Key Responsibilities

1. Account Ownership

● Own the end-to-end relationship for Vikram Solar's most strategic accounts — large IPPs, government/PSU entities, and major C&I; groups — within the ~2 GW / ~₹4,000 Cr* charter.

● Build multi-threaded relationships within each account: move beyond the single procurement contact to map and engage plant/project heads, technical evaluators, finance/commercial approvers, and CXO-level sponsors.

● Develop account-specific relationship maps and depth plans for the top accounts, reviewed periodically with the CRO.

● Ensure account knowledge (technical requirements, decision-making structure, competitive presence, renewal timing)

is documented and institutionalized — not held only in the incumbent's or a GM's head.

1. Relationship Building & retention

● Build relationships that outlast individual transactions — invest in trust and account intimacy that reduces re-tendering risk and strengthens renewal likelihood. ● Run structured account reviews (quarterly or as appropriate) with top accounts, jointly with the customer, to surface issues early and identify expansion opportunities.

● Represent Vikram Solar in a way that reinforces long-term partnership positioning — not only price and delivery performance — including proactive engagement outside of active deal cycles.

1. Revenue & Commercial Delivery

● Own commercial negotiation on framework agreements, rate contracts, and large deal terms for accounts under this charter, balancing depth-building with margin discipline. ● Drive cross-sell of EPC, O&M;,



and emerging BESS/storage offerings into existing key accounts to grow wallet share beyond the initial module/EPC relationship.

● Monitor collections and contract compliance on key accounts, working with Finance to keep DSO and dispute levels within acceptable limits.

1. Leadership & Team Building

● Lead, coach, and develop the two General Managers, ensuring each builds comparable account depth and co-location discipline within their own cluster. ● Build succession depth within the key account team so that account knowledge and relationships are not concentrated in any single Individual

Education

● Bachelor’s degree in engineering (Electrical/Mechanical/Energy preferred); MBA or equivalent PG

Experience

● 12–18 years of experience in B2B/institutional sales or key account management, with at least 4–6 years specifically managing large, strategic accounts in solar, renewable energy, or an adjacent capital-goods/infrastructure/EPC industry.

● Demonstrated experience managing large IPP, PSU/government, or major C&I; relationships — including multi-year, multi-site account relationships rather than one-off transactions.

● Prior experience working in a customer-facing, field-based or account-embedded model (e.g., regional/in office account roles) is strongly preferred, given the co-location expectation of this role.

● Experience managing or mentoring a small team of account managers (such as GMs or regional leads) with accountability for their account outcomes.

Location - Gurgoun , Chennai , Mumbai , Hyderabad ,kolkatta

📌 Key Accounts Head - Solar (Gurugram)
🏢 CIEL HR
📍 Gurugram