Head - Business Development - O&M/Software Development Firm - Solar/Energy/Power Sector

Head - Business Development - O&M & Software Development for Solar Industry

SCOPE OF THE JOB ROLE:

Business Development for O&M and related Software, driving the sales and execution efforts, cultivating key strategic relationships in India and International regions (5 international geographies in the next 3 years).

JOB DESCRIPTION (ROLES AND RESPONSIBILITIES):

Business Development: 

Continually developing our employer's brand and drive sales of O&M offerings through Territory development:

1. Allocating territories to KAM, ensuring maximum share of Wallet

2. Developing new business opportunities and long term tie-ups

3. Lead the overall sales process and support in deals conversion from start to successful closure

4. Build key customer relationships, develop focus customer base

5. Do competitor benchmarking and evaluate their offerings, fine-tune the company CVP

6. Overall sales target to be met through the team and accountability on Lead Sales Strategy

Managing proposals, submissions and bids:

1. Interact with the proposals and estimation teams, tenders team and share market intelligence on the price and contract terms with regards to the competitors for the last round and final interactations with clients for deal closure

2. Prepare the deal appreciation summary and risk matrix

3. Develop MIS and manage CRM to identify closure rates, loss reasons and action plan for target market share

Market Expansion:

1. Analyze customer requirements and infer key market trends; stay updated on the central and state policies

2. Attend industry functions and conferences to promote the MSPL business

3. Assess market potential for various O&M / Machinepulse service offerings for new product and service offerings

4. Provide feedback on emerging business trends and best industry practices with a view to refine the business model, delivery and distribution channels

5. Develop market insights on current competitors

6. Lost order analysis and inputs to Product and Operations team to further improve offerings

7. Geographical expansion: expansion to 5 countries in next 4 years

Job Requirements:

1 Qualification -

Electrical/Electronics Engineer And/Or MBA with specialization in Sales/Marketing

2 Work Experience -

12 + years of experience, including:

- Min. 7+ Experience in project sales/ technical sales / Business development

- Experience in Solar/Energy/Power industry would be preferred

3 Critical Skills -

1. Sales and Marketing understanding

2. Expected to be a confident presenter (both formally and informally)

3. Possess excellent commercial understanding and awareness

4. Good networker and be results-driven, self-motivated and self-disciplined

5. Extremely focused on your prime objectives. Pro-active, able to function independently

6. Structured Thinking and Ability to crunch numbers

7. Good negotiator as securing the best deal is an important part of the job

8. Electrical/Electronics/ Power background

9. Good Business Acumen