DGM - Corporate & Institutional Sales, MEAL

Responsibilities & Key Deliverables

Role Holder will lead the acquisition of the strategic corporate accounts in the focused markets. The MEAL Corporate Sales team under this role holder will be responsible for driving BEV-focused corporate and institutional engagement, building CXO-level relationship and strategic account development, support leadership-level discussions on policy and cost structures, drive EV-first narratives and build focused pipelines across high-potential corporate ecosystems.

1. EV Strategy and Business Growth
• Design institutional sales strategy for BEV category
• Define priority customer segments and go-to-market approach
• Lead a team of 5 Regional Corporate Sales Managers to drive Corporate Sales with a focus on EV growth

2. Corporate B2B Business Scale-Up
• Create and execute strategic plans for corporate B2B growth
• Target outreach to large corporates and PSUs
• Design and implement fleet owner engagement strategies

3. Scale Up Leasing Business
• Manage and grow key leasing relationships, drive sales volume
• Design and implement innovative commercial schemes
• Oversee order lifecycle, billing, and escalation management
• Define and execute service value proposition

4. Corporate Retail
   • Draft and implement quarterly corporate policies
   • Plan and execute ATL/BTL marketing activations for retail channels
5. Govt Business

• Develop and execute strategic plans to grow Government Business
• Identify, qualify, and convert opportunities across Central Government, State Government, Municipal Corporations, PSUs, Defence, Railways, Educational Institutions, Healthcare Institutions, and Autonomous Bodies.
• Build a sustainable pipeline through proactive engagement with government departments and agencies.

Tender & Bid Management

• Monitor and identify relevant tenders, GEM opportunities, RFPs, RFQs, and government procurement projects.
• Coordinate with internal teams for bid submission, pricing strategies, documentation, compliance, and contract negotiation.
• Ensure high-quality and timely participation in tendering processes.
• Track tender outcomes and improve win rates through competitive intelligence.

Stakeholder Management

• Liaise with government officials, procurement authorities, consultants, channel partners, and industry associations.
• Collaborate with product, operations, finance, legal, and supply chain functions to ensure seamless project execution.

Market Intelligence

• Track government policies, budget allocations, procurement trends, and emerging opportunities.
• Gather competitive intelligence and recommend strategies to strengthen market positioning.
• Maintain updated information on upcoming projects, funding allocations, and procurement cycles.

Experience

Qualifications & Experience:

• 10+ years of total experience, with specifically at least 5+ years in corporate and institutional sales, preferably in the auto or related sectors.
• Proven track record in managing large-scale accounts and service coordination.
• Strong relationship-building and stakeholder management skills.
• Experience working with Corporates and Leasing Companies

Industry Preferred

Qualifications

General Requirements

As we continue to accelerate our electric mobility journey, a focused and agile Corporate Sales structure within MEAL is created to manage strategic corporate accounts.

The objective of team will be to leverage the scale and execution strength of the existing AD Institutional ecosystem while building a dedicated ‘BEV-first’ corporate account management team that can drive sharper engagement, faster response and more consultative pitching for electric mobility adoption in the key strategic corporate markets of Mumbai, Pune, Delhi, Bangalore and Hyderabad.

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