Head of Sales

Responsibilities & Key Deliverables

Key Responsibilities:

Sales & Business Development:

• Develop and execute a comprehensive sales strategy for rooftop, floating and small utility-scale ground-mount solar projects (up to 20MW).
• Generate and qualify leads across industrial, commercial, institutional and government sectors.
• Build and maintain a strong pipeline of opportunities across geographies.
• Drive B2B and B2G sales, ensuring alignment with business goals.

Client & Stakeholder Management:

• Develop and maintain relationships with key decision-makers (CXOs, facility managers, PSU officials, etc.).
• Manage end-to-end client engagement from pitch to project award.
• Lead client negotiations including pricing, terms, and contract closure.

Team Leadership & Collaboration:

• Build and lead a high-performing sales team with clear performance KPIs.
• Collaborate with Engineering, Project Management, and Finance teams to develop competitive proposals and ensure delivery capability.

Market Intelligence & Strategy:

• Conduct competitive benchmarking and market research.
• Identify new market segments and partnership opportunities.
• Provide inputs into pricing strategy, go-to-market plans, and innovation roadmaps.

Key Performance Indicators (KPIs):

• Annual sales/revenue generated from target segments.
• Conversion rate of qualified leads to successful deals.
• Number and size of projects secured.
• Market expansion and penetration.
• Customer satisfaction and retention.

Core Competencies:

• Strong verbal and written communication skills to deliver persuasive pitches and reports
• Driven by outcomes
• Demonstrates ownership from lead generation to deal closure and handover.
• Ability to work under pressure, meet deadlines, and exceed targets.
• Well verse with softwares like pvsyst, google sketchup and autocad
• Excellent communication, negotiation, and interpersonal skills.
• Strategic thinker with a hands-on approach.
• Familiarity with government policies and regulatory frameworks in the renewable energy space.
• Techno-commercial acumen with knowledge of solar PV technology, CAPEX/OPEX models, and ROI calculations.

Qualification & Other Requirements

Education:

• Bachelor's degree in Engineering (Electrical/Mechanical preferred).
• MBA in Sales/Marketing/Business Development (preferred).

Experience:

• 18-20 years of experience in Solar sales, with at least 10 years in EPC sales in rooftop/floating/small utility solar segment in C&I and Govt.
• Proven track record in achieving annual revenue targets and closing large-scale EPC/developer-led projects.
• Experience working with DISCOMs, PSU, state nodal agencies, and industrial clients is a plus.