Field Sales Executive

4.  KEY RESPONSIBILITIES

A.  Territory Development & Lead Generation

▸    Own and develop the Gurugram & southern NCR belt as a defined sales territory — including Manesar IMT, Udyog Vihar phases, Sohna Road, NH-48 corridor, Sector 37 IDA, and Faridabad border belt.

▸    Generate minimum 15–20 qualified B2B leads per month through a combination of:

–      Cold calling on curated industry-segment databases (textiles, auto ancillaries, FMCG, logistics, healthcare)

–      Walk-in and drive-by prospecting at industrial areas and commercial clusters

–      Reference generation from existing Advit clients in the territory

–      Networking at industry associations (GCCI, CII Haryana, IMC Gurugram), business groups (BNI, JBN), and trade events

–      Coordination with solar panel / inverter channel partners for co-referrals

▸    Qualify leads rigorously before escalation: confirm connected load / sanctioned load, monthly unit consumption, roof / structure type, ownership status, and budget intent. Do not advance sub-threshold leads (<25 kW industrial; <15 kW commercial).

B.  Client Engagement & Consultative Selling

▸    Conduct first-level consultative meetings with plant heads, purchase managers, CFOs, or owner-directors of target companies; position Advit's solution (CAPEX / OPEX / RESCO / PPA) basis the client's financial and operational priorities.

▸    Explain technical basics confidently: system sizing basis consumption, ROI / payback, net metering, accelerated depreciation benefits, DISCOM processes, and post-installation O&M.

▸    Coordinate site surveys with the technical team; brief the survey engineer on client context and ensure survey findings are translated into a client-ready Technical Site Layout (TSL) within agreed TAT.

▸    Present and walk clients through the Solar Project Proposal (SPP) including system design, savings projection, financial model, and payment terms; lead negotiation to closure.

▸    Identify and address objections early; escalate to senior management only after exhausting first-level resolution.

C.  Proposal Management & Documentation

▸    Prepare accurate, complete, and client-specific Solar Project Proposals (SPP) by coordinating with the technical and commercial teams; review all proposals before sharing — verify client name, capacity, pricing, inclusions/exclusions, and net metering scope.

▸    Issue and track Work Orders (WO) post-closure; ensure correct commercial terms (payment schedule, GST, net metering clause) are reflected before sharing with the client.

▸    Maintain a live, updated pipeline of all proposals at each stage (submitted / under review / negotiation / stalled / closed-won / closed-lost) and share a morning pending-summary every working day.

▸    Follow up on submitted proposals with structured cadence: Day 3, Day 7, Day 14, then weekly thereafter. Do not allow proposals to go silent.

D.  CRM & Reporting

▸    Update Zoho CRM same-day for every lead interaction: call outcome, meeting notes, next action, and expected closure date.

▸    Submit a structured Daily Work Report (DWR) to the team channel by 6:30 PM every working day covering: calls made / connected / interested, meetings done, proposals submitted, follow-ups completed, and next day plan.

▸    Prepare a Weekly Leads Summary every Monday for internal review covering pipeline value, stage movement, and risk flags.

▸    Flag stalled deals, competitor undercutting, or market intelligence proactively — do not wait for management to ask.

E.  Post-Order Coordination & Client Retention

▸    Serve as the primary client contact from WO execution through project commissioning; coordinate between the client and the project delivery team for site access, DISCOM documentation, and inspection scheduling.

▸    Introduce O&M / AMC offerings at commissioning stage; target conversion of minimum 60% of new projects to annual O&M contracts.

▸    Identify upsell/expansion opportunities within the existing client base (capacity addition, hybrid inverter upgrades, monitoring systems, cleaning systems).

▸    Proactively generate referrals from every closed project; target 2 qualified referrals per closed deal.

6.  MANDATORY QUALIFICATIONS & EXPERIENCE

6.1  Non-Negotiable Requirements

Candidates who do not meet ALL of the following criteria will not be shortlisted:

▸    Minimum 2 years of full-cycle B2B field sales experience — mandatory. Tele-sales or inside-sales-only profiles will not be considered.

▸    Industry background in one or more of the following — minimum 1 year:

–      Solar EPC / Rooftop Solar (strongly preferred; existing client relationships in Gurugram belt a major advantage)

–      Industrial capital goods / CAPEX solutions sold to plant managers, purchase heads, CFOs: DG sets, compressed air systems, HVAC, energy auditing, LED retrofits, water treatment, industrial automation

–      Services with similar client profile and ticket size: fire safety, industrial cleaning systems, ETP/STP, process equipment, commercial electrical contracting

–      Financial products for business: SIDBI/NBFCs lending to SME/MSME, solar finance, equipment leasing (only if client profile matches industrial/commercial)

▸    Demonstrated track record of independently closing deals in the ₹ 5 Lakh – ₹ 2.5 Crore ticket-size range — must be verifiable.

▸    Ability to hold peer-level conversations with plant heads, CFOs, purchase managers, and business owners in Haryana/Punjab SME/MSME industrial clusters.

▸    Must be currently based in or willing to relocate to Gurugram at joining. Candidate must be comfortable with daily field activity across Gurugram, Manesar, Faridabad, and Sohna.

▸    Graduate in any discipline (B.Tech / BE preferred for technical understanding; B.Com / BBA acceptable with strong sales record).

▸    Proficiency in basic tools: WhatsApp Business, Google Sheets / Excel for report tracking, PDF proposal sharing; prior CRM usage mandatory.

6.2  Strongly Preferred (Will Accelerate Shortlisting)

▸    Prior solar sales experience with hands-on understanding of: net metering process, DISCOM applications, TSL / PV Syst output, system sizing basis electricity bills, accelerated depreciation (Section 32, Income Tax Act).

▸    Existing network / relationships with purchase managers, energy heads, or promoters of manufacturing companies in Gurugram–Manesar–Faridabad belt.

▸    Experience selling to one or more of: textile manufacturers, auto ancillary units, automobile dealerships, hospitals, educational institutions (these form Advit's core Gurugram client base).

▸    Familiarity with CAPEX vs. OPEX / RESCO / PPA structuring.

▸    Prior experience in a team of ≤25 people (startup / growth-stage environment): self-starter mindset required; minimal hand-holding.

▸    Experience using Zoho CRM or equivalent (Salesforce, HubSpot, Freshsales).

6.3  Disqualifying Factors

▸    Pure retail / B2C sales background (real estate residential sales, insurance ULIP sales, telecom prepaid, FMCG distribution) — client profile does not match.

▸    No demonstrable history of independently sourcing leads; only order-fulfillment or relationship-maintenance roles.

▸    Candidates expecting fully warm inbound leads with no cold calling / prospecting activity.

▸    Candidates unwilling to submit daily work reports and CRM updates as a non-negotiable daily discipline.

▸    Job-hoppers with <12 months average tenure in last 3 roles without adequate justification.

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