Head - Key Accounts - Solar/Renewable Energy

Key Responsibilities: Account Ownership: - Own the end-to-end relationship for Vikram Solar's most strategic accounts - large IPPs, government/PSU entities, and major C&I groups - within the ~2 GW / ~4,000 Cr- charter. - Build multi-threaded relationships within each account: move beyond the single procurement contact to map and engage plant/project heads, technical evaluators, finance/commercial approvers, and CXO-level sponsors. - Develop account-specific relationship maps and depth plans for the top accounts, reviewed periodically with the CRO. - Ensure account knowledge (technical requirements, decision-making structure, competitive presence, renewal timing) is documented and institutionalized - not held only in the incumbent's or a GM's head. Relationship Building & Retention: - Build relationships that outlast individual transactions - invest in trust and account intimacy that reduces re-tendering risk and strengthens renewal likelihood. - Run structured account reviews (quarterly or as appropriate) with top accounts, jointly with the customer, to surface issues early and identify expansion opportunities. - Represent Vikram Solar in a way that reinforces long-term partnership positioning - not only price and delivery performance - including proactive engagement outside of active deal cycles. Revenue & Commercial Delivery: - Own commercial negotiation on framework agreements, rate contracts, and large deal terms for accounts under this charter, balancing depth-building with margin discipline. - Drive cross-sell of EPC, O&M, and emerging BESS/storage offerings into existing key accounts to grow wallet share beyond the initial module/EPC relationship. - Monitor collections and contract compliance on key accounts, working with Finance to keep DSO and dispute levels within acceptable limits. Leadership & Team Building: - Lead, coach, and develop the two General Managers, ensuring each builds comparable account depth and co-location discipline within their own cluster. - Build succession depth within the key account team so that account knowledge and relationships are not concentrated in any single individual. Education: - Bachelor's degree in engineering (Electrical/Mechanical/Energy preferred); MBA or equivalent PG. Experience: - 12 - 18 years of experience in B2B/institutional sales or key account management, with at least 4 - 6 years specifically managing large, strategic accounts in solar, renewable energy, or an adjacent capital-goods/infrastructure/EPC industry. - Demonstrated experience managing large IPP, PSU/government, or major C&I relationships - including multi-year, multi-site account relationships rather than one-off transactions. - Prior experience working in a customer-facing, field-based or account-embedded model (e.g., regional/on-site account roles) is strongly preferred, given the co-location expectation of this role. - Experience managing or mentoring a small team of account managers (such as GMs or regional leads) with accountability for their account outcomes. Location: - Gurgaon, Chennai, Mumbai, Hyderabad, kolkata.