Head - Key Accounts - Renewable Energy

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:

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.

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.