CIEL HR
Website:
cielhr.com
Job details:
Role Purpose
Key Accounts at the Deputy Vice President level to own and deepen the company's most strategic customer relationships. Reporting to the Chief Revenue Officer, this role carries direct accountability for a ~2-4 GW annualized business charter (an estimated ~₹4,000 Cr* revenue base) spanning large IPPs, PSU/government accounts, and major C&I groups.
Key Responsibilities
1. 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.
2. 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.
3. 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.
4. 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
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.
Education
● Bachelor’s degree in engineering (Electrical/Mechanical/Energy preferred); MBA or equivalent PG in Sales/Marketing/General Management preferred but not mandatory for candidates with strong relevant account-management track records.
Key Competencies
● Relationship-building orientation: genuine comfort investing time in trust-building over quick transactional wins.
● Strong stakeholder navigation skills — able to multi-thread relationships across procurement, technical, finance, and CXO levels within a customer organization.
● Commercial acumen to balance relationship depth with margin and collections discipline.
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