Key Account Manager - Professional Lighting

Sturlite India

Business Unit

Professional Lighting | Sturlite Electric Private Limited

Role- Key Account Manager

Professional Lighting

Head Office Location

Bengaluru

Experience- 05

15 Years

Industry- Professional Lighting / Architectural Lighting / Project Sales / Electricals

Qualification- B.E. / B. Tech / B.Sc. | MBA preferred

Reports To

Zonal Sales Manager

Professional Lighting

Team Size

05 Sales Executives / Territory Sales Executives

About-

Sturlite Electric Sturlite Electric Private Limited is a Bengaluru-based electrical products company founded in 2009, with a vision to deliver best-in-class lighting and electrical solutions across India. The company has built a strong presence in LED lighting and electrical products and is now rapidly expanding its Professional Lighting business across commercial, industrial, retail, hospitality, healthcare, and infrastructure segments.

With a robust project business approach and a growing channel network, Sturlite is establishing a strong pan-India footprint in the professional and architectural lighting space, making this a pivotal moment to join a high-growth business.

Role Overview-

We are looking for a highly driven and relationship-oriented Key Account Manager to manage and grow strategic accounts for Sturlites Professional Lighting division within the assigned region.

The role involves driving project sales, developing specification business, managing institutional and corporate accounts, and strengthening relationships with architects, consultants, contractors, and channel partners. The ideal candidate should possess strong B2B project sales experience in professional or architectural lighting, along with the ability to manage complex project cycles from specification to execution.

Key Responsibilities

Regional Sales Leadership & Revenue Growth

Own and drive the regional sales plan: set targets, build strategy, and consistently achieve or exceed revenue, margin, and collection goals.

Lead a team of Territory Sales Executives (TSEs) and Area Sales Managers; define KPIs, review performance, and build sales capability.

Develop a strong project pipeline and channel network across key metros and Tier 2 cities within the region.

Identify whitespace opportunities and new segments (hospitality, healthcare, retail, infrastructure) for business expansion.

Project & Specification Management

Identify, track, and manage large projects from design and tender stage through approval to order execution.

Work closely with architects, lighting/electrical consultants, and PMC teams to ensure Sturlite products are specified and retained till 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, competitive pricing strategy, and technical compliance documentation.

Strategic Account & Key Customer Management

Serve as the primary point of contact for key accounts: end users, main contractors, specifiers (architects/consultants), and channel partners/system integrators.

Develop and implement account plans tailored to high-value customers; manage relationship health and ensure repeat business.

Conduct regular account reviews, business planning discussions, and performance assessments with clients.

Drive upselling and cross-selling opportunities within existing accounts and channel portfolio.

Architect & Consultant Engagement

Build and sustain a structured engagement program with top architects, interior designers, lighting consultants, and project management companies in the region.

Drive product specification and endorsement through architect events, product workshops, project site visits, and ongoing relationship management.

Maintain a robust specifier database and track specification conversions into project orders.

Execution & Order Fulfilment

Act as a single point of coordination from order confirmation to final delivery and project handover.

Coordinate internally with supply chain, production, logistics, and support teams to ensure timely execution of orders.

Support site teams during installation, testing, commissioning, and issue resolution.

Ensure smooth project execution and post-sales support to strengthen customer retention and reference generation.

Market Intelligence & Reporting

Maintain accurate pipeline updates, project trackers, and account records through CRM systems.

Prepare regular sales forecasts, account status reports, and project progress updates for management review.

Provide insights on competitor activities, pricing trends, specification movements, and new project opportunities.

Support management with actionable inputs for business planning, product positioning, and regional growth strategies.

Skills & Competencies

Technical & Domain:

Deep knowledge of professional lighting products, applications, and standards (UGR, IP, IK, lumen packages, drivers, SPD, CRI) Ability to read and interpret lighting layouts, BOQs, and technical specifications Familiarity with lighting design tools (DIALux / Relux) is a plus Understanding of project tendering, approval processes, and contractor ecosystem.

Leadership & Commercial

trong commercial acumen: revenue ownership, margin management, and collections focus Ability to manage long and short sales cycles, complex multi-stakeholder environments People leadership: coaching, target-setting, performance management Strong presentation, negotiation, and influencing skills at senior levels.

Qualifications & Experience

Bachelors degree in engineering, Business, Marketing, or related field; MBA preferred.

515 years of experience in B2B sales, key account management, project sales, or specification sales within professional lighting, architectural lighting, electricals, or related industries.

Strong exposure to large commercial, industrial, infrastructure, healthcare, hospitality, IT/ITES, airports, metro, factories, warehouses, and institutional projects is preferred.

Proven track record in managing strategic accounts and achieving sales targets consistently.

Strong relationships with architects, lighting consultants, contractors, builders, PMCs, and institutional customers are highly desirable.

Experience handling complete project lifecycle including specification, approvals, execution, and collections.

Proficiency in CRM systems, sales reporting, and pipeline management tools.

What Sturlite Offers

Leadership Role :

A pivotal leadership role in building Sturlite's Professional Lighting business from the ground up in your region.

Large Project Exposure

Direct exposure to large-scale commercial, institutional, hospitality, and infrastructure projects.

Attractive Compensation

Competitive fixed CTC with a meaningful performance-linked variable pay tied to revenue and profitability targets.

Career Progression

Clear pathway to national roles as the Professional Lighting division expands pan-India.

Direct Leadership Access

Regular direct interaction with senior leadership, enabling fast decisions, strategic inputs, and strong organisational visibility.