Senior Manager - Industrial B2B Sales - Renewable Energy/EPC/Transformer

1. Role: Sales

2. Role Summary:

The SeniorManager will lead the strategic expansion of transformer products specifically tailored for the renewable energy sector, such as Inverter Duty Transformers (IDTs) and distribution transformers for utility-scale solar plants.

3. Key Responsibilities:

- Sales Strategy & Planning: Develop and execute national or regional sales strategies to meet revenue targets in the solar and renewable energy sector.

- Market Development: Identify and pursue high-volume opportunities with EPC (Engineering, Procurement, and Construction) firms, solar project developers, state utilities, and Independent Power Producers (IPPs).

- Technical Proposal Management: Oversee the preparation of techno-commercial proposals for specialized solar equipment, including site-specific transformers.

- Relationship Management: Manage strategic accounts and long-term partnerships with key stakeholders in the solar ecosystem.

- Team Leadership: Lead a high-performing sales team, providing technical training and setting performance benchmarks.

- Tender Participation: Track and coordinate participation in government and private solar energy tenders.

- Operational Oversight: Coordinate with internal design, production, and logistics teams to ensure timely delivery of custom-built transformers from inquiry to delivery.

4. Required Qualifications:

- Education: A Bachelor's degree in Electrical Engineering is typically mandatory; an MBA in Sales/Marketing is highly preferred.

- Experience: Requires 5-12 years of sales experience, with at least 5 years specifically in the transformer or renewable energy industry.

- Technical Knowledge: Deep understanding of power systems, IDTs, solar rooftop, or utility-scale grid requirements.

- Core Skills: Expertise in B2B industrial sales and contract negotiations.

- Network: A strong network within the Solar EPC community.

5. Work Environment & Reporting:

- Environment: A blend of corporate leadership, industrial factory coordination, and frequent field travel to project sites.

- Market Awareness: Requires constant monitoring of market trends, competitors, and government policies, such as the PM-KUSUM scheme.

6. Reporting Structure: You will report directly to the CEO.

7. Application & Selection Process

- Initial Applications: Candidates can find senior roles posted on professional platforms like LinkedIn, Naukri, and Indeed.

- Screening: An initial HR screening call to verify competencies with specialized equipment (like IDTs) and your network within the solar EPC sector.

- Assessment: A technical assessment may be required, involving a case study presentation on market expansion.

Interview Round:

Strategy Round: Interview with the CEO to discuss high-level strategies for scaling Commercial & Industrial (C&I) or utility-scale solar teams.

Behavioural Round: Questions focusing on conflict resolution, handling failure, and leadership style in high-pressure environments.

8. Compensation & Benefits

Variable Pay: Lucrative performance-based incentives and commissions tied to revenue targets, new market penetration, and the quality/value of transformer contracts.

Benefits & Standard Perks: Includes a laptop, comprehensive travel reimbursements, Provident Fund (PF), leave encashment, and health insurance.

Professional Development: Technical training on grid standards and international IEC/IS certifications to maintain a competitive edge.

(ref:iimjobs.com)