Head of Sales (Domestic Market)

Job Description: Head of Domestic Sales - Solar (Key Accounts, Contracts, Bidding, P&L, and Business Development)

Position Title: Head of Domestic Sales - Solar
Department: Sales and Business Development
Location: Gurgaon, Mumbai, Kolkata

Role Overview:

The Head of Domestic Sales will lead sales efforts for large-scale solar projects within the domestic market. This includes managing key accounts, overseeing contracts, driving the bidding process, ensuring profitability, and expanding business development initiatives. The role demands a strategic mindset, deep industry knowledge, and strong relationship-building capabilities to drive revenue growth while maintaining operational excellence.

Key Responsibilities:

1. Key Account Management

• Develop and maintain strong relationships with key stakeholders, including government agencies, EPC contractors, corporate clients, and utility companies.
• Act as the primary point of contact for large accounts, ensuring client satisfaction and fostering long-term partnerships.
• Identify opportunities to upsell and cross-sell solar products and services to key accounts.

2. Sales and Business Development (BD)

• Lead the development and execution of sales strategies to achieve business objectives and revenue targets.
• Identify and pursue new business opportunities in the domestic market, including industrial, commercial, and utility-scale solar projects.
• Conduct market analysis to understand trends, customer needs, and competitive dynamics.
• Collaborate with the marketing team to design campaigns that support business growth.

3. Bidding and Proposal Management

• Oversee the end-to-end bidding process for large-scale solar projects, ensuring compliance with tender requirements and timelines.
• Coordinate with technical, financial, and legal teams to prepare competitive and compliant proposals.
• Review RFPs/RFQs and develop winning bid strategies aligned with company goals.
• Negotiate terms and conditions during the pre-contract stage to secure favorable agreements.

4. Contract Management

• Collaborate with the legal and finance teams to draft, review, and negotiate contracts with clients and vendors.
• Ensure contract compliance and timely resolution of disputes or amendments.
• Monitor contract performance to ensure deliverables are met within budget and timelines.

5. P&L Accountability

• Take ownership of the profit and loss (P&L) for the domestic sales vertical.
• Drive cost optimization and ensure profitability across projects.
• Monitor financial performance, prepare forecasts, and recommend corrective actions to achieve revenue and profit targets.

6. Team Leadership

• Lead, mentor, and manage a team of sales and BD professionals to achieve departmental goals.
• Foster a high-performance culture through coaching, performance reviews, and skills development.
• Encourage cross-functional collaboration to achieve organizational objectives.

Key Skills and Competencies:

• In-depth understanding of the solar energy sector, particularly in domestic markets.
• Strong knowledge of bidding, tendering processes, and contract management in the solar industry.
• Expertise in financial modeling, P&L management, and cost optimization.
• Excellent negotiation and stakeholder management skills.
• Strategic thinking with the ability to analyze market trends and identify growth opportunities.
• Leadership and team management skills to drive motivation and performance.
• Proficiency in CRM software, MS Office Suite, and other sales management tools.

Educational Qualifications & Experience:

• Education:
• Bachelors degree in Engineering, Business Administration, or a related field (required).
• MBA or equivalent advanced degree in Sales, Marketing, or Energy Management (preferred)
• Experience:
• 17+ years of experience in sales, business development, and key account management within the renewable energy or solar industry.
• Proven track record of handling large-scale solar projects, contracts, and bidding processes.
• Demonstrated ability to manage P&L responsibilities effectively.

Key Performance Indicators (KPIs):

• Achievement of revenue and profit targets.
• Successful conversion rate of bids/tenders into awarded projects.
• Growth in new and existing key accounts.
• Compliance with contractual obligations and timelines.
• Team performance and satisfaction scores.

Additional Information:

• Work Environment: Regular travel may be required to meet clients, attend tenders, or visit project sites.
• Preferred Industry Experience: Renewable energy, power, EPC, or infrastructure.