General Manager - Solar Sales

Job Description: General Manager - Solar Sales & Business Development

Location: Hyderabad (Travel Pan India)

Position Purpose

To lead and drive the organization's solar business growth by acquiring industrial, commercial, government, and strategic customers, developing channel partnerships, securing large-scale solar projects, achieving revenue and booking targets, expanding market presence, and ensuring sustainable business growth across rooftop, captive, open-access, and utility-scale solar segments.

Key Responsibilities

1. Business Development & Revenue Growth

• Develop and execute the annual solar sales strategy to achieve revenue and profitability targets.
• Generate new business opportunities across Industrial, Commercial, Government, Institutional, and Utility segments.
• Drive sales of:
• Rooftop Solar Projects
• Captive Solar Projects
• Open Access Solar Projects
• Ground-Mounted Solar Projects
• C&I Solar Solutions
• Build a strong sales pipeline and ensure consistent project closures.

2. Strategic Account Management

Develop and manage relationships with key decision-makers in:

• Cement Industry
• Steel Industry
• Pharma Industry
• Warehousing & Logistics
• Manufacturing Companies
• FMCG Companies
• Educational Institutions
• Hospitals and Commercial Establishments

Responsibilities include:

• Identification of high-potential customers.
• Executive-level engagement.
• Long-term account management.
• Contract negotiations and commercial closures.

3. Government & Institutional Business

• Track Central and State Government solar tenders.
• Identify opportunities from:
• SECI
• NTPC
• Government Departments
• Municipal Corporations
• DISCOMs
• Public Sector Undertakings
• Lead tender evaluation, bid preparation, pricing strategy, and submission processes.
• Liaise with government authorities and industry associations.

4. Channel & Partner Development

Develop and manage:

• EPC Partner Network
• Dealer Network
• Channel Sales Partners
• Consultants and Solar Advisors
• Project Referral Partners

Responsibilities:

• Appoint and onboard channel partners.
• Drive partner productivity.
• Create partner incentive programs.
• Expand regional market coverage.

5. Sales Operations & Project Closure

• Lead customer presentations and technical-commercial discussions.
• Review proposals, quotations, and commercial offers.
• Negotiate contracts and closures.
• Support project handover to execution teams.
• Coordinate with engineering, finance, procurement, and operations teams.

6. Market Intelligence & Strategy

• Monitor competitor activities and market movements.
• Track policy and regulatory developments affecting the solar sector.
• Analyze solar technology trends and emerging business opportunities.
• Recommend new products, pricing strategies, and go-to-market plans.

7. Team Leadership

• Build and lead a high-performing solar sales team.
• Establish sales processes and performance standards.
• Mentor Regional Sales Managers, Government Sales Team, and Channel Development Team.
• Conduct regular performance reviews and pipeline assessments.

Desired Candidate Profile

Education

• B.E./B.Tech (Electrical, Mechanical, Electrical & Electronics, Energy Engineering)
• MBA (Marketing/Sales) preferred

Experience

• 12-18+ years of Solar Rooftop/Module sales and business development experience.
• Proven experience in acquiring large Industrial & Commercial solar projects.
• Strong exposure to Open Access, Captive Solar, and Government Tender Business.
• Established network with industry leaders, EPC contractors, consultants, and government agencies.

Required Competencies

Technical Competencies

• Solar Power Solutions
• Open Access Projects
• Captive Solar Projects
• EPC Sales
• Tender Management
• Commercial Negotiations
• PPA Structuring
• Financial Analysis & Project Feasibility