General Manager - Large Solar Sales

Eastman Auto & Power; Gurugram District; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Eastman Auto & Power Ltd seeks a dynamic General Manager for the Large Solar Sales division in India. The role leads sales strategy and execution for institutional, government, PSU, utility-scale, and large commercial solar projects, targeting CAPEX, OPEX, rooftop, and hybrid installations.

You will build a robust pipeline, manage key accounts, and drive profitability, forecasting, and cross-functional collaboration with engineering, finance, and legal teams.

Qualifications

• Experience leading institutional & enterprise solar sales initiatives.
• Ability to build and manage long-term pipelines for large-scale solar.
• Proven track record in pricing discipline and margin optimization.

Responsibilities

• Lead institutional and enterprise sales strategy for large solar projects (CAPEX, OPEX, rooftop, ground-mounted, hybrid).
• Build and manage relationships with government bodies, utilities, EPCs, and large corporates.
• Own annual and quarterly sales targets, forecasting, and revenue planning; monitor cash flow milestones.

Skills

Strategic sales leadership

Key account management

Government & utilities relations

Portfolio development

Job description

Eastman Auto & Power Ltd seeks a dynamic and experienced General Manager for our Large Solar Sales division. The ideal candidate will be responsible for leading our sales strategy and execution for large-scale solar.

1. Institutional & Enterprise Sales Strategy

• Develop and execute sales strategies for institutional, government, PSU, utility-scale, and large commercial solar projects.
• Identify and pursue opportunities in CAPEX, OPEX, rooftop, ground-mounted, and hybrid solar projects.
• Build long-term pipeline aligned with company revenue and growth objectives.

2. Business Development & Key Account Management

• Build and manage relationships with government bodies, utilities, EPC contractors, large corporates, and institutional clients.
• Lead strategic engagements with decision-makers, consultants, and influencers.
• Ensure repeat business and long-term account growth.

3. Revenue, Forecasting & Profitability

• Own annual and quarterly sales targets, forecasting, and revenue planning.
• Drive margin optimization through pricing discipline and cost understanding.
• Track order inflow, execution readiness, and cash flow milestones.

4. Market Intelligence & Competitive Analysis

• Monitor policy changes, MNRE guidelines, DISCOM tenders, and regulatory frameworks.
• Analyze competitor positioning, pricing trends, and market opportunities.
• Provide market insights to leadership for strategic decision-making.

5. Team Leadership & Performance Management

• Lead, mentor, and develop the institutional sales team.
• Define KPIs, performance metrics, and incentive structures.
• Build a high-performance, compliance-driven sales culture.

6. Cross-Functional Collaboration

• Work closely with engineering, project execution, SCM, finance, and legal teams.
• Ensure seamless transition from sales to execution.