The Regional Manager - PLS at Jaquar is responsible for establishing and nurturing relationships with key decision-makers in all type of potential customers & decision makers in both private & government sector. This role involves educating these stakeholders about Jaquar s comprehensive product offerings from lighting basket. The manager will implement project strategy, dealer management & development, team management, work on product specifications in all probable customers, with positioning Jaquar as the preferred brand. Additionally, the role includes converting market potential into sales, leading the regional team, and ensuring the achievement of sales targets.

Key Responsibilities

1. Stakeholder Engagement and Education

Meet key decision-makers such as CXO Level, Chief Engineers, CWEs, Plant Heads, and Technical Heads etc.
Educate these stakeholders about Jaquars brand value and product offerings from Lighting solutions
Make comprehensive presentations on Jaquar s status, vision, size, and strengths to secure product specifications in projects
Arrange visits for decision-makers to the OC and factory

2. Market Development and Sales

Cover all targeted segments to secure product approvals
Take personal ownership of top customers within the assigned territory
Achieve and exceed sales targets set for self and the team on a monthly basis
Introduce and promote new products as they are launched by the company
Conduct market surveys and address identified gaps
Ensure business channel expansion thus resulting in revenue growth
Identify the un tapped market and create and implement market penetration strategies for reach expansion

3. Team Leadership and Development

Guide and monitor subordinates daily, providing feedback on their Daily Call Reports (DCRs)
Develop the team to achieve 100% productivity, setting monthly targets and conducting weekly reviews
Prepare and share the promotional activity calendar (Monthly and Annually) to the manager and ensure timely compliance of the same
Conduct competency assessment for the sales team and develop a dedicated training programme for each region/branch

4. Operational Management

Monitor credit control to ensure financial stability
Map competitor activities in Lighting industry, including pricing, new product arrivals, and incentives
Ensure smooth implementation of sales plans and targets
Ensure timely receipt of payments from the market
Ensure implementation of activities planned

5. Customer Relationship Management

Build and maintain strong relationships with key Private, government and institutional clients
Provide exceptional customer service and address client issues promptly
Develop strategies to enhance customer satisfaction and loyalty

6. Strategic Market Analysis

Conduct regular market analysis to identify trends and opportunities within the Private, government and institutional sectors
Develop and implement strategies to capitalize on market opportunities
Stay updated on Govt. policies and regulations affecting the industry and adapt strategies accordingly

7. Approval Management & Data Consolidation

Ensure the consolidation of the validity/longevity of the approvals enlistments and specifications got done so far in the Pvt/Central/State/PSUs & Others
Add more new 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 customers on the officials, their designation, address etc. for best use of it

Key Attributes

Proven experience in setting goals, reviewing team performance, and addressing gaps
Established contacts and experience dealing with government officials
Skills in making persuasive presentations to senior government officials
Experience in selling high-priced products and converting contacts into business
Competency in setting and reviewing Goals/KRAs for team members

Competencies

Customer Focus

Negotiation Skills

Conflict Resolution

Presentation Skills

People Management

Competitor Analysis and Market Development

Qualifications and Experience

Education : Bachelor s degree in science / BE / B. Tech in Electrical Engineering / Instrumentation/ Electronics / Mechanical or PG degree in Business Management (preferred)
Experience:
- Must have 18-22 years experience in B2B project sales, 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
Skills:
- Strong leadership and team management 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

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DGM - Regional Manager PLS