Manager Sales Strategy & Operations, Battery Energy Storage (BESS)

Key responsibilities

1. GTM strategy

• Size and prioritise BESS segments (residential, C&I, EV charging sites) and recommend where Exicom plays and how.
• Define regional and channel model per segment: direct, solar EPC/installer partners, distributors, OEM/white-label.
• Track competitors products, pricing and channel moves; feed findings into product and pricing decisions.

2. Sales enablement

• Own the price book: list prices, discount bands, channel margins, warranty and service add-ons.
• Build and maintain the sales pitch, segment-specific decks, product one-pagers, case studies and FAQs.
• Build customer-facing tools such as savings/ROI calculators and proposal templates.
• Train sales and channel partners on product, pitch and objection handling.

3. Sales operations and reporting

• Run the pipeline and funnel review: lead sources, conversion by stage, win/loss reasons.
• Produce weekly and monthly MIS for leadership: orders, revenue, margin, forecast vs. actual.
• Set up sales processes with internal teams: quote-to-order, commercial approvals, service and warranty handoffs.

4. Selective selling

• Lead or support key accounts and new channel partners through discovery, proposal and negotiation.
• Bring customer feedback back into product, pricing and pitch.

Who we are looking for

Must-haves

• 2–10 years in a commercial role (sales, BD, GTM, sales strategy or sales ops) in BESS, solar, inverters, power electronics or energy B2B.
• Direct customer-facing experience: has run meetings, written proposals and handled negotiations.
• Structured thinker: can turn a messy market into segments, numbers and a clear recommendation.
• Strong written and verbal communication; can build a clean deck and present it to leadership or a customer.
• Comfortable in Excel: pricing models, unit economics, pipeline and MIS reports.
• Working knowledge of BESS basics: chemistries (LFP), sizing (kW/kWh), cycles, warranty terms, and the use cases (backup, peak shaving, solar self-consumption).

Good to have

• Experience at a recognised BESS, solar or inverter company, or in energy consulting.
• Degree from a strong engineering and/or business school (e.g. IIT/NIT/BITS, IIM/ISB or equivalent).
• Exposure to channel/distributor management or pricing and margin design.
• Familiarity with India's storage policy landscape (net metering, open access, state regulations).
• CRM experience (setting up dashboards or a pipeline process).