Zonal Sales Manager

About Signify

Through bold discovery and cutting-edge innovation, we lead an industry that is vital for the future of our planet: lighting. Through our leadership in connected lighting and the Internet of Things, we're breaking new ground in data analytics, AI, and smart solutions for homes, offices, cities, and beyond.

At Signify, you can shape tomorrow by building on our incredible 125+ year legacy while working toward even bolder sustainability goals. Our culture of continuous learning, creativity, and commitment to diversity and inclusion empowers you to grow your skills and career.

Join us, and together, we’ll transform our industry, making a lasting difference for brighter lives and a better world. 

More about the role

Job Summary

Leads and motivates the regional sales team to meet and exceed sales and other financial and operational targets while driving growth initiatives within the assigned geographical area.

Key Areas of Responsibility
• Leads and motivates the regional sales team to meet and exceed sales and other financial and operational targets while driving growth initiatives within the assigned geographical area.
• Delivers on financial targets by achieving revenue, margins, and sales productivity efficiency targets within the assigned geographical area. Delivers on operational targets and key growth initiatives as defined by the Commercial Leader, ensuring timely execution and impact.
• Identifies high-potential sectors, customers, and partners in the geography. Drive initiatives for market share growth in the lighting business.
• Manages customers' offer performance by monitoring and optimizing product and service propositions to maximize customer satisfaction and sales.
• Establishes high levels of customer partnership and satisfaction through proactive relationship management and responsiveness to customer needs.
• Leads recruitment, development, and retention efforts of the sales team. Develops the skills of sales specialists and KAMs on products, systems and sales competencies, in order to build a high-performing, technically competent sales team.
• Drives sales team engagement and fosters a culture of accountability to enhance team performance and motivation. Ensures adoption and utilization of CRM tools.
• Ensures disciplined pricing, discount structures, and rebate programs. Monitors margin performance, credit exposure, and profitability across accounts and projects.
• Monitors market trends, competitor activities, and customer feedback to adjust sales strategies proactively.
• If responsible for the Trade business; implements locally relevant distribution strategies, looking at coverage, tier-2 dealer penetration, and channel segmentation. Optimizes go-to-market and channel mix. Oversees relationships with key distributors, wholesalers, etc. Guides KAMs in category growth initiatives and inventory management. Drives sell-out programs with partners, including trade promotions, loyalty schemes, and product placement. Coordinates with marketing to boost brand visibility, portfolio optimization, new launches, mix improvements and sales pull at the counter level. Develops the skills of channel partners through product training, lighting application knowledge, and sales enablement programs to strengthen professionalism in the trade channel.
• If responsible for the Projects business; oversees the project sales funnel across the region, ensuring healthy opportunity pipelines, accurate forecasting, and timely deal closures. Conducts regular reviews with KAMs and sales specialists. Supports KAMs in managing strategic accounts, especially large or complex projects. Builds senior-level relationships with end users, contractors, developers, and government bodies. Coordinates with internal teams to ensure seamless execution of large projects and customer satisfaction.
• If responsible for the Systems Integrators; strengthens relationships with System Integrators, ensuring they are trained, certified, and motivated to promote the company’s lighting solutions. Supports them with technical, commercial, and marketing enablement. Oversees project identification, qualification, and conversion through CSIs. Ensures robust funnel management, accurate forecasting, and timely deal closures through the team’s CRM discipline. Drive sales of integrated lighting solutions, including connected systems, controls, sensors, and IoT platforms. Positions the company as a technology partner in connected lighting ecosystem.
• If responsible for external sales agents; manages a network of independent sales agents responsible for selling the company’s lighting portfolio. Defines coverage strategy, allocates territories, and ensures agents represent the brand effectively. Develops annual and quarterly sales plans for agent-led territories. Cascades revenue, volume, and margin targets to agents and monitors progress through structured reviews and dashboards. Reviews performance regularly and implement improvement plans where needed. Provides regular training to agents on lighting products, applications, and technologies. Equips them with selling tools, marketing collateral, and digital platforms to improve their effectiveness. Manages agent contracts, commission structures, and incentive programs. Ensures transparency and adherence to commercial policies and pricing discipline. Ensures accurate reporting of sales, forecasts, and customer activities by agents. Upholds company compliance, ethical standards, and brand image in all agent interactions and market activities.

Critical Experiences
• Bachelor's degree in Business Administration, Sales, Marketing, or a related field is essential to provide foundational knowledge in sales management and commercial strategies.
• Minimum of 5 years of progressive experience in sales management, including leading regional sales teams and achieving revenue and margin targets within a commercial or trade environment.
• No specific licenses required; however, certifications in sales management or leadership are advantageous but not mandatory.

Everything we’ll do for you

You can grow a lasting career here. We’ll encourage you, support you, and challenge you. We’ll help you learn and progress in a way that’s right for you, with coaching and mentoring along the way. We’ll listen to you too, because we see and value every one of our 27,000+ people. We believe that a diverse and inclusive workplace fosters creativity, innovation, and a full spectrum of bright ideas. With a global workforce present in 70+ countries, we are dedicated to creating an inclusive environment where every voice is heard and valued, helping us all achieve more together. 

Come join us, and together we can light up the future.