CIEL HR
Website:
cielhr.com
Job details:
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
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 - Gurgoun , Chennai , Mumbai , Hyderabad ,kolkatta
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