Sr. Area Sales Manager (Lightings)
Sturlite India
Sturlite Electric Private Limited is a Bengaluru-headquartered Fast Moving Electrical Goods (FMEG) company operating across five high-growth categories: Lighting, Wires & Cables (Sturlite Voltedge), Switches, Solar (Zeovolt), and Health tech. Sturlite is in an active growth-acceleration phase, with new category launches underway and a national footprint being rapidly built across India.
We are building a founder-led, performance-first sales culture with strong channel relationships, disciplined execution, and a long-term orientation toward market share leadership in electricals.
**ROLE PURPOSE**
The State Head is the senior-most sales leader for Sturlite's Lighting business in the assigned state. This role owns the full state-level P&L - revenue, collection, market share, and channel health. The State Head builds the sales organization, defines the go-to-market strategy, manages large key accounts, formulates pricing and schemes in collaboration with corporate, and leads a team of ASMs and Sales Executives.
**KEY RESPONSIBILITIES**
- Own state-level revenue, collection, and profitability targets across all product categories in the Lighting division
- Develop and execute the annual state business plan including territory coverage, channel expansion, and product mix strategy
- Build and lead a high-performing sales team (ASMs + SEs); own hiring, development, performance management, and retention
- Manage the state's key accounts, super-stockists, and strategic distributors at the highest relationship level
- Collaborate with corporate on scheme formulation, pricing architecture, and new product launches for the state
- Drive brand and product positioning in the state through influencer engagement, electrician loyalty programs, and institutional tie-ups
- Own state-level forecasting, MIS reporting, and credit discipline; escalate and resolve high-value collection disputes
- Identify and capture white spaces — new towns, new channels (institutions, project business, e-commerce) — to expand market presence
- Champion Dealer NPS in the state; ensure partner satisfaction and loyalty through structured engagement
- Coordinate with supply chain, logistics, and marketing to ensure execution excellence on launches and seasonal campaigns
State P&L Ownership, Channel Management, Team Leadership & Development, Credit & Collections Management, Key Account Management, Territory Strategy & Expansion, Forecasting & Budgeting, New Product Launch Management, Brand & Product Positioning Price & Scheme Formulation, Reporting & MIS Institutional / Project Business.
**LEADERSHIP COMPETENCIES**
- Builds and sustains high-performing, motivated sales teams in competitive, fast-moving markets
- Thinks strategically about market development while staying close to execution and field realities
- Strong stakeholder management - works collaboratively with cross-functional teams (supply chain, finance, marketing)
- Data-driven decision-maker: uses MIS, market intelligence, and competitive data to inform plans
- Entrepreneurial mindset - comfortable with ambiguity and capable of building processes from scratch
- Industry Preference:** Lighting | Wires & Cables | Switches | Switchgear | Appliances
- Prior Roles:** State Head / RSM / Regional Manager / Senior ASM with state exposure
- Key Skills:** State P&L, large team management, strategic channel development, senior stakeholder relationships
- Senior leadership role with direct state P&L ownership from Day 1
- Attractive compensation: ₹ fixed + significant performance variable.
- Direct access to founding leadership team - a seat at the table in a high-growth FMEG company
- Opportunity to build a state organization ground up and leave a lasting market footprint
- Multi-category growth horizon: Lighting, Switchgear and Switches.