We are seeking a dynamic Sales Manager who will lead our expansion into the high-value Commercial & Industrial (C&I) solar market while simultaneously building and mentoring a high-performing residential sales team. This role requires a strategic leader who can institutionalize quality sales practices, ensure ethical technical commitments, drive revenue growth across both B2C and B2B segments, and develop a robust channel partner ecosystem from the electrical industry. The ideal candidate will balance hands-on field leadership with data-driven team management to achieve ambitious growth targets.
Key Responsibilities:
- Team Leadership & Quality Control (Residential B2C Segment)
- Directly manage, coach, and mentor a team of Sales Associates & Executives to achieve individual and collective sales targets
- Conduct regular field accompaniments, pipeline reviews, and performance coaching sessions to enhance team productivity and conversion rates
- Audit team CRM entries, lead quality, site assessment reports, and proposal accuracy to ensure high conversion rates and pipeline health
- Ensure the team provides accurate technical assessments and realistic ROI expectations to customers, preventing post-sale friction and cancellations
- Review and approve major proposals, pricing strategies, and commercial negotiations to maintain quality standards and margin discipline
- Monitor team metrics including site visits, proposal submissions, conversion rates, and customer satisfaction scores
- Design and implement training programs on product knowledge, sales techniques, objection handling, and government subsidy schemes
2. Commercial & Industrial (C&I) Segment Development (B2B)
- Identify, prospect, and acquire high-value commercial and industrial clients including factories, warehouses, educational institutions, hospitals, and commercial establishments
- Conduct strategic consultations with C&I clients on complex financing models including CAPEX, OPEX, PPA (Power Purchase Agreement), and industrial net-metering policies
- Lead high-value negotiations, prepare detailed techno-commercial proposals, and manage complex approval processes for large-scale rooftop installations
- Coordinate with engineering teams for large-scale system designs, load analysis, grid integration studies, and technical feasibility assessments
- Build and maintain relationships with industrial associations, real estate developers, facility managers, and corporate decision-makers
- Develop market intelligence on C&I segment opportunities, competitor activities, pricing trends, and regulatory developments
- Achieve quarterly MW capacity targets and maintain gross profit margins for industrial projects
3. Channel Partner Ecosystem Development
- Build, onboard, and manage a strategic network of Channel Partners specifically from the Electrical Industry including electrical contractors, retailers, hardware dealers, and project consultants
- Conduct comprehensive product and sales training programs for channel partners to transform them into active lead-generation engines
- Design, implement, and oversee referral commission structures, incentive programs, and performance-based rewards to keep the partner network actively engaged
- Monitor channel partner performance, lead quality, conversion rates, and provide ongoing support to maximize their contribution
- Organize partner meets, technical workshops, and recognition programs to strengthen relationships and drive engagement
Track and report on number of active Gold Channel Partners onboarded and revenue contribution from the channel ecosystem
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4. Strategic Planning & Operational Excellence
- Prepare and execute comprehensive sales plans, territory strategies, and go-to-market approaches for both B2C and B2B segments.
- Take complete revenue and P&L (Profit & Loss) ownership for the Vishakhapatnam region, ensuring achievement of financial targets while maintaining healthy margins and cost discipline.
- Maintain data-driven reporting on team performance, individual metrics, C&I pipeline, channel partner activities, and overall revenue achievement.
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Improve accuracy of site surveys and technical assessments to reduce cancellations post-booking and improve project success rates
- Coordinate with internal stakeholders including technical teams, operations, procurement, and finance to ensure seamless project execution
- Stay updated on solar industry trends, policy changes, subsidy schemes, technological advancements, and competitive landscape
- Represent the company at industry forums, trade exhibitions, networking events, and business associations to build brand visibility
Lead by example through active field engagement, not just desk-based management, demonstrating sales excellence to the team
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Skills and Competencies:
- Deep understanding of solar PV components, inverter technologies, industrial electrical infrastructure, grid integration, and large-scale rooftop installations
- Proven track record in B2C to B2B sales transition with demonstrated success in both residential and commercial segments
- Strong team leadership, coaching, and people management skills with ability to inspire and develop high-performing sales teams
- Established network and contacts within the local electrical contracting, hardware industry, and industrial buyer community
- Data-driven mindset with strong analytical skills for CRM management, pipeline analysis, and performance tracking
- Excellent negotiation, stakeholder management, and client relationship building capabilities
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Understanding of CAPEX, OPEX, PPA models, and industrial financing structures
- Proficiency in MS Office, CRM systems, and sales analytics tools
- Empathetic leadership style with hands-on approach and ability to lead from the front in the field
- Strong business acumen with focus on quality sales, ethical practices, and long-term customer relationships
- Willingness to travel extensively for team support, client meetings, and channel partner development
Proficient in English, Hindi, and Telugu (spoken and written)
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Key Performance Indicators (KPIs):
- Individual Revenue (C&I): Achievement of quarterly MW capacity targets for industrial and commercial projects
- Gross Profit per kW: Progressive improvement in GP/kW across all projects, demonstrating enhanced pricing strategy and cost optimization quarter-over-quarter.
- Team (B2C): Overall team conversion rate, monthly revenue achievement, and customer satisfaction scores for residential segment
- Channel Network: Number of active good Channel Partners onboarded and revenue contribution from channel ecosystem
