Bd & Sales Executive (B2b)

2 months ago

Lucknow Uttar Pradesh, India Oorja Development Solutions India Pvt. Ltd. Full time

**Business Development and Sales Executive: B2B Solar**
Full-time | Head Office Team
Base Location: Lucknow, UP (80% travel)
Desired Start Date: 1st October 2024

**Role Background**

**Roles and Responsibilities**
The key responsibilities of the Business Development and Sales Executive will include, but are not limited to:

- **Business Planning **_
- Analyse sales and industry data, market trends, policies and regulations; identify market potential and value and competition for solar pumping and rooftop/captive solar projects in regional market
- Prepare business plan and roadmap for targeted customer segments including selection of revenue model, financial modelling, resource planning, etc.
- Obtain any necessary registrations, clearances, permissions, etc. for becoming a rooftop solar project developer/installer/operator
- Research and develop prospective client/business pipelines for solar pump and solar rooftop sales.
- **Business Development **_
- Independently identify and develop solar pumping customer segments and rooftop solar opportunities in commercial, industrial and residential segments through market research and networking
- Generate customer leads; comb the target geographies extensively and reach out to prospective clients in foundations, educational institutions, hospitals, shops and establishments, residential colonies, etc.
- Generate and qualify customer database: cold calling and walk-ins to identified prospective customers; schedule sales visit calls; build enduring relationships with existing and new clients
- Represent Oorja at relevant trade shows, conventions and relevant events.
- **Sales & Contract Management **_
- Build a pipeline of customers for PM-Surya Ghar Muft Bijli Yojana; create marketing materials for promotion of Oorja as vendor, distribute/disseminate marketing materials to acquire customers
- Oversee outreach to homeowners to generate leads of active interested prospects for PM-Surya Ghar Muft Bijli Yojana residential rooftop projects - Conduct first level meetings to explain about solar, the company, pricing, T&Cs, etc.
- Study clients’ energy consumption patterns and propose to clients the solution most suited for their needs
- Conduct technical site surveys, estimate the kW potential of site, estimate capital costs and solar energy generation; liaise with vendors for quotations; develop techno-commercial proposals and quotations
- Assess clients’ financial credit-worthiness based on a set of pre-determined criteria
- Pitch to customers and close orders independently: manage direct sales and tenders, client meetings to close details, contract/PPA negotiation, finalisation of commercial terms
- Contract management fir on/off-grid solar PV systems for commercial, industrial, institutional and residential consumers
- Follow up with customers for orders, payments, approvals, problem resolution, etc.
- Responsible or timely collection of payments from customers upon completion of milestones.
- **Regulatory **_
- Liaise with state nodal agencies, DISCOMs, Solar Energy Corporation of India for approvals and sanctions and subsidy disbursement
- Coordinate with relevant authorities for permits, compliance and regulatory approvals (CEIG, NOCs and net metering)
- Stay up to date with solar policies and regulations within Oorja’s geography of operations, including open access policies, net metering policies and state nodal agency initiatives. Relationship Management - Set up and manage company CRM for B2B solar pump and rooftop opportunities
- Identify and establish strategic tie-ups and create channel sales/marketing partners within regional markets
- Develop network of quality vendors, suppliers and subcontractors for effective delivery and timely procurement and subsequent execution by sub-contractors on sites
- Liaise with banks, NBFCs and relevant financial institutions to facilitate financing for customers, where required
- Assist clients with obtaining bank loans or other financing for execution of solar projects - Address potential and existing customers’ queries/complaints and ensure quick resolution.
- **Other **_
- Recruit, line manage and motivate junior team members
- Coordinate with customers, Oorja’s Engineering team, vendors and sub-contractors to ensure on-time delivery and that customer’s needs are met
- Ensure roadblocks are removed from the project; continuously interact with and report to the client and the local authorities to ensure delivery on time and within budget
- Develop SOPs, processes and tools used internally for solar EPC, EMI and rooftop business.

**Qualifications & Skills**
- University degree in Business Administration, Sales & Marketing or related field; diploma in electrical engineering is a plus
- Min. 3-4 years’ experience in sales of solar PV products or projects
- Demonstrated ability to meet monthly and annual targets
- Excellent communication and interpersonal skills, both verbal and written; ability to develop and

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