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:

• 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 + 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

• 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.

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

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