Sr GM-Institutional Sales For a solar company Kolkata

To drive solar module sales through strategic engagement with government agencies, PSUs, and institutional buyers by managing end-to-end tendering and bidding processes. The role aims to secure high-value institutional orders, ensure competitive participation in government schemes and contribute to revenue growth by aligning institutional opportunities with the companys product capabilities and strategic goals.

C. Primary Responsibilities

Strategic

• Expand institutional and government business footprint
• Lead bidding strategies aligned with national solar programs
• Drive high-value, policy-aligned sales opportunities
• Strengthen market intelligence and competitive positioning

Build long-term relationships with key stakeholders

Financial

• Facilitate finalization of the annual Sales and Marketing budgets by contributing towards sales budgets; Decide on the allocation for various activities across regions; Monitor adherence to the budgets
• Co-develop & ensure deployment of modules / project services pricing model in line with geography specific trends, competition & regulations.
• Track and lead realization and collection status across regions and product & services portfolio to drive profitable growth

Process

• Track relevant solar tenders for module supply across government portals and procurement platforms.
• Lead end-to-end bid preparation, including documentation, pricing strategy, and submission in coordination with technical and commercial teams.
• Analyze tender specifications, pre-qualification requirements, and bid evaluation criteria to ensure eligibility and competitiveness.
• Prepare high-quality techno-commercial proposals, product data sheets, compliance documents, and certifications.
• Coordinate with internal teams (legal, logistics, finance, technical) for timely documentation and approvals.
• Monitor institutional procurement trends, policy changes, and pricing benchmarks to shape sales and bidding strategies.
• Maintain a pipeline of upcoming tenders and potential institutional clients to support revenue planning.
• Work closely with product, logistics, and manufacturing teams to ensure delivery capability as per bid commitments.
• Align with finance and risk teams to ensure commercial viability and mitigation of exposure

People

• Plan and propose deployment of onsite-sales coordinators based on market potential & challenges; Collaborate with HR to facilitate selection and employment management of onsite-sales coordinators
• Drive a performance driven culture in the organization by timely monitoring, review of performance parameters and feedback to the team members
• Oversee succession planning for all critical roles in the team and groom high-potential subordinates
• Contribute towards development of talent for the function by providing subordinates with adequate exposure and growth opportunities to enable readiness for higher roles
• Actively participate as Function Head / Line Manager in HR initiatives to drive overall employee engagement and motivation

Any other additional responsibility could be assigned to the role holder from time to time as a standalone project or regular work. The same would be suitably represented in the Primary responsibilities and agreed between the incumbent and competent authority

E. Key Interfaces

Internal Interfaces

External Interfaces

• Marketing Team
• Pre-sales tech-support team
• HR, Finance Vertical
• Lead - Legal

• Solar - Institutional clients
• Government Authorities
• External Consultants/ Market Research Agencies

Please send updated resume to tanumita.roy@3pointhrm.in or call 9007134178