Experience: 8-10 years of experience in channel sales management within the lighting industry, preferably in electrical channel
• Skills:
  • Strong concept selling and convincing skills
  • Ability to convert customers on-the-spot
  • Excellent communication and presentation skills
  • Maturity to assess situations and handle them professionally
  • A win-win attitude that fosters long-term relationships
  • Adaptability, flexibility, and a goal-driven mind-set
  • Persuasiveness and extraversion, with the ability to explore new opportunities and avenues

Company Commitment to Equal Opportunity Employment

Jaquar Group is committed to fostering a diverse and inclusive workplace and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, national orientation or disability.

Reach Us At

Jaquar and Company Private Limited
Plot No.3, Sector – 11, IMT Manesar
Gurgaon, Haryana – 122050

www.jaquar.com