KAM-North Industry Vertical (B2B)

Territory: North Region Industry Accounts: North- Punjab, NCR, UP,UK, Haryana

Reports To: Segment Head Industry

Position Summary:

Havells India Ltd is seeking a dynamic and results-driven KAM Industry for its Professional Lighting division in the North region. This role is responsible for driving business development, solution selling, and market penetration in key industrial verticals including manufacturing units, logistics parks, industrial parks, and large-scale infrastructure facilities. The ideal candidate will work closely with branch sales, product, and project teams to deliver customized lighting solutions tailored to industrial applications and energy efficiency needs.

Proven ability to lead and collaborate across cross-functional teams within a matrix organizational structure, ensuring alignment, driving accountability, and delivering strong business results.

Lead and manage the Industrial segment for the North Region, with direct ownership of 3040 key industrial accounts, ensuring consistent delivery of revenue and growth targets.

Key Responsibilities:

1. Segment Strategy & Business Development

• Develop and execute the go-to-market strategy for industrial lighting solutions across North.
• Identify and engage key accounts in core sectors: FMCG, Pharma, Auto & Ancillaries, Engineering, Warehousing, etc.
• Map regional opportunities and collaborate with channel partners, contractors, and consultants.

2. Customer Solutions & Consultative Selling

• Conduct site audits and provide customized lighting proposals in line with Havells' product offerings (LED, smart controls, energy-efficient systems).
• Position Havells as a preferred solutions provider for industrial lighting through value engineering and ROI-based selling.
• Collaborate with design and application teams for lighting simulations (e.g., DIALux) and technical proposals.

3. Stakeholder Engagement & Ecosystem Management

• Build long-term relationships with facility managers, industrial consultants, EPC contractors .
• Participate in industry forums and exhibitions to enhance brand visibility in the industrial segment.

4. Sales Enablement & Execution

• Support the regional branch sales team with segment-specific knowledge, product positioning, and technical support.
• Coordinate with supply chain and service teams to ensure timely project delivery and post-sales support.
• Achieve monthly, quarterly, and annual targets for revenue and profitability from the industrial segment.

5. Market Intelligence & Reporting

• Monitor competitor activity, pricing trends, and project pipelines across North key Industrial hubs.
• Maintain CRM records, generate MIS reports, and provide actionable insights to senior management.

Candidate Profile:

• Education: B.E./B.Tech in Electrical/Electronics or equivalent. MBA/PGDM is preferred.
• Experience: Minimum 812 years in industrial B2B Industrial Sales, or lighting business development.
• Industry Preference: Electricals, Lighting, Automation, or Industrial Solutions.
• Skills Required:
• Strong knowledge of industrial lighting norms and applications.
• Ability to read technical drawings and interpret BOQs.
• Effective communication in English, Hindi etc
• Proficiency in MS Office and lighting design tools (DIALux/Relux desirable).