REGIONAL SALES MANAGER - ROOFTOP SOLAR

Location: Mumbai | Regional Responsibility: West India

Position: Regional Sales Manager - Rooftop Solar

Experience: 15+ Years

Industry: Solar / Renewable Energy / Rooftop Solar / Solar EPC

Compensation: 45 - 55 LPA + Variable Incentives

Employment Type: Full-Time

POSITION OVERVIEW

We are looking for an accomplished Regional Sales Manager - Rooftop Solar to lead the growth of the company's rooftop solar business across West India.

The ideal candidate will be a commercially strong sales leader with 15+ years of experience, preferably across rooftop solar, C&I solar, EPC, renewable energy, electrical products, or distributed energy solutions.

The role requires a combination of strategic sales leadership, business development, channel management, key-account management, project understanding, and team leadership.

The successful candidate will be responsible for building a high-value sales pipeline, developing strategic customers and channel partners, expanding regional market share, and delivering aggressive revenue targets.

KEY RESPONSIBILITIES

1. Regional Business Leadership:

- Own the overall rooftop solar sales strategy for West India.

- Develop and execute the regional business plan in line with organizational revenue and profitability objectives.

- Identify high-potential markets, customer segments, industries and geographies.

- Drive revenue growth across Commercial & Industrial (C&I), commercial, institutional and large rooftop customers.

- Prepare annual, quarterly and monthly sales plans and ensure execution against targets.

2. Rooftop Solar Business Development:

- Identify and develop opportunities for CAPEX, OPEX/RESCO and EPC rooftop solar projects.

- Build relationships with industrial groups, commercial establishments, corporates, institutions, developers and large energy consumers.

- Generate and manage a strong sales pipeline from lead generation through order closure.

- Drive large-value rooftop solar projects from initial consultation to commercial closure.

- Understand customer electricity consumption, rooftop potential, project economics and ROI requirements.

3. Channel & Partner Development:

- Develop a strong network of dealers, distributors, EPC partners, consultants, system integrators and channel partners.

- Identify and onboard strategic partners across Maharashtra, Gujarat, Rajasthan and Goa.

- Establish partner-wise business targets and performance metrics.

- Develop long-term relationships with key channel partners.

- Resolve channel conflicts and ensure healthy territory management.

4. Key Account Management:

- Build relationships with CXOs, CFOs, CEOs, Plant Heads, Facility Heads, Procurement Heads and Energy Managers.

- Develop strategic accounts and create repeat-business opportunities.

- Lead commercial negotiations with major customers.

- Understand customer pain points and present solutions based on ROI, payback, energy savings, reliability and long-term value.

5. Team Leadership:

- Lead, mentor and develop the regional sales team.

- Set individual and team targets and establish clear performance KPIs.

- Conduct regular pipeline reviews, sales meetings and performance reviews.

- Build a high-performance culture focused on revenue, conversion and customer acquisition.

- Coach sales managers and business development teams on consultative selling and negotiation.

6. Commercial & Financial Responsibility:

- Own regional sales revenue, margins and profitability.

- Review quotations, pricing and commercial proposals for strategic accounts.

- Lead high-value negotiations while protecting company margins.

- Monitor receivables, collections and customer credit exposure.

- Work closely with Finance, Engineering, Projects, Procurement and Operations teams to ensure commercial commitments are deliverable.

7. Market Intelligence:

- Track competitors, pricing, technology, customer trends and market developments.

- Monitor rooftop solar demand across West India.

- Identify emerging opportunities in C&I solar, industrial rooftops, hybrid solar, battery storage and energy-management solutions.

- Provide management with regular market intelligence and competitive insights.

PRODUCT & TECHNICAL KNOWLEDGE

The candidate should have strong commercial understanding of:

- Solar PV Modules

- TOPCon / N-Type / Bifacial Modules

- String & Central Inverters

- Hybrid Inverters

- Rooftop Mounting Structures

- DCDB / ACDB

- Solar Cables & Connectors

- Earthing & Lightning Protection

- Solar Monitoring Systems

- Lithium-Ion / LFP Battery Storage

- BESS

- Rooftop EPC Solutions

- CAPEX & OPEX / RESCO Models

- C&I Solar Solutions

The candidate does not necessarily need to be a design engineer but must be capable of discussing system sizing, generation, project economics, payback, ROI, EPC scope and commercial feasibility with senior customers.

IDEAL CANDIDATE PROFILE

- 15+ years of overall experience, with substantial experience in solar/renewable energy.

- Strong experience in rooftop solar and C&I business development.

- Proven track record of managing large regional sales targets.

- Experience handling West India markets will be highly preferred.

- Strong existing network among industrial and commercial customers.

- Experience in building and managing dealer/EPC/channel networks.

- Strong understanding of solar EPC and project-commercial processes.

- Demonstrated experience in managing large-value negotiations.

- Strong leadership and team-management capabilities.

- Excellent communication, presentation and negotiation skills.

- Willingness to travel extensively across the region.