Job Description – Zonal Sales Manager (ZSM)

Company: Loom Solar

Position: Zonal Sales Manager (ZSM)

Department: Sales & Business Development

Reports To: Head – Sales / Chief Business Officer (CBO)

Location: Zonal / Regional Base

Experience: 8–15 years

Industry: Solar / Renewable Energy / Electrical / Power / Consumer Durables / Building

Materials

Employment Type: Full-time

1. About Loom Solar

Loom Solar is building India’s Smart Home Energy Company , with a strong focus on solar

modules, inverters, batteries, energy storage and complete energy solutions.

As Loom Solar scales its dealer, distributor, installer and institutional network, the Zonal Sales

Manager will be responsible for converting the company's strategy into strong execution and

profitable growth across the zone .

2. Role Purpose

The ZSM will own the revenue, channel expansion, market share, team productivity and

business profitability of the assigned zone.

The role requires a leader who can:

• Build a high-performance sales organization

• Expand Loom Solar's dealer and distributor network

• Increase sales productivity and market penetration

• Develop strong relationships with channel partners

• Drive primary and secondary sales

• Ensure price discipline and healthy margins

• Win against competitors through execution, service and partner value

• Build a strong pipeline for residential, commercial and institutional opportunities

• Develop future leaders within the sales organization

The ZSM is the CEO of the zone. 3. Key Responsibilities

A. Zonal Revenue Ownership

• Own the monthly, quarterly and annual revenue target for the zone.

• Deliver primary billing, secondary sales and collections.

• Prepare and execute the zonal sales plan.

• Identify growth opportunities by state, district, product and channel.

• Monitor daily sales against target and take corrective action.

• Ensure consistent month-on-month growth.

Core responsibility:

Target → Planning → Execution → Review → Corrective Action → Achievement

B. Dealer & Distributor Expansion

• Build a strong network of authorized Loom Solar dealers and distributors.

• Identify white-space districts and appoint channel partners.

• Develop productive dealers rather than focusing only on registrations.

• Increase active and billing dealers every month.

• Reactivate inactive dealers.

• Improve repeat billing from existing partners.

• Develop high-potential dealers into larger business partners.

• Ensure adequate channel coverage across the zone.

Dealer KPIs

• New dealers onboarded

• Active dealers

• Productive dealers

• Repeat dealers

• Dealer billing

• Dealer revenue growth

• Dealer retention

• Dealer productivity

• Dealer profitability

4. Market Expansion

• Develop a district-wise market expansion plan.

• Identify top markets, emerging markets and underpenetrated markets.

• Ensure Loom Solar presence in priority districts. • Track competitor presence, pricing, products and schemes.

• Develop strategies to increase Loom's market share.

• Build local relationships with installers, EPC companies, electricians, influencers and

key customers.

5. Sales Team Leadership

Lead and develop the zonal sales team including:

RSM → ASM → TSO/BDO → Dealer/Installer Network

Responsibilities include:

• Set clear targets for every team member.

• Conduct daily/weekly/monthly performance reviews.

• Track field productivity.

• Improve productive calls and dealer visits.

• Coach underperforming employees.

• Recognize high performers.

• Build a performance-driven culture.

• Identify and develop future RSMs/ASMs.

• Ensure manpower availability in priority markets.

Team KPIs

• Sales per employee

• Target achievement

• Productive calls/day

• Dealer visits

• New dealer activation

• Repeat billing

• Collection efficiency

• Territory coverage

• Team attrition

• Employee productivity

6. Channel Partner Management – "Partner First"

The ZSM will ensure that Loom Solar becomes the #1 preferred brand for channel partners .

Build long-term relationships with: • Dealers

• Distributors

• Installers

• System integrators

• EPC companies

• Electrical contractors

• Solar influencers

• Key institutional customers

Ensure partners receive:

• Product availability

• Competitive margins

• Fast service

• Sales support

• Product training

• Technical support

• Marketing support

• Lead support

• Financing support where applicable

• Transparent policies

7. Product Sales

Drive sales across Loom Solar's portfolio:

Solar Modules

• Residential modules

• DCR modules

• Commercial modules

• High-wattage modules

Energy Solutions

• Hybrid inverters

• On-grid inverters

• Lithium batteries

• BESS

• Energy storage solutions

Solar Applications

• Residential solar • PM Surya Ghar

• C&I

• EPC

• Open Access

• Solar pumps

• Other emerging energy solutions

The ZSM must ensure the sales team sells solutions, not just products .

8. Government & Solar Scheme Business

Drive opportunities related to:

• PM Surya Ghar

• PM-KUSUM

• State solar schemes

• Government tenders

• DISCOM opportunities

• Institutional projects

Coordinate with internal teams to ensure timely execution and documentation.

9. Key Account Development

Develop large customers and strategic accounts including:

• EPC companies

• Developers

• Large installers

• Industrial customers

• Commercial customers

• Government institutions

• Large distributors

• Strategic channel partners

Maintain a healthy pipeline and ensure conversion of large opportunities. 10. Pricing & Competition Management

• Track competitor pricing daily/weekly.

• Monitor market price movements.

• Ensure Loom's pricing strategy is implemented correctly.

• Prevent unauthorized discounting.

• Maintain channel price discipline.

• Protect dealer margins.

• Escalate major competitive threats.

• Develop value-based selling strategies instead of competing only on price.

11. Collections & Working Capital

The ZSM is responsible not only for sales but also for quality of sales .

Responsibilities:

• Ensure timely collections.

• Monitor dealer credit limits.

• Reduce overdue receivables.

• Prevent unhealthy credit sales.

• Coordinate with finance for credit approvals.

• Ensure collection targets are achieved.

Key KPIs

• Collection efficiency

• DSO

• Overdue amount

• Credit utilization

• Bad debt

• Outstanding aging

12. Sales Forecasting & CRM Discipline

Ensure 100% adoption of Loom's sales technology/CRM.

Every team member should maintain:

• Dealer database

• Customer pipeline • Daily activities

• Visit reports

• Enquiries

• Orders

• Lost opportunities

• Competitor information

• Collection status

• Future pipeline

The ZSM must ensure that what is not in CRM is considered not planned.

13. Business Reviews

Conduct:

Daily

• Sales achievement

• Orders

• Collections

• Critical issues

Weekly

• Zone performance

• State performance

• Dealer activation

• Pipeline

• Competition

• Stock

• Collections

Monthly

• Target vs achievement

• Revenue growth

• Market expansion

• Team productivity

• Dealer productivity

• Product mix

• Gross margin

• Collections

• Next-month action plan 14. Cross-Functional Coordination

Work closely with:

• CBO / Sales Head

• RSMs

• Marketing

• Product

• Supply Chain

• Finance

• Operations

• Service

• Technical Team

• HR

• CRM/Technology

Ensure customer and channel issues are resolved quickly.

15. ZSM Scorecard

KPI Weight

Revenue Achievement 25%

Revenue Growth 10%

Dealer Productivity 10%

New Dealer Activation 10%

Secondary Sales 10%

Collection & Working Capital 10%

Team Productivity 10%

Market Expansion 5%

Product Mix / New Product Sales 5%

CRM & Process Discipline 5%

Total 100%

Requirements

Graduate in any discipline.

• MBA/PGDM in Sales & Marketing preferred. Experience

8–15 years of sales experience with at least 3–5 years in a zonal/regional leadership role.

Preferred industries:

• Solar

• Electrical

• Power

• Consumer Durables

• Building Materials

• Electrical & Electronics

• Renewable Energy

• FMCG / Distribution-led businesses

17. Must-Have Competencies

Leadership

• Strong people leadership

• High ownership

• Ability to build teams

• Coaching and mentoring

Sales

• Channel sales

• Distribution management

• Dealer development

• Key account management

• Negotiation

• Revenue ownership

Business

• P&L understanding

• Pricing

• Gross margin

• Working capital

• Forecasting

• Market analysis

Technology • CRM discipline

• Sales dashboards

• Excel/Google Sheets

• 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

Pay Types : Fix Pay and Performance Incentives

Support : hr@loomsolar.com

Zonal Sales Manager (ZSM) - Kanpur

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