Senior Manager – Business Development (Commercial & Industrial Solar)

Department

Business Development – Commercial & Industrial (C&I;) Solar

Reporting To

VP / Director / CFO – Business Development (or dual reporting, as structured by the organisation)

Location

Hyderabad, Telangana, India

Experience

8–15 years in B2B / solar EPC / renewable energy sales, with a proven track record in C&I; or institutional accounts

Employment Type

Full-time

Travel

Frequent travel required for client meetings, site visits, and industry events

Job Purpose The Senior Manager – Business Development will own and drive the growth of Sesola's C&I; Solar business. This role is responsible for building a structured, sector-wise prospect database, generating and converting qualified leads, marketing Sesola's solar capabilities to key decision-makers, and delivering revenue and capacity-addition targets set by the company. The role requires a hunter mindset, strong consultative selling skills, and the ability to build lasting relationships with commercial and industrial energy consumers.

Key Responsibilities

1. Market Mapping & Database Development

▪ Build and continuously update a structured, sector-wise database of prospective C&I; clients, covering segments such as hospitals, educational institutions, factories and manufacturing plants, apartment associations / residential welfare associations, malls, supermarkets and retail chains, IT parks, and warehousing / logistics facilities.

▪ Segment the database by energy consumption profile, roof/land availability, contract type (CAPEX/OPEX/PPA), and decision-making authority to prioritise high-potential accounts.

▪ Maintain and update the database and pipeline status in the CRM on an ongoing basis.

2. Lead Generation & Client Outreach

▪ Identify and generate new business opportunities through networking, cold calling, referrals, industry associations, and digital outreach.

▪ Pitch and market Sesola's solar EPC profile, project track record, and value proposition to facility heads, procurement teams, CFOs, and business owners across target sectors.

▪ Represent Sesola at industry events, exhibitions, trade bodies, and conferences to build visibility and generate leads.

3. Solution Presentation & Proposal Development

▪ Engage clients early to understand their energy consumption, roof/land availability, and commercial objectives.

▪ Coordinate with the technical/engineering team to develop right-sized solar solutions (rooftop, ground-mounted, or open access) and competitive commercial proposals.





▪ Present techno-commercial proposals to client stakeholders and consultants, addressing ROI, savings, and sustainability outcomes.

4. Deal Closure & Target Achievement

▪ Lead commercial negotiations, including pricing, contract structuring (CAPEX/OPEX/PPA), and payment terms, in coordination with management.

▪ Convert the pipeline into signed contracts and drive achievement of monthly, quarterly, and annual sales/capacity targets set by the company.

▪ Work closely with legal and finance teams to ensure smooth contract closure and documentation.

5. Relationship & Account Management

▪ Build and maintain strong, long-term relationships with clients, consultants, architects, facility management companies, and channel partners.

▪ Secure product and vendor approvals with key consultants and PMC firms to strengthen Sesola's position across target sectors.

▪ Ensure high client satisfaction through effective coordination with execution and O&M; teams post-sale, supporting repeat and referral business.

6. Market Intelligence & Reporting

▪ Track competitor activity, pricing benchmarks, policy/regulatory developments (net metering, open access, RPO), and emerging opportunities across sectors.

▪ Provide regular market insights and pipeline forecasts to leadership to support strategic planning.

▪ Prepare and present periodic MIS reports on database growth, lead conversion, and target achievement to the reporting authority (VP/Director/CFO).

Target Sector Focus The role is expected to build coverage and a live chance pipeline across the following sectors, expanding as the business grows:

▪ Hospitals & Healthcare Facilities

▪ Educational Institutions & Campuses

▪ Factories & Manufacturing Plants

▪ Apartment Associations / Residential Welfare Associations

▪ Malls & Shopping Complexes

▪ Supermarkets & Retail Chains

▪ IT Parks, Commercial Buildings & Corporate Offices

▪ Warehousing, Logistics & Cold Storage Facilities

Key Result Areas (KRAs)

▪ Size and quality of the sector-wise prospect database built and maintained.

▪ Number of qualified leads generated and converted per quarter.

▪ Revenue / MW capacity closed against company-assigned targets.

▪ Client retention and repeat/referral business generated.





▪ Accuracy and timeliness of pipeline reporting and forecasting.

Candidate Requirements

Education

▪ Bachelor's degree in Engineering (Electrical/Mechanical preferred); MBA or PGDM in Sales & Marketing is an added advantage.

Experience

▪ 8–15 years of B2B sales/business development experience, with at least 4–6 years focused on solar EPC, renewable energy, or C&I; energy solutions.

▪ Demonstrated experience selling into hospitals, institutions, factories, malls, residential associations, or similar C&I;/institutional segments.

▪ Proven track record of consistently meeting or exceeding sales targets.

▪ Existing network of decision-makers, consultants, and channel contacts within the C&I; energy space will be a strong advantage.

Skills & Competencies

▪ Strong business acumen with a consultative, solutions-oriented sales approach.

▪ Excellent communication, negotiation, and presentation skills, with the ability to engage CXO-level stakeholders.

▪ Working knowledge of solar EPC commercial models (CAPEX/OPEX/PPA), open access, and net metering frameworks.

▪ Self-motivated, target-driven, and comfortable working with high ownership in a fast-scaling business.

▪ Proficiency in CRM tools and MS Office (Excel, PowerPoint) for pipeline and database management.

▪ Willingness to travel extensively across the assigned territory.

What This Role Is Not

▪ Not a back-office tendering, estimation, or purely technical design role.

▪ Not a government liaison or subsidy-processing role.

▪ Not a pure distributor/channel management role — this is a direct, client-facing hunting role.

Why Join Sesola

▪ Opportunity to build and lead Sesola's C&I; Solar business vertical with high ownership and visibility.

▪ Be part of a fast-growing, ISO-certified renewable energy company with 543 MW commissioned and a presence across India, the Middle East, and Africa.

▪ Exposure to end-to-end solar EPC delivery, engineering, and cross-sector client relationships.

▪ Performance-driven growth, attractive compensation, and incentive structure.

▪ Clear career progression within one of India's fast-growing clean energy organisations.

Compensation

As per industry standards, commensurate with experience, plus a performance-linked incentive structure aligned to sales/capacity targets.

Pay: ₹60,000.00 - ₹90,000.00 per month

Benefits

- Cell phone reimbursement
- Commuter assistance
- Flexible schedule
- Health insurance
- Paid sick time
- Provident Fund

Work Location: In person

📌 Senior Manager – Business Development (Commercial & Industrial Solar) (Rangareddy)
🏢 sesola power project
📍 Rangareddy