Territory Manager Professional Lighting (B2B Division)
Location: Ahmedabad & Nagpur
Experience: Minimum 2+ years (with 25 years in similar geography/client handling)
Reporting: Area Sales Manager
Role Type: Individual Contributor
About the Role
We are seeking a Territory Manager to drive revenue growth in the Professional Lighting segment by achieving territory targets aligned with annual budgets and monthly S&OP plans. This role involves engaging with architects, consultants, electrical contractors, and key institutional clients to generate sales, secure approvals, and win projects for Crompton.
Key Responsibilities
- Sales & Collections:
- Achieve monthly and quarterly sales targets across departments and institutions
- Generate business from municipalities, government departments, railways, MES, industries, hotels, hospitals, and other key institutions
- Ensure timely collections through contractors and EPC partners as per project timelines
- Conduct seminars and product displays for government offices and institutions
- Drive business expansion within the assigned territory
- Channel Management:
- Align and strengthen relationships with major channel partners
- Maintain regular engagement and visits to existing partners
- Market Intelligence:
- Monitor competition, market trends, and emerging opportunities
Performance Metrics
- Achievement of annual sales budget
- Product penetration across segments (Commercial, Industrial, Solar, HM, etc.)
- Collection efficiency and ROD % of primary revenue
- Channel appointments vs. target
- Maintain lead pipeline (7X) and bid pipeline (4X) using SFDC tool
Key Interactions
- Internal: ASM, RSM, Finance, Logistics
- External: Municipalities, Government Departments, Railways, MES, Industries, Hotels, Hospitals, and other institutions
Desired Competencies
- Execution Excellence
- Courage and Personal Leadership
- Innovation and Relationship Management
Education & Age
- Graduate (Regular) or B.Tech (Electrical/Mechanical) with MBA (Preferred)
