Head of Business Development

About the Company:

U-Solar Clean Energy is a solar developer in India, headquartered in Bengaluru, that provides complete solar power solutions for industrial, commercial, institutional clients. The company provides end to end solutions from design and engineering, project management as well as post sales services for solar projects. We have installed solar power plants through pay and own (CAPEX) and pay as you go (OPEX) models for our clients across India, as well as in international projects in Sri Lanka and Nepal. U-Solar Clean Energy is at a key turning point in its growth journey, evolving from a mid-size solar developer to a large-scale solar developer. This strategic evolution offers exceptional opportunities for professionals who are eager to undertake new challenges, lead transformative projects, and make a substantial impact in the renewable energy sector.

About the Role:

The Head of Business Development will lead U-Solar's growth agenda by managing the Sales (Technical Consulting) team and working collaboratively with the Marketing team to ensure alignment between business development goals and marketing strategies. The role requires strategic thinking, a strong commercial mindset, and the ability to build and mentor high-performing teams. You will be responsible for expanding the business pipeline, closing key accounts, driving visibility in the market, and building long-term partnerships aligned with U-Solar's mission.

Key Responsibilities:

Sales & Business Growth

• Develop and execute a strategic sales plan to meet annual revenue and pipeline targets across CAPEX and OPEX offerings.
• Drive team performance by closely tracking lead-to-conversion ratios and identifying bottlenecks in the sales cycle.
• Support Technical Consultants in structuring deals and participating in high-stakes client discussions, especially with CXO-level stakeholders.
• Review proposals and pricing to ensure commercial viability and technical alignment before final submissions.
• Sound understanding of the tendering process, including evaluation criteria, submission requirements, and regulatory compliance.
• Experience in managing external channel partners and business consultants to support sales and project acquisition.
• Ensure CRM systems (Zoho) are updated consistently, and dashboards reflect accurate, real-time pipeline data.
• Improve sales velocity and closure rates, contributing to reduced deal cycle timelines and increased win ratios.

Strategic Marketing Collaboration

• Collaborate with the Marketing team to ensure alignment between business development objectives and ongoing marketing strategies across digital platforms, external communications, and industry presence.
• Provide strategic inputs on content, case studies, presentations, and sales collateral to ensure they effectively support sales efforts and reflect U-Solars capabilities.
• Coordinate with the Marketing team to enhance U-Solars visibility through thought leadership, webinars, industry articles, and targeted campaigns.
• Work jointly with Marketing to review campaign performance and assess how marketing initiatives contribute to qualified lead generation and brand engagement.

Strategic Partnerships & Market Expansion

• Identify and collaborate with internal stakeholders to evaluate and support new financial and technology partners to enhance service offerings (e.g., BESS, hybrid energy, automation systems).
• Actively support investor engagement initiatives including pitch deck creation, financial model validation, and due diligence coordination.
• Lead expansion into new geographies, sectors, or client types by studying market dynamics and tailoring outreach strategies for both domestic as well as international markets
• Foster relationships with ecosystem partners including developers, aggregators, funders, and consultants.

Team Development & Commercial Operations

• Build and lead a collaborative and high-performing Sales team across regions.
• Design clear performance metrics, reporting structures, and review processes to foster accountability and ownership.
• Mentor team members through regular feedback, strategic support in deal closures, and career development planning.
• Maintain high levels of engagement and low attrition by promoting a growth-oriented and inclusive team culture.
• Collaborate cross-functionally with Design, Projects, and Finance teams to ensure delivery excellence and alignment with customer commitments.

Knowledge, Skills & Abilities:

• Deep understanding of solar policy, energy markets, and commercial structuring.
• Strong consultative sales, negotiation, and presentation skills with a client-first approach.
• Proficient in CRM tools (e.g., Zoho), MS Excel, PowerPoint, and basic financial modelling.
• Strategic thinker with the ability to prioritize, problem-solve, and drive execution.
• Comfortable working in fast-paced environments and leading through change and scale.

Software Tools:

• Proficiency in CRM platforms (preferably Zoho CRM) for pipeline tracking and reporting.
• Strong working knowledge of Microsoft Excel for commercial modeling, forecasting, and pricing.
• Experience using PowerPoint and other presentation tools for investor and client-facing materials.
• Exposure to solar design or proposal software (e.g., PVsyst, Helioscope) is advantageous.

Educational Qualifications:

• A Master's degree (MBA/PGDM) with specialization in Marketing, Strategy, or Finance.
• Bachelor's degree in Engineering/Business Administration/Commerce/Science/Arts

Work Experience:

• 8 to 12 years of overall experience, with a minimum of 5 years in a senior leadership role within solar, renewable energy, infrastructure, or related sectors.
• Proven experience in managing the end-to-end tendering process, including bid preparation, submission, and compliance with regulatory and client requirements.
• Demonstrated experience in contract negotiation, cost estimation, and obtaining internal and client-side approvals for commercial proposals.
• Demonstrated success in B2B technical sales and market development.
• Experience managing regional or national-level sales teams and driving multi-stakeholder commercial outcomes.
• Familiarity with EPC and developer-side solar project models, including both ground-mount and rooftop systems.