Senior Manager - Business Development and Commercial

Functional Skills

Understanding of business development cycle.

• Fairly good idea of aspects associated entire project cycle (Development, Construction, and Asset Management).
• Strong capabilities for analysing and interpreting the commercial aspects.
• Good understanding on the technical aspects of renewable energy projects
• Strong commercial and negotiation skill

Relevant and total years of Experience

Overall experience: 8 years in power sector

Specific experience: atleast 6 years in closing the large-scale EPC Contracts for wind and solar projects

Accountabilities

Major Activities

• Key focus areas (wind, solar, hybrid, roundthe-clock and hybrid with storage
• Take lead and be the anchoring point for discussions with the OEM (WTG Suppliers, PV Module manufacturers, and components manufacturer, BESS manufacturers, etc.) and EPC contractors (BOP Contractors / independent developers) for investment opportunities shortlisted by the Project Development team for wind, solar, hybrid, round-the-clock and hybrid with storage projects.
• Develop and maintain relationships with various stakeholders to ensure that Apraava Energy remains an investor of choice on material growth opportunities.

Supply Chain Management

• Develop and build the capabilities, in close coordination with Construction and Technical team, for splitting of EPC works in several contracting packages with the intent of cost optimization and enable delivery of projects within the anticipated timelines. Identification of suitable vendors, commercial and contractual negotiations, and closure of contracts will be the key deliverables.

Contracting arrangements and negotiations

• Take lead and be first point of contact in the contractual negotiations (including commercial and technical) with the counter-party (including the OEMs, EPC Contractors, Developer, etc.); carry out analytics in collaboration with the investment team on commercial aspects, with the legal team on legal & contractual aspects and with the technical team on scope and technical aspects as inputs for developing a negotiating strategy for every project; work with cross-functional team (with representation from BD&C, legal, construction, technical, asset management, Group Ops, BDO, external law firms, etc.) on techno commercial and legal negotiations on EPC contracts, O&M contracts, shareholder agreements, JV agreements, and other project related term sheets and contracting arrangements, complete the contract discussions within the specified timelines; brief the senior leadership on aspects requiring their attention; maintain track of position negotiated between the parties; and ensure past learnings are applied in the new projects.

Costs analysis

• Carry out detailed analysis on input costs using the inputs from EPC Contractors, equipment suppliers, and market insights culminating into a competitive tariff estimate for any auction or C&I project. Come up with alternate approaches (including vendors) which can bring down the construction or operations cost without dilution of safety and quality aspects.

Relationship Management

• External: Interact with BD counterparts/ projects and commercial teams/ business heads of external stakeholders (e.g. consultants, contractors, suppliers, etc.). Keep interaction with the regulators, nodal agencies, and policy bodies to provide industry feedback on regular basis.
• Internal: Maintain open culture of trust, reliance and mutual learnings with the cross-functional teams supporting the business development activities; seek feedback on past experiences and apply the learnings in the new opportunities.
• Mentee: Formal and informal discussions with the Apraava Energy Management team and line supervisor to learn from their experiences; seek feedback; understand development areas; identify opportunities (trainings, executive programs) to improve the development areas; and develop & implement an action plan with specified objectives.
• Mentoring: Act as mentor for the new joinee in the organisation and in the team; assign the specific assignments with deliverables and set stretched timelines; provide and seek feedback; help understand work culture, Apraava Energy governance, SHE and sustainability practices

Skills Required
Construction