Job Description

JOB DESCRIPTION : Zonal Business Manager (ZBM) Company: Loom Solar Position: Zonal Business Manager – ZBM Department: Business / Sales Reports To: Chief Business Officer (CBO) / Business Head Location: Zonal Headquarters Experience: 10–15 years Industry Preference: Solar / Renewable Energy / Electrical / Power / Consumer Durables / Building Materials / FMCG / Distribution-led businesses Employment Type: Full-time 1. About Loom Solar Loom Solar is building India’s Smart Home Energy Company , with a growing portfolio across solar modules, inverters, lithium batteries, BESS and complete energy solutions. As Loom Solar scales from a high-growth company toward a ₹3,000 Cr+ and eventually ₹10,000 Cr business , we are building a professional, high-performance business organization. The Zonal Business Manager will play a critical role in building a large, profitable and sustainable business across the assigned zone. 2. Role Purpose The ZBM will act as the business owner of the assigned zone . The ZBM will be responsible for: Revenue + Gross Margin + Market Share + Channel + Collections + People + Customer + Execution The role is not limited to achieving sales targets. The ZBM must build the complete business ecosystem in the zone. The ZBM is the CEO of the Zone. 3. Key Responsibilities A. Zonal Business Ownership Own the complete business performance of the zone: • Annual Operating Plan (AOP) • Monthly revenue targets • Gross margin • Product mix • Market share • Dealer/distributor productivity • Collections • Working capital • Customer acquisition • Team productivity • Market expansion Develop a clear: 3-Year → Annual → Quarterly → Monthly → Weekly business plan for the zone. 4. Revenue Growth Own and deliver zonal revenue targets across Loom Solar's portfolio. Drive: • Primary sales • Secondary sales • Dealer sales • Distributor sales • Installer sales • EPC sales • Institutional business • Key accounts • Residential business • C&I business • Government/solar-scheme businessIdentify the top growth opportunities by: State → District → Product → Channel → Customer 5. Profitability & P&L Ownership The ZBM must focus on profitable growth , not revenue at any cost. Responsibilities include: • Gross margin management • Product mix optimization • Discount control • Scheme management • Channel margin management • Cost-to-serve optimization • Collection efficiency • Inventory management • Credit control • Contribution margin improvement Core principle: Revenue is vanity if it does not create profitable growth. 6. Dealer & Distributor Network Build a powerful and productive Loom Solar channel ecosystem. Responsibilities: • Identify new markets • Appoint distributors • Appoint dealers • Increase productive dealers • Reactivate inactive dealers • Improve repeat billing • Develop high-potential dealers • Create district-wise channel coverage • Ensure adequate stock availability • Improve dealer profitability Build a Partner First culture where Loom becomes the preferred brand for dealers and installers. Key KPIs • Total dealers • Active dealers • Productive dealers • Repeat dealers • Dealer revenue • Revenue per dealer • Distributor productivity • Dealer retention • Dealer profitability 7. Market Expansion Create a district-wise market expansion strategy. Identify: A. Strong Markets Where Loom already has strong presence. B. Emerging Markets Where Loom has potential but needs investment. C. White-Space Markets Where Loom has little or no presence. Develop a clear plan to increase: Distribution + Availability + Visibility + Demand + Conversion 8. Sales Organization Leadership Lead the zonal organization through: ZBM → RSM → ASM → TSO/BDO → Channel Partners Responsibilities: • Set targets • Allocate territories • Review performance • Coach managers • Improve productivity • Recruit high-quality talent • Build future leaders • Manage performance • Remove consistently poor performers • Recognize high performers The ZBM should build a high-standard, high-accountability culture . 9. Product Portfolio Management Drive the right product mix across the zone. Products may include: • Solar modules • DCR modules • High-wattage modules • On-grid inverters • Hybrid inverters • Lithium batteries • BESS • Solar energy solutions • New energy products The ZBM should identify: Which product + which customer + which geography + which channel = highest growth and profitability. 10. New Business Development Develop new business opportunities across: • PM Surya Ghar • PM-KUSUM • C&I • EPC • IPP • Open Access • Government projects • Institutional customers • Large installers • Developers • Industrial customers • Commercial customers Build a strong pipeline of strategic opportunities. 11. Key Account Management Personally manage the zone's most important strategic accounts. Build relationships with: • Large EPC companies • Large distributors • National/regional installers • Developers • Government institutions • Industrial customers • Strategic channel partners The ZBM should personally own the Top 20 strategic accounts in the zone. 12. Pricing & Competition Develop a strong competitive intelligence system. Monitor: • Competitor pricing • Product launches • Dealer schemes • Distributor margins • Market promotions • Competitor strengths • Competitor weaknesses • Market share Develop strategies to win without creating unhealthy price wars. Principle: Do not compete only on price. Build superior value for the partner and customer. 13. Working Capital & Collections Own the quality of revenue. Ensure: • Timely collections • Credit discipline • Dealer credit limits • Reduction in overdue • Healthy DSO • Low bad debt • Controlled inventory • Faster inventory rotation Coordinate closely with Finance. 14. Supply & Inventory Management Work with Supply Chain to ensure: • Product availability • Correct product mix • Stock planning • Reduction in stock-outs • Reduction in excess inventory • Faster inventory rotation • Proper allocation of products to markets The objective is: Right product + Right market + Right quantity + Right time 15. CRM & Technology Adoption Ensure 100% adoption of Loom's sales technology and CRM. Every opportunity should be visible through the system. Track: • Leads • Dealer pipeline • Customer pipeline • Visits • Orders • Lost opportunities • Competitor pricing • Collections • Dealer activity • Sales forecast Principle: If it is not in CRM, it does not exist. 16. Business Reviews Daily Review: • Sales • Orders • Collections • Critical issues • Stock Weekly Review: • RSM performance • ASM performance • Dealer activation • Pipeline • Competition • Collections • Market expansion Monthly Review: • Revenue • Gross margin • Product mix • Market share • Channel productivity • Collections • Inventory • Team productivity • AOP achievement 17. Cross-Functional Leadership The ZBM will work closely with: • CBO • Finance • Supply Chain • Marketing • Product • Operations • Service • HR • Technology • Legal • Credit/Lending The ZBM must ensure that the zone receives one coordinated Loom experience rather than different departments working independently. 18. ZBM Performance Scorecard KPI Weight Revenue Achievement 20% Revenue Growth 10% Gross Margin / Contribution 15% Dealer & Distributor Productivity 10% Market Expansion 10% Collections / Working Capital 10% Product Mix / New Product Growth 5% Team Productivity 10% Strategic Accounts 5% CRM & Process Discipline 5% Total 100% 19. First 90 Days First 30 Days – Diagnose • Understand the zone • Analyze market potential • Review existing business • Review dealers/distributors • Review team performance • Identify top 20 growth opportunities • Identify top 20 business problems • Analyze competition Day 31–60 – Build Create: • Zonal AOP • District-wise business plan • Dealer expansion plan • Product strategy • Key-account strategy • Team productivity plan • Collection improvement plan • Market expansion plan Day 61–90 – Execute Deliver measurable improvement in: • Revenue • Gross margin • Productive dealers • Market coverage • Collections • Pipeline • Team productivity 20. Candidate Profile Education • Graduate in any discipline • MBA/PGDM preferred Experience 10–18 years of relevant business/sales experience, with experience managing a large geography and sales organization. Candidates from the following industries are preferred: • Solar • Renewable Energy • Electrical • Power • Consumer Durables • Building Materials • FMCG • Telecom • Automotive • Distribution-led businesses 21. Must-Have Skills Business Leadership • P&L understanding • Revenue ownership • Gross margin management • Strategic planning • Market development Sales Leadership • Channel development • Distribution • Dealer management • Key account management • Negotiation People Leadership • Team building • Coaching • Performance management • Leadership development Analytical Skills • Business dashboards • Forecasting • Market analysis • Sales analytics • Financial understanding Technology • CRM • Excel / Google Sheets • Sales dashboards • Data-driven decision making 22. Leadership Principles at Loom Solar The ZBM is expected to demonstrate: OWNERSHIP Own the number, the people and the outcome. SPEED Move quickly from problem identification to solution. CUSTOMER & PARTNER FIRST Make dealers, installers and customers successful. HIGH STANDARDS Do not accept mediocre execution. DATA DRIVEN Use numbers instead of opinions. INTEGRITY No manipulation of sales, pricing, reporting or collections. PEOPLE DEVELOPMENT Build leaders who can eventually take larger responsibilities. PROFITABLE GROWTH Growth must create sustainable business value. 23. Definition of a Successful ZBM A successful Loom Solar ZBM will build a zone that has: Higher Revenue ↓ Higher Market Share ↓ More Productive Dealers ↓ Better Product Mix ↓ Higher Gross Margin ↓ Better Collections ↓ Stronger Team ↓ More Customer & Partner Loyalty Ultimate Objective Build the largest, fastest-growing and most profitable Loom Solar business zone while creating a strong team and a powerful channel ecosystem. The ZBM is not merely responsible for selling Loom Solar products. The ZBM is responsible for building Loom Solar's business in the entire zone. Requirements Education • Graduate in any discipline • MBA/PGDM preferred Experience 10–18 years of relevant business/sales experience, with experience managing a large geography and sales organization. Candidates from the following industries are preferred: • Solar • Renewable Energy • Electrical • Power • Consumer Durables • Building Materials • FMCG • Telecom • Automotive • Distribution-led businesses 21. Must-Have Skills Business Leadership • P&L understanding • Revenue ownership • Gross margin management • Strategic planning • Market development Sales Leadership • Channel development • Distribution • Dealer management • Key account management • Negotiation People Leadership • Team building • Coaching • Performance management • Leadership development Analytical Skills • Business dashboards • Forecasting • Market analysis • Sales analytics • Financial understanding Technology • CRM • Excel / Google Sheets • Sales dashboards • Data-driven decision making Benefits What You Can Expect? Work Timing : 10:00 am to 7:00 pm (Monday to Saturday) Education : MBA Address : Loom Solar Pvt Ltd (14/4 Mathura Road, Faridabad 121003) Contact : Muskan Singh Gender : Male / Female Job Type : Full Time Job Location : Faridabad Industry Type : Renewable Solar Energy