Business Development and Sales Manager - Grid Scale Inverters and Power Converters

BD & Sales Manager – Central Inverter and Power Converters (AC-DC and DC-DC)

Job Description: BD & Sales Manager – Central Inverter and Power Converters (AC-DC and DC-DC)

Position Overview

The Sales and Business Development Manager – Grid Scale Inverters and Power Converters (AC-DC/DC-DC) is responsible for driving revenue growth, building customer relationships, and managing end-to-end sales cycles for utility-scale and industrial segments. The role requires strong technical understanding of power conversion, grid integration and commercial structuring.

Key Responsibilities

1. Sales Strategy & Market Development

• Develop and execute the sales strategy for Grid Scale Inverter and Power Converters (AC-DC and DC-DC) 
• Identify and develop new business opportunities with EPCs, IPPs, utilities, developers, and large industrial customers.
• Build sales pipelines for Grid Scale Inverter and Power Converters
• Track market trends: tender forecasts (SECI, NTPC, state DISCOMs), storage policies, grid norms, and competitive landscape.

2. Customer Acquisition & Key Account Management

• Lead engagement with strategic customers: utility developers, EPCs, global & Indian IPPs.
• Manage entire sales cycle: lead generation → technical discussion → proposal → negotiation → closure.
• Relationship building with CXO, project, procurement, and engineering teams.
• Maintain high customer satisfaction and ensure repeat business.

3. Technical-Commercial Support

• Understand functional and technical requirements:
  1. Grid Scale Inverter and Power Converters
• Prepare technical-commercial offers, costing inputs, BOQ, and compliance matrices.
• Coordinate with engineering, product, and application teams for solution customisation.

4. Proposal, Pricing & Contracting

• Prepare and deliver techno-commercial proposals.
• Support in bid preparation for SECI/NTPC/state tenders.
• Lead contract discussions: terms, warranties, service scope, penalties, delivery schedule, LC/payment terms.
• Coordinate internally for BOM optimisation, price approvals, and margin protection.

5. Forecasting, Reporting & CRM

• Maintain accurate sales forecasts and pipeline updates using CRM.
• Create monthly/quarterly regional market reports and competitor analysis (Sungrow, Sineng, FIMER, Delta, etc.).
• Track price trends for Power Electronics components

6. Cross-functional Collaboration

• Coordinate with product management for roadmap of Grid Scale Inverter and Power Converters
• Work with operations/supply chain for order execution, delivery, and lead-time alignment.
• Support marketing with content, datasheets, case studies, and customer events.

Required Qualifications & Experience

• Bachelor’s degree in Electrical / EEE / Power Engineering; MBA preferred.
• 12–15 years of experience in sales of either BESS or renewable EPC solutions.
• Strong understanding of high-power converters (500 kW – 5 MW), grid-connected systems, SCADA, and storage EPC.
• Prior experience with utility-scale solar EPCs, IPPs, or energy storage OEMs.
• Ability to understand SLDs, PCS/BESS sizing, grid interconnection requirements.
• Strong commercial acumen, negotiation skills, and customer handling experience.

Key Performance Indicators (KPIs)

• Annual order booking
• Gross margin achievement.
• New customer additions and key account retention.
• Tender wins (SECI/NTPC/state).
• Sales cycle time and proposal-to-win ratio.

Preferred Industry Background

• BESS OEMs or EPCs
• Solar EPC & Utility-scale inverter manufacturers
• Energy storage integrators
• Power electronics manufacturers (PCS, central inverter)
• IPPs and utility-scale renewable developers