As a key representative of our companys Hospitality Lighting division, you will act as the brand ambassador, ensuring a positive and robust brand image. Your role will involve extensive interaction with key decision-makers and influencers in the Hospitality sector, presenting our lighting solutions, and developing new business opportunities. You will be responsible for fostering strong client relationships, conducting market development activities, and securing New and Renovation Hotel projects. Your technical expertise and proactive approach will help you provide tailored solutions and support to Hospitality Customers.
Key Responsibilities
- Present Jaquar Lighting solutions to key influencers and decision-makers in the Hospitality Business Segment
- Develop and execute strategies to secure new and renovation hotel projects, ensuring that Jaquar Lighting solutions are chosen. Sell solutions based on long-term benefits, advantages, features, and customer care, leveraging personal relations to secure regular business and build a robust pipeline of prospects
- Achieve and surpass total PLS revenue targets through effective market development, customer engagement & continuously increase market share
- Curate and execute Events for target customers to enhance brand visibility and client engagement. Organize factory visits and JW/OC visits for key decision-makers of hospitality projects
- Maintain and update data to ensure strong business relations with key decision-makers, specifically promoters, presidents, CEOs, and VPs of hospitality chains, ensuring brand approval and acceptance. Develop strong one-to-one relationships with chief engineers and purchase teams of existing and operational hotels
- Provide single-point solutions to clients, including product selection guidance, solution suggestions, and coordination with customer care and installation teams
- Travel extensively to maintain market reach, client connections, and promptly address client needs
- Educate the hospitality sector on the Jaquar Brand and the unique value of Complete Lighting Solutions
- Conduct extensive market coverage of hospitality chains, promoters/builders, architects, PMCs, Electrical & Lighting Designers / Consultants
- Take personal ownership of hospitality clients and add new customers to the company s portfolio
- Establish all verticals of CLS (PLS, Architectural, Decorative & Facade) with New Hospitality projects / Existing Hotels and introduce New Jaquar Lighting Products. Make self-directed plans, set goals, and achieve targets chain-wise, unit-wise, promoter-wise, and Architect/PMC/Lighting Designer - Consultant-wise
- Ensure product specification/mock-ups at site in the initial stages of projects and secure subsequent orders
- Convert existing hotels to CLS users through sales promotion and business development
- Lead by example in personal accountability and responsibility
- Ensure productive quality and quantitative customer calls as per company norms and conduct the required number of result-oriented customer meetings
- Coordinate with BSI to extend the best pro-active customer care support to hospitality clients
- Monitoring monthly performance of specifications done, business conversion, mock up approvals & review SOW extraction plan
Key Attributes
- Strong technical understanding of electrical systems, automation, and BMS (lighting related)
- Ability to work effectively in a team and cross-functional environment
- Proficiency in discussing DIALux, photometric calculation sheets, energy efficiency, and light planning tools with clients
- Sound commercial acumen and knowledge of Professional Lighting would be an added advantage
- Eagerness to learn about new products, SKUs, technology, and skill enhancement tools
- Willingness to work on IT platforms, Computer literacy including sound knowledge of the MS Office suite of software, follow procedures, and align with organizational guidelines
- Proven experience in market development and growth within the hospitality sector
- Established contacts in hotel chains, hotel units, promoters/builders, architects, and PMCs
- Willingness to cover the entire region (Delhi and other states) and travel as required
Competencies
Customer Focus
Negotiation Skills
Presentation Skills
Competitor Analysis and Market Development
Qualifications and Experience
- Education:
- Bachelor s Degree in science / BE / BTech in Electrical Engineering / Instrumentation / Electronics / Mechanical
- PG degree in Business Management (preferred)
- Experience:
- 8-10 years B2B project Sales experience in selling Lighting Products, Solutions & Services with a minimum of 3 years in hospitality (hotel) sales
- Experience in the hospitality sector with a focus on lighting solutions is preferred
- Exposure to C-Suite level deal making is essential
- Skills:
- Capability to set goals, conduct self-reviews, and continuously improve
- Excellent communication and presentation skills
- Technical aptitude to understand and discuss lighting solutions with clients
- Pleasing personality with street smartness
- Ability to handle senior managers/key decision-makers in the hospitality sector
- People and Relationship building Skills including Networking Skills
- Ability to engage the customers to ramp up business support at the same time being able to deliver value
- Self-Starter, high on initiative and strategic thinking
- Eagerness to learn and expand responsibilities
- Demonstrated grit in handling challenging customers and negotiations
- Convincing attitude with a win-win approach for long-term relationship building
- Solution-oriented mindset with an entrepreneurial attitude and aptitude
