Key Account Manager

About the job

Key Account Manager – Professional Lighting 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 strategic key accounts, expanding channel networks, and strengthening the brand’s presence in the professional lighting segment, including projects a ... nd institutional sales. Key Responsibilities 1. Strategic Account Leadership • Develop and implement strategic account plans to meet and exceed revenue targets. • Serve as the primary point of contact for key accounts, including end users, contractors, specifiers (architects and consultants), and channel partners/system integrators. • Build a deep understanding of customer business needs and align Sturlite’s product solutions accordingly. 2. Sales & Business Growth • Drive the full sales cycle from lead generation and proposal submission to negotiation and closure of profitable deals. • Identify opportunities for upselling and cross-selling within existing accounts. • Prepare and deliver compelling sales presentations, product demonstrations, and proposals to key decision-makers. 3. Customer & Market Engagement • Manage and nurture long-term relationships with key customers to enhance loyalty and repeat business. • Drive product specification and endorsement by architects, consultants, and influencers within project pipelines. • Conduct regular account reviews, business discussions, and performance assessments with clients. 4. Cross-Functional Collaboration • Work closely with internal teams including Product, Marketing, Production, and Support to ensure alignment and delivery excellence. • Provide market and competitor insights to influence pricing, product positioning, and future strategies. • Maintain accurate and up-to-date records in CRM systems and provide timely sales forecasts. 5. Project & Specification Management • Identify, track, and manage key projects from design, tender, and approval stages through to execution. • Work closely with architects, lighting consultants, electrical consultants, and PMC teams to ensure Sturlite products are specified and retained until final order. • Influence BOQs, technical submittals, and approval drawings to prevent brand substitution. • Coordinate mock-ups, lighting calculations, product samples, and site trials as required. • Manage tender participation, pricing strategy, and technical compliance documentation. 6. Execution & Order Fulfilment • Act as the single point of contact from order receipt to final delivery and site handover. • Coordinate with internal supply chain, production, and logistics teams to ensure on-time delivery. • Support site teams during installation, testing, and commissioning. • Resolve execution issues proactively to ensure customer satisfaction and repeat business. Skills & Competencies • Strong understanding of professional lighting products, applications, and standards (UGR, IP, IK ratings, lumen packages, drivers, SPD, etc.). • Ability to read and interpret lighting layouts, BOQs, and technical specifications. • Strong commercial acumen with focus on sales growth, margin management, and collections. • Comfortable managing both short and long sales cycles involving multiple stakeholders. Required Qualifications & Experience • Bachelor’s degree in Business, Engineering, Marketing, or a related field. MBA is an added advantage. • 8+ years of proven experience in B2B sales, key account management, or strategic sales. • Experience in a manufacturing or product-driven environment such as industrial products, building materials, hardware, or technical goods is preferred. • Demonstrated success in managing strategic accounts and consistently achieving sales targets. • Experience engaging with end users, contractors, architects/consultants, and channel partners/system integrators is highly desirable.

Requirements

• Professional lighting products
• Sales growth
• Customer relationship management
• Project management
• Negotiation skills

Qualifications

• Bachelor’s degree
• MBA (preferred)
• 8+ years in B2B sales

Preferred Technologies

• Professional lighting products
• Sales growth
• Customer relationship management
• Project management
• Negotiation skills