Solar B2B: Regional Sales Manger (WEST)

Regional Sales Manager: Solar B2B (WEST)

Business Unit: Solar

Department: Commercial & Industrial Sales (Projects)

Reports To: NSM C&I /Turn-Key

Location: Mumbai

Territory: West India (Gujarat+Maharashtra)

Job Summary :

The RSM: Solar Rooftop Sales-West Region will lead the growth of the rooftop solar business across West India Region , focusing on Industrial, Commercial, Institutional and Govt. (Except utility) segments. The role involves driving revenue, building sales teams and channel networks, managing key accounts, and navigating Indias rooftop solar policies, DISCOM processes, and regulatory frameworks. Represent Havells in Seminars, Exhibitions, Presentations etc.

Key Responsibilities:

Sales Strategy and Leadership:

• Develop and implement a rooftop Solar strategy aligned with company Growth Objectives in West India Region
• Lead, mentor and manage Sales teams
• Define sales targets, Incentives, KPIs and ensure achievement of revenue targets
• Expand business in region based on market potential

Business Development & Key accounts:

• Drive large-ticket rooftop solar project closures in C&I Segment
• Build and manage relationships with corporate clients, Industrial Clients, Commercial clients, PSUs, MSMEs, Premium Real estate developers, and government institutions
• Lead negotiations for CAPEX, OPEX, and PPA-based rooftop solar project
• Oversee proposal development, pricing, and commercial negotiations

Channel & Partner Management:

• Develop and manage EPC partners, installers, channel partners, and consultants in the West Region
• Strengthen distributor and System integrator networks for C&I rooftop business
• Monitor partner performance and ensure quality and compliance

Policy, Regulatory & Market Intelligence:

• Track and interpret MNRE guidelines, state solar policies, net metering and gross metering regulations
• Analyze competitor activity, pricing trends, and subsidy structures

Cross-functional Collaboration:

• Work closely with engineering, procurement, finance, legal, and project execution teams
• Ensure accurate system design inputs, cost estimates, and project timelines and Execution /hand over of the project

Key Performance Indicators (KPIs):

• Annual and Quarterly revenue targets.
• MW capacity addition (rooftop installations) In the projects.
• Sales pipeline value and conversion rates.
• Profit margins and Pricing discipline.
• Team performance, Productivity tracking and Channel partner Alignment and contribution.

Required Qualifications & Experience

• Bachelors degree in engineering( Any stream) - MBA preferred
• 1215+ years of experience in sales or business development and Project Handling
• Minimum 57 years of experience in rooftop solar / renewable energy in India
• Proven experience handling high-value C&I rooftop projects
• Strong knowledge of Indian rooftop solar policies, DISCOM processes, and subsidy frameworks
• Strong leadership and team-building skills.
• Excellent negotiation and stakeholder management abilities
• In-depth understanding of CAPEX, OPEX, RESCO, and PPA models
• Financial acumen and contract management skills
• Willingness to travel across West India