GM Institutional Sales

Dear Candidate,

We have an openings with reputed power Industry in Kolkata/Gurgaon location.

Job type - perm role

Required - 15 to 20 Years exp in solar Industry

Interested candidates Please drop your resume to or Please share your resume thorugh what'sapp with Mr Nirmal

Please find the JD below.

Reporting to

Head Sales & Marketing

B. Job Objective

Job Purpose

To drive solar module sales through strategic engagement with government agencies, PSUs, and institutional buyers by managing end-to-end tendering and bidding processes. The role aims to secure high-value institutional orders, ensure competitive participation in government schemes and contribute to revenue growth by aligning institutional opportunities with the companys product capabilities and strategic goals.

C. Primary Responsibilities

Strategic

• Expand institutional and government business footprint
• Lead bidding strategies aligned with national solar programs
• Drive high-value, policy-aligned sales opportunities
• Strengthen market intelligence and competitive positioning

Build long-term relationships with key stakeholders

Financial

• Facilitate finalization of the annual Sales and Marketing budgets by contributing towards sales budgets; Decide on the allocation for various activities across regions; Monitor adherence to the budgets
• Co-develop & ensure deployment of modules / project services pricing model in line with geography specific trends, competition & regulations.
• Track and lead realization and collection status across regions and product & services portfolio to drive profitable growth

Process

• Track relevant solar tenders for module supply across government portals and procurement platforms.
• Lead end-to-end bid preparation, including documentation, pricing strategy, and submission in coordination with technical and commercial teams.
• Analyze tender specifications, pre-qualification requirements, and bid evaluation criteria to ensure eligibility and competitiveness.
• Prepare high-quality techno-commercial proposals, product data sheets, compliance documents, and certifications.
• Coordinate with internal teams (legal, logistics, finance, technical) for timely documentation and approvals.
• Monitor institutional procurement trends, policy changes, and pricing benchmarks to shape sales and bidding strategies.
• Maintain a pipeline of upcoming tenders and potential institutional clients to support revenue planning.
• Work closely with product, logistics, and manufacturing teams to ensure delivery capability as per bid commitments.
• Align with finance and risk teams to ensure commercial viability and mitigation of exposure

People

• Plan and propose deployment of onsite-sales coordinators based on market potential & challenges; Collaborate with HR to facilitate selection and employment management of onsite-sales coordinators
• Drive a performance driven culture in the organization by timely monitoring, review of performance parameters and feedback to the team members
• Oversee succession planning for all critical roles in the team and groom high-potential subordinates
• Contribute towards development of talent for the function by providing subordinates with adequate exposure and growth opportunities to enable readiness for higher roles
• Actively participate as Function Head / Line Manager in HR initiatives to drive overall employee engagement and motivation

Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent and competent authority

E. Key Interfaces

Internal Interfaces

External Interfaces

• Marketing Team
• Pre-sales tech-support team
• HR, Finance Vertical

• Lead - Legal

• Solar - Institutional clients

• Government Authorities
• External Consultants/ Market Research Agencies

F. Role Requirements / Specifications

Desired Qualifications

• Post graduation in Management with specialization in Marketing Preferred

Desired Experience

• Min 20 years of industry experience.

Knowledge & Skills

• In-depth understanding of the solar sector, industry practices, market trends
• Skilled in Negotiation,Govt Liasoning, Revenue Generation, Business Planning & Strategy, Contract Management, Bid management, Renewable Energy.
• Strong Customer Relationship Management
• Techno-Commercial Acumen
• Negotiation skills
• Innovative mindset
• Team Leadership & Management