Position Snapshot

Designation: Sales Manager

Function: Sales & Business Development

Reports To: Head Sales / Business Development Director

Location: Hyderabad

Territory:

Employment Type: Full time

Role Summary

The Sales Manager is responsible for driving profitable order booking and revenue growth across the company's EPC portfolio Solar PV plants (rooftop, ground-mount and hybrid), Battery Energy Storage Systems (BESS) and Genset-based captive/standby power solutions. The role owns the complete techno-commercial sales cycle from lead generation to order closure and hand-over to the Project Execution team, while building durable relationships with C&I; customers, IPPs, utilities, EPC consultants, PMCs, and OEM partners.

Key Responsibilities

A. Business Development & Revenue

- Achieve assigned annual order booking, revenue and gross-margin targets across Solar, BESS and Genset lines of business.
- Identify, qualify and convert opportunities in C&I;, industrial captive, utility-scale, telecom, data center, healthcare, mining, oil & gas, and infrastructure segments.
- Build a healthy 3 funnel and maintain accurate forecasting through the company CRM.
- Own account planning and key-account penetration for strategic clients in the assigned territory.

B. Techno-Commercial Sales

- Conduct customer surveys, load profiling and preliminary system sizing for Solar / BESS / Genset / hybrid solutions.
- Prepare and present techno-commercial proposals, including LCOE, IRR, payback and CAPEX/OPEX comparisons.
- Lead pricing strategy, margin defence, contract negotiation and closure in coordination with the Commercial and Finance teams.
- Respond to RFQs / RFPs / EOIs from private clients, PSUs, DISCOMs and government tenders (GeM, e-tender portals, MNRE / SECI schemes).

C. Solutioning & Cross-Functional Coordination

- Work with the in-house Engineering / Design team to finalise SLDs, BOQs, plant layouts, control philosophy and SCADA architecture.




- Coordinate with OEM partners for module, inverter, PCS, BESS, controller, transformer, HT switchgear and genset supply.
- Interface with the Projects, Procurement, Commissioning and Service teams for smooth order-to-cash execution.
- Support project handover, first-invoice, LC/BG documentation, retention release and warranty escalations.

D. Channel, Consultant & Ecosystem Management

- Engage and empanel with PMC/EPC consultants, design houses and specification influencers to get the company's solutions specified in tenders.
- Manage channel partners / system integrators / sub-EPC contractors where the go-to-market requires a partner-led model.
- Represent the company at industry events, trade shows, distributor meets, customer conferences and technical seminars.

E. Market Intelligence & Reporting

- Track competition (product, pricing, wins/losses), regulatory changes (CEA, CERC, MNRE, State DISCOM, BIS, IEC standards) and policy schemes (PLI, RTS, KUSUM, VGF, storage mandates).
- Publish monthly sales MIS covering funnel movement, order intake, revenue, collections, DSO and pipeline aging.
- Provide structured voice-of-customer feedback to Product, Engineering and Marketing.

Basic Technical Knowledge Required

- Solar PV PV modules (mono/PERC/TOPCon/HJT), string & central inverters, MPPT, module mounting structures, cable & CT sizing, LT/HT balance of system, grid-tie schemes, net/gross metering, PPA structures.
- BESS — Li-ion chemistries (LFP / NMC), battery pack, BMS, PCS, EMS, thermal management, C-rate, DoD, round-trip efficiency, augmentation, safety (NFPA 855,



UL 9540/9540A), use-cases (peak shaving, arbitrage, backup, frequency regulation, PV firming).
- Gensets & Controls — Diesel / gas / bi-fuel gensets, alternators, AVR & governor, synchronization, load sharing, ATS/AMF, PMS, BTB paralleling, protection, CPCB IV+ emission norms.
- Hybrid Microgrids — Integration of Solar + BESS + Genset + Grid, spinning reserve, black-start, grid-forming vs grid-following inverters, EMS/PPC dispatch logic, fuel-save modes.
- Communication & Protocols — Modbus RTU/TCP, CAN/J1939, IEC 61850, IEC 60870-5-104, DLMS, OPC UA — for SCADA / EMS interfacing.
- Standards & Codes — IS/IEC 61215, IEC 61439, IEC 62443 (cybersecurity), IEEE 1547, CEA Technical Standards for Connectivity, DISCOM interconnection norms.

Qualifications & Experience

- Education: B.E. / B.Tech in Electrical, Electrical & Electronics, Mechanical or Power Engineering (mandatory). MBA in Marketing / Sales / Energy Management (preferred).
- Experience: 8–12 years of techno-commercial sales experience in the EPC / power / renewable energy sector, of which at least 4–5 years must be in one or more of Solar EPC, BESS integration, or Genset / hybrid power solutions.
- Proven Track Record: Demonstrable history of independently closing orders in the 1 Cr – 50 Cr range with C&I; / IPP / utility customers.
- Preferred Background: Prior work with a Solar/BESS EPC, genset packager, controller OEM, inverter/PCS OEM or a major industrial power distributor.
- Added Advantage: Exposure to international sales and export markets — particularly Africa (West, East and Southern Africa) — including experience with off-grid / weak-grid hybrid projects, mining and telecom-tower power solutions, and dealing with EPC customers, IPPs and development-finance-backed projects across the region. Familiarity with SAARC and Middle East markets will also be valued.

📌 Business Development Manager (Telangana)
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