Head of Sales - C&I

Job Title:

Head of Sales- C&I

Department: Sales / Business Development

Reporting To: National Sales Head- C&I

Location: Uttar Pradesh- Lucknow; Madhya Pradesh- Indore; Karnataka- Bangalore; Maharashtra- Pune(4 Locations)

Job Purpose:

To drive revenue growth by identifying, developing, and closing EPC solar project opportunities across commercial, industrial, and utility segments. The role focuses on end-to-end sales management including lead generation, techno-commercial proposals, negotiations, and contract closure.

Key Responsibilities:

Business Development & Sales

• Identify and develop new EPC solar project opportunities (Rooftop, Ground-mounted, C&I, Utility scale).
• Build and maintain strong relationships with corporate clients, developers, consultants, and channel partners.
• Conduct client meetings, site visits, and technical discussions to understand project requirements.
• Track market trends, competitor activities, and policy/regulatory changes in the solar sector.

Proposal & Bid Management

• Coordinate with engineering, design, and estimation teams to prepare techno-commercial proposals.
• Prepare and submit RFQs, RFPs, tenders, BOQs, and EPC quotations.
• Ensure pricing competitiveness while maintaining project margins.
• Support tender documentation, pre-bid meetings, and clarifications.

Negotiation & Order Closure

• Lead commercial negotiations and finalize contracts in line with company policies.
• Achieve monthly, quarterly, and annual sales targets.
• Ensure timely receipt of LOIs, work orders, and contract sign-off.

Project Coordination & Handover

• Coordinate with internal project execution teams for smooth project handover.
• Support clients during initial project kickoff and commercial documentation.
• Ensure customer satisfaction and repeat business opportunities.

Reporting & Compliance

• Maintain accurate sales pipeline, MIS reports, and CRM updates.
• Ensure adherence to company policies, legal compliance, and ethical sales practices.

Key Account & Large Project Acquisition

• Lead sales for large and complex EPC projects (multi-MW).
• Participate in high-level negotiations, contract structuring, and closures.
• Engage with CXOs, promoters, and senior decision-makers of client organizations.
• Drive repeat business and long-term framework agreements.

Qualifications & Experience:

• Bachelors degree in Engineering (Electrical / Mechanical / Energy) or MBA in Sales/Marketing.
• 58 years of experience in EPC sales within solar or renewable energy industry.
• Proven track record of closing EPC solar projects.
• Experience in C&I rooftop and utility-scale solar projects preferred.

Key Skills & Competencies:

• Strong understanding of solar EPC project lifecycle.
• Knowledge of solar components (modules, inverters, BOS).
• Excellent communication, presentation, and negotiation skills.
• Techno-commercial acumen.
• Ability to work independently and manage multiple stakeholders.
• Willingness to travel extensively.

KPIs / Performance Metrics:

• Revenue and order inflow targets.
• Conversion ratio from leads to orders.
• Gross margin achievement.
• Client acquisition and retention.
• Accuracy and timeliness of proposals and documentation.

Preferred Attributes:

• Exposure to government and private solar tenders.
• Familiarity with MNRE, DISCOM, and open access regulations.
• Strong network within solar EPC ecosystem