JOB DESCRIPTION & KPI FRAMEWORK
Sales Executive / Sales Manager – Solar Business
Engineering, Procurement & Project Execution | C&I | Group Captive | BESS
ROLE OVERVIEW
Role Title
Sales Executive / Sales Manager – Solar Business
Department
Sales & Business Development
Location
Surat, Gujarat (with travel across project geographies)
Reporting To
Founder / Business Head
CTC
As per experience and profile fitment | Performance incentive linked to KPIs
ABOUT THE ROLE
We are a Surat-based company engaged in engineering and procurement for solar energy projects. Our project portfolio spans:
▸ Commercial & Industrial (C&I) rooftop and ground-mounted solar
▸ Group Captive solar projects
▸ Open access solar power projects
▸ EPC (Engineering, Procurement & Construction) coordination
▸ Battery Energy Storage Systems (BESS) — an emerging and high-priority vertical
We are looking for a results-driven Sales Executive or Sales Manager who can independently drive business development, manage the full sales funnel from prospecting to closure, and build long-term client relationships in the solar space.
KEY RESPONSIBILITIES
1. Business Development & Lead Generation
▸ Identify and develop new business opportunities across C&I, group captive, and open access solar segments
▸ Build and maintain a robust pipeline of qualified prospects through networking, referrals, cold outreach, and industry events
▸ Map key decision-makers — CFOs, plant heads, purchase committees — across target industries in Gujarat and pan-India
▸ Leverage industry associations, developer networks, and BNI/CII-style chambers for relationship-driven lead generation
2. Client Engagement & Proposal Management
▸ Conduct site visits, initial assessments, and energy audits in coordination with the technical team
▸ Prepare and present techno-commercial proposals, ROI analyses, and payback calculations for clients
▸ Coordinate with internal engineering and procurement teams to ensure accurate, timely proposal delivery
▸ Handle client objections, negotiate commercial terms, and drive proposals to closure
3. Segment-Specific Sales
▸ Drive C&I solar sales — target industries with high energy consumption (textile, chemical, FMCG, ceramics, pharma)
▸ Develop group captive project leads — identify consortiums, manufacturing hubs, and industry clusters
▸ Support open access project pitches — coordinate with regulatory and technical teams for feasibility
▸ Progressively develop BESS (Battery Energy Storage) sales capability — understand customer use cases (peak shaving, backup, time-of-use arbitrage) and position BESS solutions
4. Key Account Management
▸ Own and grow a portfolio of key accounts post-closure
▸ Ensure high client satisfaction through the project execution phase — act as the bridge between client and delivery team
▸ Drive repeat business, cross-sell, and referrals from existing clients
5. Market Intelligence & Reporting
▸ Track competitor activity, pricing benchmarks, policy changes (MNRE, GEDA, SECI tenders), and regulatory developments
▸ Provide weekly sales pipeline reports, monthly forecasts, and quarterly business reviews
▸ Maintain accurate CRM records of all leads, meetings, proposals, and deal status
ELIGIBILITY & QUALIFICATIONS
Educational Qualification
▸ B.E. / B.Tech in Electrical, Mechanical, Electronics, or related Engineering discipline
▸ MBA in Sales / Marketing will be an added advantage
▸ Diploma engineers with strong solar sales track record will also be considered
Experience
▸ Minimum 2–8 years of experience in solar energy sales (C&I, group captive, EPC, or project sales)
▸ Candidates from adjacent industries — power sector, industrial equipment, HVAC, DG sets, or energy efficiency solutions — will also be considered if they demonstrate strong learning agility
▸ Freshers from solar-focused programs or internships with exceptional aptitude may be considered for Junior Executive roles
Preferred Domain Knowledge
▸ Solar system sizing, financial modelling (LCOE, IRR, payback), and basic regulatory understanding (net metering, CGPL, open access charges)
▸ BESS / Battery Storage basics — understanding of lithium-ion storage, grid applications, and emerging storage opportunities in India
▸ Knowledge of Gujarat solar policy (GEDA, DGVCL, GETCO grid connectivity norms) will be highly valued
Core Competencies
▸ Strong hunter mentality — ability to generate own leads and close independently
▸ Excellent communication and presentation skills in English, Hindi, and Gujarati
▸ Techno-commercial orientation — comfortable discussing both numbers and engineering basics
▸ High ownership, self-discipline, and ability to manage multiple proposals in parallel
KPI FRAMEWORK & PERFORMANCE METRICS
Performance will be evaluated across five dimensions. KPIs will be calibrated at the time of joining based on seniority level (Executive vs. Manager). The framework below reflects target benchmarks for a mid-level Sales Manager profile.
Category A: Revenue & Order Booking
KPI
Measurement Metric
Target / Benchmark
Review Frequency
Annual Order Value (MW / ₹ Cr)
Total contracted MWp or ₹ value signed per year
₹10–25 Cr / 5–10 MWp per year (scaled by seniority)
Monthly + Annual
Monthly Revenue Booked
Value of POs / contracts signed in the month
Minimum ₹75L–₹2 Cr/month at steady state
Monthly
Proposal-to-PO Conversion Rate
Closed deals / total proposals submitted
≥ 20–25% conversion
Quarterly
Average Deal Size
₹ value per closed deal
₹50L–₹5 Cr depending on segment
Quarterly
Category B: Pipeline & Activity
KPI
Measurement Metric
Target / Benchmark
Review Frequency
Qualified Pipeline Value
Total ₹ value of active leads in CRM (Stage 2+)
Minimum 4–5x of monthly revenue target
Weekly
New Leads Added Per Month
Fresh prospects added to CRM with first contact
15–20 qualified new leads/month
Monthly
Client Meetings (Outbound)
# of client site visits / in-person meetings
Minimum 15–20 meetings/month
Weekly
Proposal Submission Frequency
# of techno-commercial proposals submitted
Minimum 4–6 proposals/month
Monthly
Pipeline Velocity
Avg. days from lead to proposal to closure
< 45 days for C&I; < 90 days for group captive
Quarterly
Category C: Client Relationship & Retention
KPI
Measurement Metric
Target / Benchmark
Review Frequency
Client Satisfaction Score
Post-project feedback / NPS survey
NPS ≥ 50; satisfaction ≥ 4/5
Post-project
Repeat / Referral Business
% of deals from existing clients or referrals
≥ 30% of annual order book
Quarterly
Key Account Reviews Conducted
# of structured QBRs with top 5 accounts
1 QBR per account per quarter
Quarterly
Escalation Resolution Time
Avg. days to resolve client issues during execution
< 48 hours for critical issues
Ongoing
Category D: Market Intelligence & BESS Development
KPI
Measurement Metric
Target / Benchmark
Review Frequency
Competitor Intelligence Reports
Monthly market brief submitted to management
1 structured report/month
Monthly
BESS Leads Generated
# of BESS / storage-related qualified leads in pipeline
2–3 qualified BESS leads/quarter (Year 1)
Quarterly
BESS Deals Closed (Year 2+)
₹ value of storage projects closed
Target set post-Year 1 pipeline review
Annual
Regulatory Awareness Score
Internal assessment on policy updates (MNRE, GEDA, etc.)
Self-assessed + manager review
Bi-annual
Category E: Operational Discipline
KPI
Measurement Metric
Target / Benchmark
Review Frequency
CRM Update Accuracy
% of deals with complete, current CRM data
≥ 95% CRM hygiene score
Weekly
Weekly Sales Reporting
Reports submitted on time, every week
100% on-time submission
Weekly
Forecast Accuracy
Actual vs. forecast revenue delta
< 15% deviation from monthly forecast
Monthly
Training & Skill Upgrades
Certifications, webinars, product training completed
Min. 2 per quarter
Quarterly
COMPENSATION & INCENTIVE STRUCTURE
The compensation package will be structured as follows (final terms communicated at offer stage):
▸ Fixed CTC: Based on years of relevant solar sales experience and seniority level
▸ Variable / Performance Bonus: Quarterly incentive linked to order booking, revenue milestones, and KPI scorecard
▸ BESS Kicker: Additional incentive for BESS deal closures given strategic priority of the vertical
▸ Travel & Client Entertainment Reimbursement: As per company policy
▸ Performance Review: Bi-annual with KPI-based appraisal cycle
WHAT WE OFFER
▸ Opportunity to work directly with the founding team on high-value solar projects
▸ Exposure to the full project lifecycle — from lead to commissioning
▸ Fast-track growth path for high performers — Sales Manager to Business Development Head
▸ First-mover advantage in the BESS / storage vertical as it scales in India
▸ A lean, entrepreneurial team culture with merit-based rewards
HOW TO APPLY
Interested candidates may share their updated resume along with a brief note on:
▸ Total MW / ₹ Cr of solar projects handled or contributed to in previous roles
▸ Segments worked in (C&I / Group Captive / Utility / BESS)
▸ Current and expected CTC
Share CV at [email protected] and Whatssaap (7011937168 )
Pay: ₹40,000.00 - ₹80,000.00 per month
Benefits:
- Cell phone reimbursement
- Paid sick time
- Paid time off
Work Location: In person
