JOB TITLE: DEPUTY GENERAL MANAGER – RESIDENTIAL
AND LIGHT COMMERCIAL

REPORTS TO: CHIEF OPERATING OFFICER

1. JOB PURPOSE
• Overall responsible for revenue and profitability through indirect sales channel in the Gujarat
offering Residential and Light Commercial solutions to customers
• Responsible for recruiting and managing Orb’s channel partners that serve the above
segments of the solar market.
DIMENSIONS
• FY 25-26: 10 Crores revenue target; team -10 channel sales managers; 100 active channel
partners
• FY 26-27: 20 Crores revenue target; team 10-12 channel sales managers; 200 active
channel partners
• FY 27-28: 30 crores revenue target; team 13-15 channel sales manager; 300 active channel
partners
PRINCIPAL ACCOUNTABILITIES
• Manage sales through Channel partners in the target segments in the state of Gujarat.
• Consistently meeting and beating sales targets without offering credit to the channel
• Recruiting, training, developing, and incentivising a network of channel partners who can
buy complete solutions from us
• Build a strong team of state-level channel managers to manage channel partners, and
ensure all installation and after-sales service is efficient and high quality
• Ensure that customer data is collected for all sales by the marketing team
• Ensure regular channel partner and staff training
• Work closely with marketing to develop the right communications and schemes for sales
• Communicate, train, and enforce SOP across all sales verticals
• Accurately forecast so as to minimize inventory holdings of the company
• To work on products that help you differentiate in the target segment
• Effectively sell not just products but annual maintenance contracts – work closely with the
service team to maximise service related revenue
• Get channel partners to appoint technicians who can install systems and also for after-sales
service
• Ensure channel partners are executing high quality installation and service; agree system of
spot checks and ensure adherence
• Consistently feedback customer information for product refinement / development
• Work with technical teams to develop new product offerings for the target segments
• Develop and protect the brand – ensure full compliance with branding guidelines when
working with channel partners
EXPERIENCE REQUIRED
• 10-15 years of senior managerial experience in solar sales / business development
• Ideally managed B2C business, with bottom line responsibility
• Proven ability to manage a large channel partner network over a dispersed geography
• A leader who knows how to motivate a sales team and channel partners
• Displays strong, clear communication and written skills
• A self-starter, able to take initiative and operate independently
• Willing to travel extensively, including into rural areas
• Can present himself / herself well and properly represent the company
• MBA and engineering degrees both a plus.