Head Key Accounts

Role & responsibilities

1. Account Ownership

• Own the end-to-end relationship for Vikram Solar's most strategic accounts large IPPs, government/PSU entities,

and major C&I groups within the ~2 GW / ~4,000 Cr* charter.

• Build multi-threaded relationships within each account: move beyond the single procurement contact to map and

engage plant/project heads, technical evaluators, finance/commercial approvers, and CXO-level sponsors.

• Develop account-specific relationship maps and depth plans for the top accounts, reviewed periodically with the CRO.

• Ensure account knowledge (technical requirements, decision-making structure, competitive presence, renewal timing)

is documented and institutionalized not held only in the incumbent's or a GM's head.

2. Relationship Building & retention

• Build relationships that outlast individual transactions invest in trust and account intimacy that reduces re-tendering

risk and strengthens renewal likelihood.

• Run structured account reviews (quarterly or as appropriate) with top accounts, jointly with the customer, to surface

issues early and identify expansion opportunities.

• Represent Vikram Solar in a way that reinforces long-term partnership positioning not only price and delivery

performance including proactive engagement outside of active deal cycles.

3. Revenue & Commercial Delivery

• Own commercial negotiation on framework agreements, rate contracts, and large deal terms for accounts under this

charter, balancing depth-building with margin discipline.

• Drive cross-sell of EPC, O&M, and emerging BESS/storage offerings into existing key accounts to grow wallet share

beyond the initial module/EPC relationship.

• Monitor collections and contract compliance on key accounts, working with Finance to keep DSO and dispute levels

within acceptable limits.

4. Leadership & Team Building

• Lead, coach, and develop the two General Managers, ensuring each builds comparable account depth and co-location

discipline within their own cluster.

• Build succession depth within the key account team so that account knowledge and relationships are not concentrated

in any single Individual

Key Competencies

• Relationship-building orientation: genuine comfort investing time in trust-building over quick transactional wins.
• Strong stakeholder navigation skills — able to multi-thread relationships across procurement, technical, finance, and

CXO levels within a customer organization.

• Commercial acumen to balance relationship depth with margin and collections discipline.