General Manager - PV Projects

JOB TITLE: GM - PV PROJECTS

REPORTS TO: VICE PRESIDENT

1. JOB PURPOSE

- To be the business head of PV Projects in the state, focused on rooftop solar sales to commercial and industrial (C&I) customers

- To help recruit the rooftop solar team in the state, train them and direct them in coordination with marketing to maximise their effectiveness in rooftop solar sales

- To be overall responsible for lead generation, sales, collections, installation and servicing of rooftop solar projects in the state

DIMENSIONS

- FY 22-23: 25 crores, 6MW (rooftop solar sales)

Build a team of 3-4 sales managers under head of state

- FY 23-24: 50 crores, 12.5MW (rooftop solar sales)

Scale the team to 7-8 sales managers under head of state

PRINCIPAL ACCOUNTABILITIES

- To sell rooftop solar projects > 20kWp

- To recruit the state's rooftop solar sales team with support of HR, and manage them to results

- To continue to build and train the rooftop solar sales team to maximise their sales effectiveness

- To support the team in developing a set of channel partners in key target areas of the state

- To execute impact assessments with existing customers to secure referrals

- To work with marketing to set up events with industry associations for good lead flow

- To work closely with the in-house finance team to extended credit to SME's for rooftop solar

- To identify potential project customers, develop into prospects, close orders, and collect receivables

- To ensure that all receivables are kept to < 60 days, and that pending receivables are always collected in a timely manner

- To work with the COO and head of Technical in the design of systems - ensure the HQ team gets the right input for technical drawings and commercial proposals for project customers

- To liaise closely with the head Technical and the technical team on final installation and service

- To carefully plan, and execute projects; taking responsibility for total project management

- To work with HQ team to ensure that timelines for project finalization and commissioning as agreed with customers and senior management are always met

EXPERIENCE REQUIRED

- 10-15 years experience in techno-commercial B2B sales

- Ideally prior experience in the solar industry

- Experience in building and managing a B2B sales team to results

- Proven track-record in handling a state or sales vertical with bottom line responsibility

- Prior experience in handling large-scale projects and key accounts

- Strong leader - able to inspire the state sales team, and work with HQ management team

- Can present himself / herself well and properly represent the company

- MBA is plus, but not essential