GMR Group - Lead - Business Development - C&I

Position Title - Lead Business Development C& I

Sector - Energy

Business / Function - Renewables energy

Department / Sub Department - Business Development C& I

Designation - Lead - BD (C&I)

Location - New Delhi ( Openness for Pan India)

1. JOB PURPOSE:

- Business Development Lead for Open Access and Commercial & Industrial (C&I) Business will drive growth by developing a robust pipeline of opportunities within the Open access and C&I renewable energy sectors.

- This role focuses on building strategic relationships, closing large-value deals, and ensuring alignment with market demands and regulatory frameworks. The ideal candidate will have extensive experience in renewable energy sales to C&I clients, a strong network, and the ability to manage complex contract negotiations and proposal submissions.

2. ORGANISATIONAL CHART

- Lead BD (C&I )will work and report directly with the CBO till the time Head is in place for BD & Regulatory

3. KEY ACCOUNTABILITIES:

Accountabilities/Key Performance Indicators:

Pipeline Development and Opportunity Management:

- Develop and maintain a robust pipeline of renewable energy open access opportunities in the C&I space through direct client engagement and external partnerships.

- Identify high-value deals across sectors like cement, steel, data centres, pharmacy etc leveraging an established network within these industries.

- Work closely with mid-level business development experts for lead generation and pre-qualification, producing indicative offers within tight timelines.

- Maintain a strong and growing pipeline of renewable energy opportunities.

- Successfully convert identified opportunities into deals.

- Ensure timely generation of indicative offers for qualified leads

Client Acquisition and Relationship Management

- Lead customer conversations from initial contact through to contract negotiation, leveraging expertise to manage expectations and maximize contract acquisition.

- Manage client priorities, adjust opportunity focus as needed, and efficiently deploy resources to align with high-priority clients, ensuring efficient internal resource usage. - Successfully drive client engagements from initial contact to contract closure.

- Maintain strong client relationships by effectively managing priorities and expectations.

- Optimize resource deployment to align with high-priority clients

Proposal Management and Contract Negotiation:

- Oversee C&I proposal development with internal stakeholders, ensuring the creation of high-quality, client-centred business plans that meet challenging deadlines.

- Lead contract negotiations with customers, collaborating with technical, legal, and finance teams for seamless execution. - Ensure timely development of high-quality, client-focused proposals.

- Drive successful contract negotiations leading to seamless execution.

- Collaborate effectively with internal teams for efficient proposal and contract management.

Internal Approval and Investment Management

- Manage internal approval processes for project investments, ensuring alignment with company financial targets and risk guidelines.

- Utilize strong business acumen and market knowledge to advise the leadership team on strategic initiatives and areas of expansion within the C&I space. - Ensure timely completion of internal approvals for project investments.

- Provide strategic insights that influence key business decision.

Strategic Market Analysis and Regulatory Tracking:

- Identify and track relevant sectors within the C&I market, guiding company strategies for targeted expansion and competitive advantage.

- Monitor regulatory changes impacting the renewable energy and open access sectors, advising on necessary pivots in strategic plans to address regulatory risks or opportunities. - Provide timely market insights to support strategic decision-making.

- Ensure proactive tracking and assessment of regulatory changes for business impact.

Team Leadership and Collaboration

- Lead the team of business development experts, fostering a high-performance culture focused on opportunity identification, client acquisition, and account management.

- Coordinate with project, finance, legal, and regulatory teams to ensure alignment of business development strategies and efficient project handovers.

- Foster a high-performance team culture driving business growth.

- Ensure seamless collaboration across functions for effective project execution

4. INTERACTIONS:

External :

- Interaction with Market players, Government agencies,

- Regulatory bodies, C& I customers in India, along with stakeholders in Renewable spaces

Internal :

- Interactions with CBO, and all the Head roles in the organization.

- Collaborate with the other functions internally

5. DIMENSIONS:

Financial Dimensions:

(These should be quantifiable numerical amounts like annual budgets, project costs, annual revenue, purchase value etc.).

- As per AOP

Other Dimensions:

(Indication of some of the significant volumes associated with the job like number in team/ staff handled etc).

- Individual contributor

6. SKILLS AND KNOWLEDGE:

Educational Qualifications:

- BE/ B.Tech + MBA from a high-pedigree institution

Relevant and total years of Experience:

- 12-15 years of experience in sales and business development within the renewable energy sector, specifically with large C&I clients. Proven experience in end-to-end sales and strongtrack record in Capex and Opex deals.

- Should have independently and successfully concluded long term C&I power sale transactions in the recent past

- Well networked at top management level with C&I clients of repute

- Ability to manage team C&I Managers located in different geographies

- Extensive travelling required