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
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.
- 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
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
- 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)
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