State head - (Lighting)

Job Description – State Head, Sales (Lighting Business) Department - Sales – Lighting Division Location - Ranchi, Jharkhand

Reporting To - Vice President – Sales / Lighting Business

About Sturlite Sturlite Electric Pvt. Ltd. is a Bengaluru-based Fast Moving Electrical Goods (FMEG) company operating across Lighting, Wires & Cables, Switches, Solar Solutions, and Wellness products. With an aggressive growth strategy and expanding national footprint, Sturlite is building a high-performance sales organization focused on market leadership, channel excellence, and customer satisfaction.

Position Summary

The State Head – Sales (Lighting Business) will be responsible for driving sales growth, market expansion, channel development, and team performance across Telangana. The incumbent will lead the state sales organization, strengthen distributor and dealer networks, develop strategic business plans, drive primary and secondary sales, and establish Sturlite as a preferred lighting brand in the market.

The role requires strong expertise in FMEG/Electrical industry sales, channel management, team leadership, commercial acumen, and business development.

Key Responsibilities

• Sales Strategy & Business Growth
• Develop and execute state-level sales strategies aligned with company growth objectives.
• Drive achievement of monthly, quarterly, and annual sales targets.
• Identify opportunities across residential, commercial, industrial, institutional, infrastructure, and project segments.
• Develop business plans to maximize revenue, profitability, and market share.
• Monitor market trends, customer requirements, and competitor activities.
• Channel Sales & Distribution Management
• Appoint, develop, and manage distributors, dealers, retailers, and channel partners.
• Expand market coverage by identifying new territories and business opportunities.
• Improve channel productivity and market penetration.
• Ensure optimal stock availability and effective distribution management.
• Strengthen relationships with key trade partners and influencers.
• Primary & Secondary Sales Management
• Drive primary billing and secondary market offtake.
• Ensure effective implementation of sales plans and schemes.
• Monitor sales performance at distributor, dealer, and retailer levels.
• Develop corrective actions to improve productivity and sales conversion.
• Team Leadership & Capability Development
• Lead and manage Area Sales Managers, Territory Managers, Sales Officers, and Sales Executives.
• Recruit, train, coach, and retain high-performing sales professionals.
• Establish clear KPIs, KRAs, and performance management systems.
• Build a performance-driven and customer-centric sales culture.
• Market Development & Brand Building
• Enhance brand visibility and market presence across Telangana.
• Organize dealer meets, electrician meets, contractor meets, product demonstrations, and promotional activities.
• Build relationships with architects, consultants, builders, government departments, contractors, and project stakeholders.
• Support marketing initiatives and product launch activities.
• Key Account & Relationship Management
• Develop and maintain strong relationships with key customers and strategic accounts.
• Ensure superior customer experience and long-term business partnerships.
• Resolve major customer concerns and support business retention initiatives.
• Sales Planning, Forecasting & Operations
• Prepare annual operating plans, sales forecasts, and demand projections.
• Ensure accurate forecasting and inventory planning.
• Work closely with Supply Chain Finance, Marketing, Marketing, Marketing, Marketing, Customer Service, and Depot Operations teams.
• Improve sales processes and operational efficiencies.
• Commercial & Collection Management
• Ensure timely collections and healthy receivable management.
• Monitor credit control and distributor financial health.
• Optimize trade investments and sales expenditures.
• Support profitability and working capital objectives.
• Market Intelligence & Strategic Planning
• Conduct market research and competitive benchmarking.
• Analyze sales performance and identify growth opportunities.
• Provide actionable recommendations to senior management.
• Support new product introductions and expansion initiatives.
• Reporting & MIS
• Prepare weekly, monthly, and quarterly business reviews.
• Track sales performance, collections, distribution reach, and market coverage.
• Present business insights and strategic recommendations to management.
• Ensure data accuracy and timely reporting.

Key Performance Indicators (KPIs)

• Sales Revenue Achievement
• Primary Sales Growth
• Secondary Sales Growth
• Market Share Expansion
• Distributor & Dealer Network Growth
• Retail Coverage Expansion
• Collection Efficiency
• Team Productivity
• Forecast Accuracy
• Brand Visibility & Market Penetration
• Key Account Development
• Profitability Achievement

Eligibility Criteria

Educational Qualification

• bachelor’s degree in engineering, Business Administration, Marketing, or related discipline.
• MBA / PGDM preferred.

Experience

• 15–18 years of experience in Lighting, Electricals, FMEG, Switchgear, Consumer Durables, or related industries.
• Minimum 5 years in a senior sales leadership role managing state-level operations.
• Proven track record in dealer/distributor network development and revenue growth.
• Experience handling both primary and secondary sales.
• Exposure to project sales and trade sales will be preferred.

Key Competencies

• Strategic Business Planning
• Channel Sales Management
• Distributor & Dealer Development
• Primary & Secondary Sales Management
• Team Leadership & People Development
• Market Expansion & Territory Development
• Commercial Acumen
• Sales Forecasting & Analytics
• Negotiation & Influencing Skills
• Customer Relationship Management
• Problem Solving & Decision Making
• Result Orientation & Execution Excellence