Head of BTL (8-15 yrs)

The Opportunity:

India's solar revolution is here - and Solar Square is leading it. We've built a groundlevel acquisition machine that puts real people in real neighbourhoods, having real conversations about going solar. It works. Now we need someone exceptional to own it entirely, scale it ruthlessly, and take it to the next level.

What You'll Own:

The P&L - All of It:

- Full ownership of BTL channel revenue, costs, and efficiency metrics

- Drive down cost-per-lead and cost-per-order while scaling volume

- Build and allocate the BTL budget across cities based on ROI data

The Funnel - End to End:

- Own every stage: Leads LRM Qualification Meeting Done Orders

- Set weekly targets at each stage; identify and close gaps fast

- Tightly coordinate with LRM and sales teams to maximise conversion

The Team - 20 Cities, One Culture:

- Lead BDMs across cities who manage on-ground BDEs (Solar Square payroll)

- Hire, train, inspire, and hold accountable a large distributed field force

- Design incentive structures that reward hustle and keep the best people

- Get on the ground visit cities, understand the dynamics, unblock your team

The Playbook - Build It, Then Scale It:

- Door-to-Door, Society Activations, Kiosk/Mall Activities, Installation Site Referrals define what works and why

- Document SOPs for each activity type; standardize quality across all markets

- Run experiments, kill what doesn't work, double down on what does

- Create the infrastructure (hiring pipeline, training kits, activity toolkits) that makes scale possible

Who We're Looking For:

We want someone who has been in the trenches who has managed large field teams, made tough calls with limited data, and built something from the ground up.

Your Background:

- 6-8 years in BTL, on-ground field sales, or distribution/channel roles

- Experience owning P&L or running 100+ headcount field teams

- Proven track record of scaling ground-level acquisition not just managing it

Your Superpowers:

- Builder: You've created playbooks, SOPs, and teams where there were none

- Operator: You obsess over numbers and close funnel gaps before they become problems

- Leader: Your teams run through walls for you and you know exactly why

- Travelers: You're comfortable in the field as much as in a boardroom

- Owner: You treat the channel like your own business because it is

Why This Role, Why Now:

- Lead a high-impact channel at one of India's most exciting clean-energy companies

- Direct visibility to senior leadership your wins are seen and celebrated

- Competitive compensation with meaningful performance-linked upside

- A meritocratic culture where great work earns real ownership

- The chance to build something that outlasts you a channel, a team, a legacy