About the role
Role Summary
The Business Development Manager will lead the C&I rooftop solar sales function, drive revenue growth, and manage a team of Business Development Executives and Telemarketing personnel. This role requires independently closing high-value industrial rooftop solar projects while maintaining healthy margins and fostering strong client relationships.
Key Responsibilities
- Sales Strategy & Execution: Develop and implement business development strategies for the industrial rooftop solar segment.
- Team Leadership: Allocate sales targets, review team performance, and drive achievement of company revenue goals.
- Market Expansion: Identify new markets, industrial clusters, and high-value opportunities.
- Client Engagement: Conduct client meetings, presentations, negotiations, and independently close projects.
- Proposal Oversight: Review proposals, system designs, RFQs, site survey inputs, and commercial documentation before submission.
- Post-Sale Coordination: Oversee agreements, kick-off meetings, collections, and dispute resolution post-order.
- Financial Monitoring: Track receivables, ensure timely collections, and maintain project margins.
- Data-Driven Optimization: Monitor KPIs, generate reports, and improve sales efficiency using actionable insights.
- Team Development: Identify training needs and foster a high-performance sales culture.
- High-Value Project Focus: Personally target and develop opportunities valued above INR 5 Crores.
Performance Metrics
- Conduct a minimum of 20 client meetings per month.
- Convert 50% of meetings into orders within 3 months.
- Achieve monthly revenue targets as assigned.
- Maintain a minimum EPC gross margin of 15%.
- Ensure payment realization within two weeks of accounts receivable handover.
Preferred Qualifications
- Industry Experience: Demonstrated experience in the solar industry, particularly in the C&I segment.
- Sales Focus: Proven background in enterprise or industrial solar sales — direct experience preferred.
- Project Scope: Experience in C&I / industrial rooftop solar sales is highly valued; open access experience is a plus but not a substitute for core C&I exposure.
- Track Record: Achieved ≥5 MW of solar sales in the last 12 months.
- Client Diversity: The 5 MW should include sales to at least 5 unique industrial clients.
- Strong communication and presentation skills
- Skilled negotiator with the ability to manage complex stakeholder dynamics
- Proven ability to independently close complex projects with minimal senior oversight