Purpose of the Role
To drive and manage the company's B2B e-commerce sales business for solar inverters, batteries and related energy solutions by developing digital business channels, managing B2B marketplace operations, acquiring institutional and channel customers, and expanding online sales revenue through dealer, distributor, EPC, installer and corporate networks.
The role will be responsible for developing and executing digital sales strategies, generating business leads, managing key B2B accounts, and achieving revenue, market penetration and profitability targets.
Job Responsibilities (KRA)
. B2B E-Commerce Sales & Business Development
- Develop and implement B2B e-commerce sales strategies to achieve business revenue and profitability targets.
- Drive online sales through B2B marketplaces such as IndiaMART, TradeIndia, Alibaba and other relevant digital platforms.
- Develop and manage the company's own B2B portal and digital sales channels.
- Identify and acquire new dealers, distributors, solar EPC companies, system integrators, installers and institutional customers.
- Generate qualified business leads through digital platforms and convert them into sales opportunities.
- Expand the company's B2B customer base across domestic and international markets, wherever applicable.
B. Marketplace & Digital Channel Management
- Manage end-to-end B2B marketplace operations, including product catalogues, listings, pricing, quotations, enquiries and order processing.
- Optimize product listings using relevant keywords, technical specifications, product descriptions and digital content.
- Manage online enquiries, RFQs (Request for Quotations), bulk orders and commercial negotiations.
- Monitor marketplace performance, lead conversion, customer engagement and order fulfilment.
- Develop strategies to improve online product visibility, lead generation and conversion rates.
C. Key Account & Channel Management
- Develop and maintain relationships with dealers, distributors, EPC contractors, solar installers, OEMs and institutional buyers.
- Identify large-volume business opportunities and manage strategic B2B accounts.
- Develop channel partner acquisition and engagement strategies through digital platforms.
- Negotiate commercial terms, pricing, credit terms and volume-based business arrangements.
- Coordinate with sales teams to convert digital enquiries into long-term business relationships.
D. Digital Marketing & Lead Generation
- Plan and execute digital marketing campaigns across Google Ads, LinkedIn, Meta and relevant B2B platforms.
- Drive inbound lead generation through SEO, SEM, email marketing and digital campaigns.
- Monitor lead quality, cost per lead (CPL), customer acquisition cost (CAC) and lead-to-order conversion.
- Work closely with marketing teams to develop product campaigns, promotional strategies and brand visibility initiatives.
- Track campaign effectiveness and optimize marketing expenditure to improve ROI.
E. Revenue Growth & Business Analytics
- Prepare annual business plans, sales budgets, revenue forecasts and growth strategies.
- Monitor key business metrics such as lead generation, enquiry conversion, order value, GMV, revenue and profitability.
- Analyse competitor pricing, market trends, customer requirements and product positioning.
- Drive pricing strategies, margin management and sales productivity.
- Prepare MIS reports and present business performance updates to senior management.
F. Cross-Functional Coordination & Operations
- Coordinate with supply chain, logistics, warehouse, finance, technical and customer service teams.
- Ensure timely quotation submission, order processing, dispatches and customer communication.
- Coordinate technical queries related to solar inverters, batteries, product compatibility, warranties and applications.
- Monitor payment collections, outstanding receivables and customer account health in coordination with finance.
- Ensure effective complaint resolution and post-sales support.
Job Requirements (KPI)
Educational Qualification
- Bachelor's degree in Engineering, Business Administration, Marketing or Commerce.
- MBA in Marketing / Sales / International Business will be preferred.
Experience & Skills Required
- Minimum 10 years of experience in B2B Sales, E-Commerce Sales, Digital Business Development or Online Marketplace Management.
- Relevant experience in solar inverters, solar batteries, lithium-ion batteries, UPS, power electronics or electrical products is highly preferred.
- Hands-on experience managing B2B platforms such as IndiaMART, TradeIndia, Alibaba and other online business portals.
- Proven track record in B2B lead generation, customer acquisition, channel development and revenue growth.
- Experience in handling dealers, distributors, EPC contractors, system integrators and institutional customers.
- Strong understanding of digital marketing, SEO, SEM, Google Ads, LinkedIn marketing and lead management.
- Experience in commercial negotiations, pricing, margin management and sales forecasting.
- Knowledge of CRM tools, ERP systems and sales MIS.
- Strong communication, negotiation, analytical and team management skills.
Key Performance Indicators (KPIs)
- Achievement of annual and monthly B2B e-commerce sales targets.
- Revenue generated through online B2B platforms.
- Number of new dealers, distributors, EPCs and institutional customers acquired.
- Number of qualified leads generated and lead-to-order conversion ratio.
- Growth in average order value and repeat business.
- Marketplace performance and product visibility.
- Digital marketing ROI and cost per qualified lead.
- Sales profitability, contribution margins and collection efficiency.
- Customer retention and satisfaction.
