Regional Sales Manager - West & North - Renewable Energy Sector (10-15 yrs)

We have an urgent opening with a leading player in the renewable energy sector.

Regional Manager is responsible for driving sales in residential and commercial segment, through a channel partner network across multiple states in North and West region. This role involves managing a team of State Business Development (BD) Managers who are accountable for sales in their respective states. The Regional Manager will develop and expand channel partner networks, provide strategic direction, and ensure that sales targets are met across the region. The ideal candidate will have experience in multi-state management, a strong understanding of solar EPC solutions, and proven success in sales leadership within a channel framework.

EPC Channel Sales experience is a must

Key Roles & Responsibilities:

Sales Execution and Target Achievement:

- Develop and implement sales plans and strategies for achieving regional sales targets through the channel partner network in residential and commercial segment

- Support BD Managers in their efforts to assist channel partners with lead generation, customer acquisition, and closing deals.

- Conduct joint field visits with BD Managers and channel partners to key clients, overseeing negotiations and presentations.

Channel Partner Management:

- Oversee sales activities across multiple states, ensuring cohesive execution of sales strategies.

- Develop and expand the channel partner network (distributors, resellers, system integrators) within each state, ensuring the right partners are in place to drive sales in residential and commercial segment

- Customize regional and state-level sales strategies based on local market dynamics, customer needs, and regulatory environments.

Channel Partner Enablement:

- Collaborate with Channel Management team to train and enable channel partners on product knowledge, sales techniques, and best practices for selling solar EPC projects.

- Collaborate with the marketing team to ensure partners have access to up-to-date promotional materials, co-branded campaigns, and lead generation tools.

- Develop incentive programs and provide regular feedback to motivate channel partners and enhance their sales performance.

Client and Partner Relationship Management:

- Maintain high levels of communication with key partners and stakeholders across the region to ensure satisfaction and long-term collaboration.

- Address and resolve any partner issues or concerns in collaboration with BD Managers, ensuring a smooth sales process.

Team Leadership and Management:

- Manage and lead a team of State Business Development Managers (BD Managers) responsible for driving sales through channel partners in their respective states.

- Set clear KPIs for BD Managers and track their performance, offering mentorship and performance feedback.

- Provide guidance, support, and regular training to BD Managers, ensuring they are aligned with company goals and equipped to meet their individual state targets.

Reporting and Performance Analysis:

- Provide regular sales forecasts, reports, and insights on multi-state performance to senior management.

- Analyze regional sales data to identify trends, opportunities for growth, and areas for improvement.

- Track the performance of each state and channel partner, adjusting strategies to meet evolving business needs.

State-Specific Market Development:

- Work closely with BD Managers to understand the specific regulatory, market, and competitive landscape of each state.

- Ensure that sales strategies are adapted to meet state-specific policies and opportunities, including government subsidies and tenders.

- Gather market intelligence from BD Managers and partners to adjust product offerings and marketing approaches as needed.

Cross-Functional Collaboration:

- Coordinate with internal teams such as Engineering, Project Management, Operations, Quality and Service to ensure that projects sold by channel partners are successfully executed as per the standard operating procedures and guidelines of the organization

- Work with Head - SRT and the Finance team to set pricing strategies and ensure profitability across various states.

- Liaise with the Legal and Compliance teams to ensure all state-specific regulations and requirements are met.

Experience

- 10+ years of experience in sales, with at least 5 years in a multi-state channel sales role, preferably within the solar or renewable energy sector.

- Proven track record in managing and growing channel networks and achieving sales targets in a multi-state capacity.

- Experience in using Advanced Excel, MS Power Point, MS Word.

- Should have worked on SAP/ERP modules

Education Qualification / Additional Certifications

- Bachelor's degree in engineering, renewable energy, or related fields. MBA degree preferred.

Skills/Competencies

- Technical understanding about Solar PV technology and EPC process

- Client Relationship Management

- Excellent leadership and team management abilities, with experience overseeing BD Managers.

- Knowledge of PVSYST, Solar Labs/Solar Ladder

- Excellent communication and interpersonal skills to liaise effectively with internal teams and external partners.