Manager – C&I Business Development

Ellume Limited; Mumbai; On-site; INR 4,000,000 - 8,000,000; Full time

Job summary

Ellume Limited in Mumbai is seeking a seasoned C&I solar sales professional to drive new business and expand our rooftop and ground-mount projects.

You will own the full deal cycle from qualification to EPC handoff, manage channel partners, ensure margin discipline, and navigate open-access policies while coordinating with the EPC delivery team; strong English/Hindi, travel 30–40% required.

Qualifications

• Based at Mumbai HQ with 30–40% field travel.
• Experience in C&I solar sales/business development.
• Proven ability to manage commercial proposals and margins.

Responsibilities

• Acquire and manage key C&I accounts for solar installations.
• Develop techno-commercial proposals with margin focus.
• Manage full deal cycle: qualification to EPC handoff.
• Build channel partner networks across territories.
• Track compliance with open-access, net metering, and DISCOM tariffs.
• Lead weekly pipeline reviews and ensure CRM hygiene.
• Coordinate with EPC delivery on scope, BOM, timeline.
• Own monthly revenue targets with margin-qualified deals.

Skills

Negotiation skills

English language

Hindi language

CRM knowledge

Education

B.E./B.Tech (Electrical, Mechanical, or Energy)

MBA preferred

Tools

Salesforce

HubSpot

Job description

At Ellume, we are pioneering the future of clean power. We operate across three verticals—Renewable Energy, Independent Power Production (IPP), Engineering, Procurement & Construction (EPC), and Technology—committed to driving innovation across the renewable sector.

Responsibilities

• Acquire and manage key C&I accounts (manufacturing, IT parks, commercial real estate, industrial clusters) for captive and open-access solar installations.
• Develop and deliver commercial proposals with detailed techno-commercial analysis, ensuring every project meets Ellume's gross margin standards.
• Manage the full deal cycle: lead qualification → site assessment → proposal → negotiation → contract → EPC handoff.
• Build and activate channel partner networks (EPC sub-contractors, electrical consultants, energy auditors) across territories.
• Track and ensure compliance with state-specific open-access policies, net metering regulations, and DISCOM tariff structures.
• Lead weekly pipeline reviews with the C&I sales team, ensuring CRM hygiene and accurate revenue forecasting.
• Coordinate with the EPC delivery team on project scoping, bill of materials, and timeline commitments.
• Own monthly revenue targets with margin-qualified deal flow, escalating below-threshold deals for review.

Requirements

• Based at our Mumbai HQ, with 30–40% field travel.
• 5–8 years of experience in C&I solar sales / business development, with a track record of ₹15+ Cr in annual revenue.
• Proven ability to manage commercial proposals for rooftop and ground-mount C&I solar (100 kWp – 5 MWp range).
• Strong understanding of open-access regulations, captive power rules, and state-level net metering policies across key states (MH, GJ, KA, TN, RJ, UP).
• Experience managing gross margins of 12%+ in solar EPC deals with transparent cost-stack management.
• Channel partner development and management experience.
• Proficiency with CRM systems (Salesforce / HubSpot) and pipeline management frameworks.
• Strong negotiation skills with C-suite and plant-head level stakeholders.
• B.E. / B.Tech (Electrical, Mechanical, or Energy); an MBA is preferred.
• Fluent in English and Hindi; a regional language (Marathi, Gujarati, Tamil, or Kannada) is preferred.
• Nice to have: existing client relationships in key industrial clusters (Pune, Ahmedabad, Chennai, Bangalore, Jaipur); knowledge of DISCOM tariff structures and banking / wheeling charges across states; experience with group captive and virtual open-access models; understanding of module, inverter, and BoS pricing trends.