Head - Key Accounts - EPC

Company: Vikram Solar Limited

Position Title: Head - Key Accounts

Reports To: Chief Revenue Officer

Direct Reports: 2 General Manager - Key Accounts

Location: Gurgaon and Chennai

Role Purpose:

Vikram Solar Limited is looking for a Head - 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 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 within the 2 GW - 4,000 Cr revenue charter.
• Build multi-threaded relationships within each account: map and engage plant - project heads, technical evaluators, finance - commercial approvers, and CXO-level sponsors.
• Develop account-specific relationship maps and depth plans for top accounts, reviewed periodically with the CRO.
• Ensure account knowledge is documented and institutionalized.

2. Relationship Building - Retention:

• Build relationships that outlast individual transactions to reduce re-tendering risk and strengthen renewal likelihood.
• Run structured account reviews with top accounts to surface issues early and identify expansion opportunities.
• Represent Vikram Solar in a way that reinforces long-term partnership positioning.

3. Revenue - Commercial Delivery:

• Own commercial negotiation on framework agreements, rate contracts, and large deal terms for accounts under this charter.
• Drive cross-sell of EPC, O&M, and emerging BESS - storage offerings into existing key accounts.
• 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.
• Build succession depth within the key account team.

Candidate Profile:

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.
• Prior experience working in a customer-facing, field-based or account-embedded model is strongly preferred.
• Experience managing or mentoring a small team of account managers.

Education:

• Bachelor's degree in engineering (Electrical - Mechanical - Energy preferred); MBA or equivalent PG in Sales - Marketing - General Management preferred.

Key Competencies:

• Relationship-building orientation: 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.
• Commercial acumen to balance relationship depth with margin and collections discipline.