JOB DESCRIPTION & KPI FRAMEWORK

Sales Executive / Sales Manager - Solar Business

- Engineering, Procurement & Project Execution | C&I; | Group Captive | BESS_

ROLE OVERVIEW

Role Title

Sales Executive / Sales Manager - Solar Business

Department

Sales & Business Development

Location

Surat, Gujarat (with travel across project geographies)

Reporting To

Founder / Business Head

CTC

As per experience and profile fitment | Performance incentive linked to KPIs

ABOUT THE ROLE

We are a Surat-based company engaged in engineering and procurement for solar energy projects. Our project portfolio spans: ▸ Commercial & Industrial (C&I;) rooftop and ground-mounted solar

▸ Group Captive solar projects

▸ Open access solar power projects

▸ EPC (Engineering, Procurement & Construction) coordination

▸ Battery Energy Storage Systems (BESS) — an emerging and high-priority vertical

We are looking for a results-driven Sales Executive or Sales Manager who can independently drive business development, manage the full sales funnel from prospecting to closure, and build long-term client relationships in the solar space.

KEY RESPONSIBILITIES

1. Business Development & Lead Generation

▸ Identify and develop recent business opportunities across C&I;, group captive, and open access solar segments

▸ Build and maintain a robust pipeline of qualified prospects through networking, referrals, cold outreach, and industry events

▸ Map key decision-makers — CFOs, plant heads, purchase committees — across target industries in Gujarat and pan-India

▸ Leverage industry associations, developer networks, and BNI/CII-style chambers for relationship-driven lead generation

1. Client Engagement & Proposal Management

▸ Conduct site visits, initial assessments, and energy audits in coordination with the technical team





▸ Prepare and present techno-commercial proposals, ROI analyses, and payback calculations for clients

▸ Coordinate with internal engineering and procurement teams to ensure accurate, timely proposal delivery

▸ Handle client objections, negotiate commercial terms, and drive proposals to closure

1. Segment-Specific Sales

▸ Drive C&I; solar sales — target industries with high energy consumption (têxtile, chemical, FMCG, ceramics, pharma)

▸ Develop group captive project leads — identify consortiums, manufacturing hubs, and industry clusters

▸ Support open access project pitches — coordinate with regulatory and technical teams for feasibility

▸ Progressively develop BESS (Battery Energy Storage) sales capability — understand customer use cases (peak shaving, backup, time-of-use arbitrage) and position BESS solutions

1. Key Account Management

▸ Own and grow a portfolio of key accounts post-closure

▸ Ensure high client satisfaction through the project execution phase — act as the bridge between client and delivery team

▸ Drive repeat business, cross-sell, and referrals from existing clients

1. Market Intelligence & Reporting

▸ Track competitor activity, pricing benchmarks, policy changes (MNRE, GEDA, SECI tenders), and regulatory developments

▸ Provide weekly sales pipeline reports, monthly forecasts, and quarterly business reviews

▸ Maintain accurate CRM records of all leads, meetings, proposals,



and deal status

ELIGIBILITY & QUALIFICATIONS

Educational Qualification

▸ B.E. / B.Tech in Electrical, Mechanical, Electronics, or related Engineering discipline

▸ MBA in Sales / Marketing will be an added advantage

▸ Diploma engineers with strong solar sales track record will also be considered

Experience

▸ Minimum 2-8 years of experience in solar energy sales (C&I;, group captive, EPC, or project sales)

▸ Freshers from solar-focused programs or internships with exceptional aptitude may be considered for Junior Executive roles

Preferred Domain Knowledge

▸ Solar system sizing, financial modelling (LCOE, IRR, payback), and basic regulatory understanding (net metering, CGPL, open access charges)

▸ Knowledge of Gujarat solar policy (GEDA, DGVCL, GETCO grid connectivity norms) will be highly valued

Core Competencies

▸ Strong hunter mentality — ability to generate own leads and close independently

▸ Excellent communication and presentation skills in English, Hindi, and Gujarati

▸ Techno-commercial orientation — comfortable discussing both numbers and engineering basics

▸ High ownership, self-discipline, and ability to manage multiple proposals in parallel

KPI FRAMEWORK & PERFORMANCE METRICS

Performance will be evaluated across five dimensions. KPIs will be calibrated at the time of joining based on seniority level (Executive vs. Manager). The framework below reflects target benchmarks for a mid-level Sales Manager profile.

Category A: Revenue & Order Booking

KPI

Measurement Metric

Target / Benchmark

Review Frequency

Annual Order Value (MW / ₹ Cr)

Total contracted MWp or ₹ value signed per year

₹10-25 Cr / 5-10 MWp per year (scaled by seniority)

Monthly + Annual

📌 Sales Executive / Sales Manager - Solar Business (Surat)
🏢 Climate Detox
📍 Surat