Job Title: Senior Executive - Specification Sales

Location: Okhla Phase - 1, New Delhi/ Khar West, Mumbai

Department: Enterprise and B2B Sales

Employment Type: Full-time, on-site

Job Summary

ILDL is seeking a Senior Executive - Specification Sales to support and grow its sales operations. The incumbent will be responsible for developing strategic accounts and generating specification-led project business across architectural and decorative lighting.

The role requires strong relationships with architects, interior designers, lighting designers, developers, hospitality groups, PMCs, contractors, consultants and other key project decision-makers. The incumbent will own the sales target and oversee the complete commercial cycle from account development and project discovery to specification, quotation, negotiation, order closure and collection support.

Roles & Responsibilities

- Develop and execute the sales strategy for ILDL's architectural and decorative lighting portfolios.
- Build a strong pipeline across hospitality, premium residential, commercial, developer and other high-value projects.
- Identify and develop new relationships with architects, interior designers, lighting designers, developers, PMCs, contractors, consultants and procurement decision-makers.
- Establish ILDL's involvement at an early stage of the project, before the final specification or BOQ is issued.
- Understand project requirements, design intent, application needs, budget direction, stakeholder structure and the complete decision-making process.
- Coordinate with ILDL's technical, product and design teams to establish the appropriate product direction and lighting solution.
- Develop business for Litolux, DuraGreen, the international architectural-lighting brands ILDL represents, and its decorative-lighting portfolio.
- Ensure every opportunity follows one coherent, commercially appropriate product route,



avoiding uncontrolled alternatives or price-led substitutions.
- Lead product presentations, specification discussions, mock-ups, commercial negotiations and project-closure activities.
- Manage architect relationships and key accounts, ensuring every chance is followed up with a dated next action.
- Present a structured weekly pipeline and take part in performance reviews with the sales team.
- Maintain accurate CRM records, qualified pipeline information, realistic closing dates and evidence-based sales forecasts, and monitor orders, contribution margins, discounts, quotation ageing, collections and conversion rates.
- Coordinate effectively with technical, quotation, order-execution, procurement, finance and after-sales teams, ensuring that client commitments relating to technical performance, pricing, credit, delivery and installation follow ILDL's approved authority process.
- Strengthen ILDL's market visibility through relevant industry events, architect and designer engagement, product presentations and professional networking.
- Consistently achieve agreed monthly, quarterly and annual revenue, contribution-margin and collection targets.

Preferred Candidate Profile
- 2 - 4 years of experience in B2B project sales, specification sales or business development, including at least two years in project or specification-led sales.
- Experience in architectural lighting, commercial lighting, electrical products, home automation, premium building materials, sanitaryware, tiles, switches,



architectural products or design-led interior solutions.
- Demonstrated success in independently opening new accounts and converting complex, multi-stakeholder projects.
- Strong professional relationships with architects, interior designers, lighting designers, developers, builders, PMCs, contractors or hospitality decision-makers.
- Ability to provide measurable evidence of sales targets, achievements, new-business origination, margins and collections.
- Experience managing long sales cycles involving specification, technical evaluation, value engineering, quotations, negotiations and procurement.
- Strong commercial judgement, including understanding of margins, discounts, payment terms and collection risks.
- Comfortable using CRM systems, pipeline reports, forecasting tools and structured performance reviews.
- Strong communication, presentation and negotiation capabilities.
- Hands-on and willing to develop accounts personally.
- Willingness to travel within the assigned market and participate in relevant client meetings, site visits and industry events.

Educational Qualifications
- Any graduate may apply.
- A degree or diploma in Electrical Engineering, Electronics, Architecture, Interior Design or a related discipline is preferred.
- An MBA in Sales or Marketing would be an advantage but is not mandatory.

Key Skills
- Architectural Lighting
- Project Sales
- Specification Sales
- B2B Sales
- Business Development
- Key Account Management
- Architect Relationship Management
- Negotiation
- Sales Forecasting
- Lead Generation

What Success Looks Like The successful candidate will establish a disciplined and commercially productive sales operation, create new specification-led opportunities, improve ILDL's access to key decision-makers and build a reliable pipeline that converts into profitable orders and collections.

📌 Senior Executive - Specification Sales (Mumbai)
🏢 Innovative Lighting Designs
📍 Mumbai