Manager

Job Description

About the Role

Perform productive business meetings with identified accounts & generate lead for PLS. Personally take responsibility of top lighting consultants/architects/electrical consultants of the region associated with identified accounts (along with BDM team, wherever required) & make presentations to them with a purpose of converting them for PLS business.

Responsibilities

- Arrange and assist identified customer to OC/Production Unit for their visits.
- Study the potential customer pool and increase in prospect bank of new prospects.
- Organize special events/in-house presentation for key accounts on a monthly basis.
- Organize and arrange MDS seminar for identified accounts/specifiers/developers for their better understanding of PLS products and revenue growth.
- Establish all PLS verticals in market and ensure specification in BOQ/mock-ups at the project&aposs initial stages.
- Strategize and convert presented key accounts into approvals.
- Generate revenue from existing accounts, renew approvals timely, and ensure zero account loss.
- Add new accounts to the customer list and generate revenue from these new accounts.
- Mock up at sites/ key accounts/architect / interior designer/lighting consultants not promoting Jaquar group to persuade them to give recommendation and securing sales.
- Maintain price discipline to ensure no financial loss to the company.
- Introduce and promote newly launched products by the company to key stakeholders.
- Maintain good rapport with channel partners for fast execution of orders and mock-ups.
- Identify and target specific projects for the promotion of new products, ensuring their inclusion in project specifications.
- Secure BOQ (Bill of Quantities) and Mock-up approvals for identified projects, ensuring new products are specified at the initial stages.
- Conduct presentations for key decision-makers, trade customers, and contractors at the Orientation Centre and plant.
- Build relationships with end users, contractors, maintain a directory of key officials, and distribute gifts on specific occasions.
- Ensure no collections are pending with Dealers or direct accounts beyond 45 days of billing.
- Conduct productive meetings monthly with external customers.
- Responsible to generate PLS revenue from said customers universe.
- Monitor and keep track of competitors activities.
- Add more new end customers to the existing list by identifying and carrying out a similar exercise as has been done for approval enlistment.
- Provide data on time to HO and ensure the same from the respective team members.
- Update database from all the departments on the officials, their designation, office etc. for best use of it.
- Monitoring monthly performance of sales target, business conversion, mock up approvals & review SOW extraction plan.

Qualifications

- Education: Bachelors degree in science / BE / B. Tech in Electrical Engineering / Instrumentation/ Electronics / Mechanical or PG degree in Business Management (preferred).
- Must have 8-14 years experience in B2B Sales, proven experience in selling Lighting Products, Solutions & Services
- Proven experience in managing high-value projects and key accounts

Required Skills

- Relationship management.
- Sales and negotiation.
- Market analysis and development.
- Event planning and execution.
- Proficiency in CRM and sales management tools.
- Proficiency in discussing DIALUX, photometric calculation sheets, energy efficiency, and light planning tools with clients.
- Ability to travel extensively.
- Self-Starter, high on initiative and strategic thinking.

Preferred Skills

- Proven experience in selling Lighting Products, Solutions & Services.
- Proven experience in managing high-value projects and key accounts.
- Proven Experience in extensive & Robust Customer Universe of Key Decision Makers.

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