Job Description 

The Lead – Sales & Business Development will be responsible for driving business growth, client acquisition, and strategic sales initiatives for rooftop, floating, and small utility-scale solar EPC projects. The role focuses on developing high-value customer relationships, expanding market presence, securing new business opportunities, and achieving revenue targets across Commercial & Industrial (C&I), Government, and PSU sectors.

The position requires close collaboration with Engineering, Project Management, Finance, and Commercial teams to deliver competitive proposals, ensure successful project execution, and strengthen the company's leadership in the renewable energy sector.

Key Responsibilities

1. Sales Strategy & Business Development

• Develop and execute sales strategies for rooftop, floating, and utility-scale ground-mounted solar projects (up to 20MW).
• Identify, generate, and qualify new business opportunities across Commercial & Industrial (C&I), Government, Institutional, and PSU sectors.
• Build and manage a strong sales pipeline to achieve revenue and growth targets.
• Drive B2B and B2G sales initiatives aligned with business objectives.
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2. Client & Stakeholder Management

• Build and maintain relationships with CXOs, industrial clients, facility managers, PSU officials, DISCOMs, and state nodal agencies.
• Lead end-to-end customer engagement from lead generation and proposal development to contract negotiation and project award.
• Manage pricing discussions, commercial negotiations, and contract closures.
• Ensure high levels of customer satisfaction and long-term client relationships.
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3. Market Intelligence & Strategy

• Conduct market research, competitor analysis, and customer need assessments.
• Identify new market opportunities, strategic partnerships, and business expansion initiatives.
• Monitor government policies, renewable energy regulations, and industry trends.
• Support pricing strategies and go-to-market planning through market insights.
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4. Cross-Functional Collaboration

• Work closely with Engineering, Project Management, Finance, and Commercial teams to develop technically and commercially competitive proposals.
• Coordinate with internal stakeholders to ensure timely project delivery and customer satisfaction.
• Support project handover and transition from sales to execution teams.
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5. Team Leadership & Performance

• Lead, mentor, and develop a high-performing sales team.
• Establish clear sales targets and key performance indicators (KPIs).
• Monitor sales performance and implement strategies to improve conversion rates and business growth.
• Foster a culture of accountability, collaboration, and continuous improvement.
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6. Business Performance & Reporting

• Track revenue, pipeline growth, project wins, and customer retention metrics.
• Prepare regular sales forecasts and performance reports.
• Analyse sales trends and recommend business development strategies.
• Ensure achievement of annual revenue and market expansion goals.
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Qualifications & Experience

• Bachelor's Degree in Engineering (Electrical or Mechanical preferred).
• MBA in Sales, Marketing, or Business Development is preferred.
• Minimum 12–15 years of experience in Solar Sales, with at least 10 years in Solar EPC sales for Rooftop, Floating, or Small Utility-Scale Solar projects.
• Proven experience in Commercial & Industrial (C&I), Government, and PSU business development.
• Strong network with DISCOMs, state nodal agencies, industrial customers, and key stakeholders.
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Technical Skills

• Solar EPC Business Development
• B2B & B2G Sales
• Commercial & Industrial (C&I) Solar
• Rooftop & Floating Solar Projects
• Utility-Scale Solar Sales
• Client Relationship Management
• Contract Negotiation
• Techno-Commercial Proposal Development
• Market Research & Competitor Analysis
• PVSyst
• AutoCAD
• Google SketchUp
• CAPEX/OPEX Models & ROI Analysis
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Key Competencies

• Strategic Sales Leadership
• Business Development
• Customer Relationship Management
• Negotiation & Influencing Skills
• Commercial Acumen
• Market Intelligence
• Team Leadership
• Communication & Presentation Skills
• Cross-Functional Collaboration
• Problem Solving & Decision Making
• Results Orientation
• Stakeholder Management