Senior Manager Business Development Commercial and Industrial Solar

Job Purpose

The Senior Manager Business Development will own and drive the growth of Sesola's C&I Solar business. This role is responsible for building a structured, sector-wise prospect database, generating and converting qualified leads, marketing Sesola's solar capabilities to key decision-makers, and delivering revenue and capacity-addition targets set by the company. The role requires a hunter mindset, strong consultative selling skills, and the ability to build lasting relationships with commercial and industrial energy consumers.

Key Responsibilities

1. Market Mapping & Database Development

Build and continuously update a structured, sector-wise database of prospective C&I clients, covering segments such as hospitals, educational institutions, factories and manufacturing plants, apartment associations / residential welfare associations, malls, supermarkets and retail chains, IT parks, and warehousing / logistics facilities.

Segment the database by energy consumption profile, roof/land availability, contract type (CAPEX/OPEX/PPA), and decision-making authority to prioritise high-potential accounts.

Maintain and update the database and pipeline status in the CRM on an ongoing basis.

2. Lead Generation & Client Outreach

Identify and generate new business opportunities through networking, cold calling, referrals, industry associations, and digital outreach.

Pitch and market Sesola's solar EPC profile, project track record, and value proposition to facility heads, procurement teams, CFOs, and business owners across target sectors.

Represent Sesola at industry events, exhibitions, trade bodies, and conferences to build visibility and generate leads.

3. Solution Presentation & Proposal Development

Engage clients early to understand their energy consumption, roof/land availability, and commercial objectives.

Coordinate with the technical/engineering team to develop right-sized solar solutions (rooftop, ground-mounted, or open access) and competitive commercial proposals.

Present techno-commercial proposals to client stakeholders and consultants, addressing ROI, savings, and sustainability outcomes.

4. Deal Closure & Target Achievement

Lead commercial negotiations, including pricing, contract structuring (CAPEX/OPEX/PPA), and payment terms, in coordination with management.

Convert the pipeline into signed contracts and drive achievement of monthly, quarterly, and annual sales/capacity targets set by the company.

Work closely with legal and finance teams to ensure smooth contract closure and documentation.

5. Relationship & Account Management

Build and maintain strong, long-term relationships with clients, consultants, architects, facility management companies, and channel partners.

Secure product and vendor approvals with key consultants and PMC firms to strengthen Sesola's position across target sectors.

Ensure high client satisfaction through effective coordination with execution and O&M teams post-sale, supporting repeat and referral business.

6. Market Intelligence & Reporting

Track competitor activity, pricing benchmarks, policy/regulatory developments (net metering, open access, RPO), and emerging opportunities across sectors.

Provide regular market insights and pipeline forecasts to leadership to support strategic planning.

Prepare and present periodic MIS reports on database growth, lead conversion, and target achievement to the reporting authority (VP/Director/CFO).

Target Sector Focus

The role is expected to build coverage and a live opportunity pipeline across the following sectors, expanding as the business grows:

Hospitals & Healthcare Facilities

Educational Institutions & Campuses

Factories & Manufacturing Plants

Apartment Associations / Residential Welfare Associations

Malls & Shopping Complexes

Supermarkets & Retail Chains

IT Parks, Commercial Buildings & Corporate Offices

Warehousing, Logistics & Cold Storage Facilities

Key Result Areas (KRAs)

Size and quality of the sector-wise prospect database built and maintained.

Number of qualified leads generated and converted per quarter.

Revenue / MW capacity closed against company-assigned targets.

Client retention and repeat/referral business generated.

Accuracy and timeliness of pipeline reporting and forecasting.

Candidate Requirements

Education

Bachelor's degree in Engineering (Electrical/Mechanical preferred); MBA or PGDM in Sales & Marketing is an added advantage.

Experience

815 years of B2B sales/business development experience, with at least 4–6 years focused on solar EPC, renewable energy, or C&I energy solutions.

Demonstrated experience selling into hospitals, institutions, factories, malls, residential associations, or similar C&I/institutional segments.

Proven track record of consistently meeting or exceeding sales targets.

Existing network of decision-makers, consultants, and channel contacts within the C&I energy space will be a strong advantage.

Skills & Competencies

Strong business acumen with a consultative, solutions-oriented sales approach.

Excellent communication, negotiation, and presentation skills, with the ability to engage CXO-level stakeholders.

Working knowledge of solar EPC commercial models (CAPEX/OPEX/PPA), open access, and net metering frameworks.

Self-motivated, target-driven, and comfortable working with high ownership in a fast-scaling business.

Proficiency in CRM tools and MS Office (Excel, PowerPoint) for pipeline and database management.

Willingness to travel extensively across the assigned territory.

What This Role Is Not

Not a back-office tendering, estimation, or purely technical design role.

Not a government liaison or subsidy-processing role.

Not a pure distributor/channel management role — this is a direct, client-facing hunting role.