Manager – Sales Strategy & Operations, Battery Energy Storage (BESS)

Exicom; Gurugram District; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Exicom is seeking a results-driven sales operations professional to own pricing, market segmentation, and the sales tools that support our BESS and energy products. You will monitor competitive moves, manage the price book, and train channel partners to raise win rates across residential, commercial/industrial, and EV charging segments.

You will also build calculators and templates that demonstrate ROI to customers, while partnering with product and pricing teams to reflect market feedback in

Qualifications

• 2–10 years in a commercial role (sales, BD, GTM, sales ops) in BESS, solar, inverters, power electronics or energy B2B.
• Direct customer facing experience: has run meetings, written proposals and handled negotiations.
• Structured thinker: can segment the market and provide clear recommendations.
• Strong written and verbal communication; able to build a clean deck for leadership or customers.

Responsibilities

• Size and prioritise BESS segments (residential, C&I, EV charging sites) and recommend where Exicom plays and how.
• Track competitors' products, pricing and channel moves; feed findings into product and pricing decisions.
• Own the price book: list prices, discount bands, channel margins, warranty and service add-ons.
• Build and maintain the sales pitch, segment specific decks, product one pagers, case studies and FAQs.
• Build customer facing tools such as savings/ROI calculators and proposal templates.
• Train sales and channel partners on product, pitch and objection handling.
• Run the pipeline and funnel review; produce MIS for leadership; set up quote-to-order processes.
• Lead or support key accounts and new channel partners through discovery, proposal and negotiation.

Skills

Commercial experience

BESS knowledge

Pricing & Excel

Proposal & negotiation

Channel management

Education

Engineering/Business degree

Tools

CRM systems

Excel

Dashboards

Job description

• Size and prioritise BESS segments (residential, C&I, EV charging sites) and recommend where Exicom plays and how.
• Track competitors' products, pricing and channel moves; feed findings into product and pricing decisions.
• Own the price book: list prices, discount bands, channel margins, warranty and service add-ons.
• Build and maintain the sales pitch, segment specific decks, product one pagers, case studies and FAQs.
• Build customer facing tools such as savings/ROI calculators and proposal templates.
• Train sales and channel partners on product, pitch and objection handling.

3. Sales operations and reporting

• Run the pipeline and funnel review: lead sources, conversion by stage, win/loss reasons.
• Produce weekly and monthly MIS for leadership: orders, revenue, margin, forecast vs. actual.
• Set up sales processes with internal teams: quote-to-order, commercial approvals, service and warranty handoffs.
• Lead or support key accounts and new channel partners through discovery, proposal and negotiation.
• Bring customer feedback back into product, pricing and pitch.

Who we are looking for

Must-haves

• 2-10 years in a commercial role (sales, BD, GTM, sales strategy or sales ops) in BESS, solar, inverters, power electronics or energy B2B.
• Direct customer facing experience: has run meetings, written proposals and handled negotiations.
• Structured thinker: can turn a messy market into segments, numbers and a clear recommendation.
• Strong written and verbal communication; can build a clean deck and present it to leadership or a customer.
• Comfortable in Excel: pricing models, unit economics, pipeline and MIS reports.
• Working knowledge of BESS basics: chemistries (LFP), sizing (kW/kWh), cycles, warranty terms, and the use cases (backup, peak shaving, solar self consumption).

Good to have

• Experience at a recognised BESS, solar or inverter company, or in energy consulting.
• Degree from a strong engineering and/or business school (e.g. IIT/NIT/BITS, IIM/ISB or equivalent).
• Exposure to channel/distributor management or pricing and margin design.
• Familiarity with India's storage policy landscape (net metering, open access, state regulations).
• CRM experience (setting up dashboards or a pipeline process).