Lighting Sales

Sales Manager – Institutional & Infrastructure Lighting (High Mast / High Bay)

Function

Sales & Business Development — Lighting Division

Reports To

Head – Lighting Division / Director

Location

Mumbai (travel required — pan-India project sites)

Employment Type

Full-time, Permanent

Experience

5–10 years in project / institutional lighting sales

ABOUT THE ROLE

KEI's Lighting Division supplies high mast and high bay lighting solutions for large-scale infrastructure projects, including airports, stadiums, sports complexes, industrial yards, and other institutional sites. We are looking for a Sales Manager who can drive specification-led, tender-based sales into this segment — working directly with airport operators, sports authorities, EPC contractors, MEP consultants, and government bodies. This is a project sales role, not a retail or channel sales role: the ideal candidate is comfortable with long sales cycles, technical specification discussions, and tender documentation.

KEY RESPONSIBILITIES

• Identify, pursue, and close business in high mast and high bay lighting for airports, stadiums, sports complexes, industrial yards, and similar institutional/infrastructure projects.
• Build and manage relationships with airport authorities/operators (AAI, GMR, GVK, Adani, etc.), sports authorities (SAI, state sports departments), EPC contractors, and MEP/lighting design consultants.
• Track and respond to government and institutional tenders (GeM portal and other e-tendering platforms), including preparing technical and commercial bid documentation.
• Work with lighting design consultants to get KEI specifications built into tender documents ahead of bid release ("spec-in" selling).
• Coordinate photometric layouts and lux-level compliance requirements with the technical/design team (DIALux/Relux based designs) to match project and regulatory standards (e.g., CIE/IS standards for stadium and area lighting).
• Conduct site visits and surveys to understand project requirements, pole heights, mounting constraints, and structural considerations for high mast installations.
• Prepare and present technical proposals, BOQs, and commercial quotations tailored to institutional buyers and consultants.
• Manage the full sales cycle from lead generation through order closure, including price negotiation, contract terms, and outstanding payment follow-up.
• Track competitor activity and pricing in the institutional lighting space (e.g., Philips/Signify, Havells, Bajaj, Crompton Greaves, Wipro Enlighten, CP Lighting, Schréder, Disano) and report market intelligence.
• Maintain a project pipeline tracker and provide regular sales forecasts and reports to management.

CANDIDATE REQUIREMENTS

• 5–10 years of experience in lighting sales, with direct exposure to high mast, high bay, area, flood, or stadium/sports lighting projects (not purely retail, architectural, or channel sales).
• Prior experience with institutional or government tenders and familiarity with the GeM portal or similar e-tendering systems is strongly preferred.
• Experience working with or selling to EPC/MEP contractors, airport operators, or sports/government authorities.
• Working knowledge of photometric design concepts and comfort discussing specifications with lighting consultants (hands-on DIALux/Relux use is a plus, not mandatory).
• Background with organizations such as Signify/Philips, Havells, Bajaj Electricals, Crompton Greaves, Wipro Enlighten, CP Lighting, HPL, Schréder, Disano, Thorn, or similar is a strong signal.
• Bachelor's degree required; an MBA/PGDM in Marketing or Sales is an advantage.
• Willingness to travel extensively for site visits, client meetings, and project reviews across India.
• Strong negotiation skills, ability to manage long (6–18 month) sales cycles, and comfort with outstanding/payment follow-up on large-value orders.