State Head

State Head Lighting

Company: Sturlite Electric Private Limited
Department: Sales Lighting
Designation: State Head
Location: Jharkhand (Ranchi)
Reporting To: Vice President – Sales / Lighting Business Head
Channel: B2C / General Trade

About Sturlite

Sturlite Electric Private Limited is a growing electrical products company with a presence across India. Its product portfolio includes LED Lighting, Wires & Cables, Switchgear, Switches, Solar and other product categories. Sturlite is focused on market expansion, distribution excellence, product innovation and building strong dealer and distributor relationships.

Role Purpose

The State Head – Lighting will be responsible for driving state-level business growth, revenue, profitability, market expansion and channel development. The role involves developing a strong distributor and dealer network, leading the state sales team, increasing primary and secondary sales, and strengthening Sturlite's market presence across the assigned state.

Key Responsibilities

• Develop and execute the state sales strategy to achieve monthly, quarterly and annual business targets.
• Own state-level revenue, profitability, sales growth and collection targets.
• Expand the distributor, dealer and retailer network across existing and untapped markets.
• Drive primary and secondary sales through the B2C / General Trade channel.
• Lead, coach and develop the sales team, including Regional Sales Managers, Area Sales Managers and Sales Executives, as applicable.
• Identify new market opportunities, appoint channel partners and improve retail penetration.
• Build strong relationships with distributors, dealers, retailers, electricians and other market influencers.
• Monitor competitor activities, pricing, trade schemes, product launches and market trends.
• Plan and execute trade promotions, product launches, dealer engagement and brand visibility initiatives.
• Review distributor performance, stock availability, secondary sales, outstanding payments and channel profitability.
• Prepare state-level business plans, sales forecasts, MIS reports and market development plans.
• Coordinate with marketing, finance, supply chain and other internal teams to ensure smooth business operations.
• Conduct regular market visits and business reviews to improve sales productivity and market coverage.
• Recruit, train and retain sales talent to build a high-performing state sales organization.

Required Experience and Qualifications

• 12–18 years of overall experience in sales within the Lighting, Electricals or FMEG industry.
• Minimum 4–5 years of experience in a State Head, Regional Sales Manager or equivalent senior sales leadership role.
• Strong experience in B2C sales, general trade, dealer and distributor management.
• Proven track record of achieving sales targets and expanding market share.
• Experience in managing large territories, sales teams and channel partners.
• Strong understanding of primary sales, secondary sales, distribution, retail penetration and collections.
• Graduate in any discipline; MBA in Sales or Marketing will be an advantage.
• Willingness to travel extensively across the assigned state.

Key Skills

• State Sales and Business Planning
• B2C / General Trade Sales
• Lighting and Electrical Product Knowledge
• Distributor and Dealer Network Development
• Primary and Secondary Sales
• State-Level Business and Profitability Management
• Team Leadership and Development
• Market Expansion and Retail Penetration
• Sales Forecasting and MIS
• Negotiation and Stakeholder Management
• Trade Marketing and Competitor Analysis
• Credit Control and Collections

Key Performance Indicators (KPIs)

• Achievement of state sales and revenue targets.
• Growth in primary and secondary sales.
• New distributor and dealer appointments.
• Increase in active retail outlets and market coverage.
• Improvement in market share and product visibility.
• Collection efficiency and control of outstanding payments.
• Sales team productivity and retention.
• Distributor performance and channel profitability.

Preferred Candidate Profile

Candidates from established Lighting and Electrical brands with strong B2C / General Trade experience, an established dealer-distributor network, state-level business ownership and proven team leadership will be preferred.