Lead – Sales Strategy & Planning

Role Summary

Waaree is seeking a strategic and execution-focused leader to drive sales strategy and planning across KAM (Key Account Management), EPC (Engineering, Procurement & Construction), and C&I (Commercial & Industrial) segments. This role will act as a key thought partner to the Director – Sales , owning the sales planning agenda, performance governance, and cross-functional alignment to ensure predictable, data-driven growth.

The ideal candidate will be the central orchestrator of sales excellence—responsible for sales analytics, performance tracking, pipeline visibility, strategic planning, and cross-functional execution with Finance, Supply Chain, Product, and Marketing across both domestic and international businesses. This is a high-impact role, requiring sharp analytical acumen, strong process orientation, and experience working in complex, matrixed environments.

Key Responsibilities

1. Sales Strategy & Governance

• Own sales strategy and governance across KAM, EPC, and C&I as the single point for planning, reviews, and decision support
• Partner with leadership to define and track domestic and international market growth strategies and execution roadmaps
• Coordinate review cadences with leadership, flag key risks and opportunities, and support executive-level decision-making with data and insights

2. Integrated Sales Planning

• Drive Integrated Sales Planning—translate AOP/annual targets into segment-, region-, and account-wise plans; set targets; and track performance on revenue, margins, order book, and collections
• Assist in preparing and monitoring sales budgets and resource allocations to ensure alignment with organizational goals and sales priorities

3. Pipeline & Performance Visibility

• Build and maintain dashboards for KAM, EPC, and C&I segments covering pipeline health, win rates, pricing trends, cycle times, and other key sales KPIs
• Lead cross-functional reporting and dashboard updates to ensure internal and external stakeholders have accurate, timely visibility into sales performance and forecasts

4. Deal & Account Management

• Standardize processes and governance for strategic account planning, bid management (especially in EPC), and commercial constructs in C&I sales
• Define pricing guardrails, approval workflows, and margin control mechanisms to ensure commercial discipline and profitability
• Institutionalize tools and templates for account planning, proposal evaluation, and bid decisioning

5. Cross-Functional Sales Enablement

• Act as the central liaison between Sales and Finance, Operations, Product, and Marketing teams
• Facilitate order management alignment to ensure timely order execution and demand–supply synchronization across business lines

6. Market Intelligence

• Build and maintain competitive and market intelligence dashboards for key domestic and global markets to support pricing, GTM, and growth planning

Qualifications Required

• 5–10 years of experience in sales strategy, business planning, or chief of staff roles in industrial, energy, EPC, or related B2B sectors
• Proven experience in building sales planning processes, performance dashboards, and governance mechanisms at scale
• Demonstrated ability to collaborate with senior leadership across cross-functional teams
• Strong analytical skills with advanced Excel / Google Sheets; experience with BI tools (e.g., Power BI, Tableau) preferred
• Deep understanding of sales operations, pipeline health metrics, pricing, and commercial models in B2B / B2G contexts
• Excellent program management, communication, and stakeholder engagement skills
• Bachelor’s degree in Engineering (Electrical, Mechanical, or equivalent)
• MBA or PGDM in Marketing or Strategy (mandatory)

Preferred

• Prior experience in solar, EPC, energy, infrastructure, or manufacturing sectors
• Exposure to sales digitization tools (CRM, CPQ, pipeline analytics platforms) and performance management systems
• Experience working in both domestic and international sales contexts