Job Description

The Lead – Sales & Business Development will be responsible for driving business development, client acquisition, and sales strategy for rooftop, floating, and small utility-scale ground-mounted solar projects up to 20 MW.

The role will focus primarily on generating business from Commercial & Industrial (C&I), institutional, government, and PSU customers, while developing strong relationships with CXOs, facility managers, PSU officials, DISCOMs, state nodal agencies, and other key stakeholders.

The ideal candidate should bring extensive experience in Solar EPC sales, strong knowledge of the renewable energy landscape, and a proven track record of closing large-value EPC/developer-led projects. Strong understanding of CAPEX/OPEX models, ROI, government policies, market dynamics, and solar technology will be important for this role.

Key Responsibilities

1. Sales & Business Development

• Develop and execute sales strategies for rooftop, floating, and small utility-scale ground-mounted solar projects up to 20 MW.
• Generate and qualify leads across industrial, commercial, institutional, government, and PSU segments.
• Build and maintain a strong pipeline of business opportunities across assigned geographies.
• Drive B2B and B2G sales in alignment with organisational objectives.
• Identify new business opportunities and convert them into sustainable revenue.
• Manage the complete sales cycle from lead generation and client engagement through negotiation and project award.
• Drive annual revenue and project acquisition targets.
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2. Client & Stakeholder Management

• Develop and maintain relationships with key decision-makers including CXOs, facility managers, PSU officials, and other senior stakeholders.
• Manage end-to-end client engagement from initial pitch through project award and handover.
• Lead commercial discussions and negotiations covering pricing, terms, and contract closure.
• Build long-term relationships with strategic customers and stakeholders.
• Represent the organisation professionally across customer and industry interactions.
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3. Territory & Market Development

• Develop a strong understanding of the geographical, industrial, and business environment of assigned territories.
• Understand regional customer challenges and identify relevant solar solutions.
• Identify new markets, customer segments, and partnership opportunities.
• Develop market expansion strategies for rooftop, floating, and small utility-scale solar.
• Conduct competitor benchmarking and monitor market developments.
• Track changes in renewable energy policies and regulatory frameworks.
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4. Team Leadership & Collaboration

• Build and lead a high-performing sales team with clearly defined KPIs.
• Guide team members on lead generation, opportunity development, client engagement, and deal closure.
• Collaborate with Engineering, Project Management, Finance, and other functions to develop competitive proposals.
• Ensure sales commitments are aligned with project execution and delivery capabilities.
• Drive accountability and performance across the sales team.
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5. Market Intelligence & Strategy

• Conduct regular market research and competitive benchmarking.
• Identify emerging market segments and strategic partnership opportunities.
• Provide inputs into pricing strategies and go-to-market plans.
• Track competitor activity, customer requirements, and industry trends.
• Provide market insights to support business and commercial decision-making.
• Contribute to innovation and expansion strategies for the business.
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6. Government & Regulatory Engagement

• Develop and maintain relationships with DISCOMs, state nodal agencies, PSU stakeholders, and government authorities.
• Stay updated on relevant tenders, government policies, and renewable energy regulations.
• Understand regulatory requirements affecting C&I and government solar projects.
• Support business development activities involving government and public-sector customers.
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7. Techno-Commercial Sales

• Demonstrate strong understanding of solar PV technology and EPC project requirements.
• Understand CAPEX, OPEX, and ROI models and their commercial implications.
• Coordinate with technical teams to develop technically and commercially viable proposals.
• Use tools such as PVSyst, Google SketchUp, and AutoCAD as required.
• Ensure customer requirements are translated into appropriate technical and commercial solutions.
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Qualifications & Experience

• Bachelor's Degree in Engineering, preferably Electrical or Mechanical Engineering.
• MBA in Sales, Marketing, or Business Development is preferred.
• 18–20 years of experience in Solar Sales, with at least 10 years of experience in EPC sales.
• Strong experience in rooftop, floating, and small utility-scale solar projects.
• Experience working with C&I and government/PSU customers.
• Proven track record of achieving annual revenue targets and closing large-scale EPC/developer-led projects.
• Experience working with DISCOMs, PSUs, state nodal agencies, and industrial clients is an advantage.
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Technical & Functional Skills

• Solar EPC Sales
• Business Development
• C&I Sales
• B2B & B2G Sales
• Rooftop Solar
• Floating Solar
• Ground-Mounted Solar
• CAPEX / OPEX Models
• ROI & Commercial Analysis
• Client Acquisition
• Key Account Management
• Market Development
• Competitor Mapping
• Government & PSU Sales
• DISCOM & Nodal Agency Relationships
• Solar PV Technology
• PVSyst
• Google SketchUp
• AutoCAD
• Tendering & Regulatory Knowledge
• Pricing & Commercial Negotiation
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Key Competencies

• Strategic Sales Leadership
• Business Development
• Commercial Acumen
• Customer Relationship Management
• Negotiation & Influencing
• Team Leadership
• Market Intelligence
• Strategic Thinking
• Target Orientation
• Stakeholder Management
• Problem Solving
• Communication Skills
• Ownership & Accountability
• Execution Excellence
• Ability to Work Under Pressure