Key Account Manager – Professional Lighting

About the job

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

• sales performance
• strategic account management
• client engagement
• B2B sales

Qualifications

• Bachelor’s degree in Business, Engineering, Marketing, or a related field
• MBA

Preferred Technologies

• sales performance
• strategic account management
• client engagement
• B2B sales