Lead Sales & Business Development_SOLAR C&I

Company Description

Founded in 1991, Hartek Group is a leading Engineering, Procurement & Construction (EPC) company in the power sector. With a dedicated workforce of over 500 employees, Hartek is recognized for its commitment to innovation, having earned the ‘Great Place to Work’ certification six times. The company has connected more than 10 GW of solar capacity to the grid, preventing over 300 million tonnes of carbon emissions. Hartek Group is ranked among the Top 5 Rooftop Solar Installers in India and provides advanced power distribution products with smart grid technologies.

Position Overview:

The Sales lead will be responsible for driving business development, client acquisition and sales strategy for the Rooftop, Floating and Small Utility Ground-Mount Solar business. This role requires a leader with a deep understanding of the renewable energy landscape, strong stakeholder engagement skills and a proven track record of closing high-value deals in the solar industry

• This position is basically focused on generating business from C&I consumers.

• A brief knowledge about that state relate to geographical, geological, geopolitical part.

•To understand problem statement of that area where we can pitch our solution.

•Having in-depth understanding about commercial and industrial, PSU sector.

•Having knowledge of solar EPC C&I background.

•Having good connectivity with state discom and nodal agency.

•Having good understanding of competitor mapping.

Responsibilities & Key Deliverables

*Key Responsibilities:

Sales & Business Development:

•Develop and execute a comprehensive sales strategy for rooftop, floating and small utility-scale ground-mount solar projects (up to 20MW).

•Generate and qualify leads across industrial, commercial, institutional and government sectors.

•Build and maintain a strong pipeline of opportunities across geographies.

•Drive B2B and B2G sales, ensuring alignment with business goals.

Client & Stakeholder Management:

•Develop and maintain relationships with key decision-makers (CXOs, facility managers, PSU officials, etc.).

•Manage end-to-end client engagement from pitch to project award.

•Lead client negotiations including pricing, terms, and contract closure.

Team Leadership & Collaboration:

•Build and lead a high-performing sales team with clear performance KPIs.

•Collaborate with Engineering, Project Management, and Finance teams to develop competitive proposals and ensure delivery capability.

Market Intelligence & Strategy:

•Conduct competitive benchmarking and market research.

•Identify new market segments and partnership opportunities.

•Provide inputs into pricing strategy, go-to-market plans, and innovation roadmaps.

Key Performance Indicators (KPIs):

•Annual sales/revenue generated from target segments.

•Conversion rate of qualified leads to successful deals.

•Number and size of projects secured.

•Market expansion and penetration.

•Customer satisfaction and retention.

Core Competencies:

•Strong verbal and written communication skills to deliver persuasive pitches and reports

•Driven by outcomes

•Demonstrates ownership from lead generation to deal closure and handover.

•Ability to work under pressure, meet deadlines, and exceed targets.

•Well verse with softwares like pvsyst, google sketchup and autocad

•Excellent communication, negotiation, and interpersonal skills.

•Strategic thinker with a hands-on approach.

•Familiarity with government policies and regulatory frameworks in the renewable energy space.

•Techno-commercial acumen with knowledge of solar PV technology, CAPEX/OPEX models, and ROI calculations.

Qualification & Other Requirements

Education:

•Bachelor’s degree in Engineering (Electrical/Mechanical preferred).

•MBA in Sales/Marketing/Business Development (preferred).

Experience:

•10-12 years of experience in Solar sales, with at least 5 years in EPC sales in rooftop/floating/small utility solar segment in C&I and Govt.

•Proven track record in achieving annual revenue targets and closing large-scale EPC/developer-led projects.

•Experience working with DISCOMs, PSU, state nodal agencies, and industrial clients is a plus.