Regional Sales Manager - Rooftop Solar - West India

REGIONAL SALES MANAGER - ROOFTOP SOLARLocation: 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 RESPONSIBILITIES1. 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.