Zonal Business Manager (ZBM)

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

• 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

• 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 + Conversion8. 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<

Skills

Business Leadership

• 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

Educat