Manager-C&I

Job Description

Position Title	Manager - C&I
Job Code
Sector	Energy
Business/Function	Power Trading & Business Development
Department/Sub Department	Open Access / Power Sales
Designation	Manager
Location	New Delhi / PAN India
Reports To	GM - Power Sales/Trading

Position Details

Role Summary/Purpose

Lead business development for Open Access power solutions for Commercial & Industrial (C&I) consumers, including client acquisition, commercial negotiations, regulatory coordination, transaction execution, and portfolio growth while achieving defined revenue, margin, and capacity targets.

Organizational Chart

GM - Power Sales/Trading

Manager - C&I

Key Responsibilities

Responsibility Area	Key Accountabilities and Performance Indicators (KPIs)
Business Development & Client Acquisition	Identify, approach, and onboard new C&I consumers for Open Access power procurement. Develop business pipeline and convert opportunities into contracts. New clients onboarded, Contracted capacity (MW), Annual energy tied-up (MU), Conversion ratio (%)
Customer Relationship Management	Build and maintain relationships with key decision-makers, conduct regular client meetings, and ensure customer retention. Client retention rate (%), Customer satisfaction score, Repeat business generated
Open Access Solution Design	Assess client energy requirements and propose customized solutions including Solar, Wind, Hydro, RTC, Peak, Green Power, and Hybrid products. Number of proposals submitted, Proposal-to-order conversion rate, Cost savings delivered to clients
Commercial Negotiation & Contract Closure	Lead commercial discussions and finalize PPAs, ESAs, Open Access Agreements, and related contracts. Contracts signed, Revenue booked, Trading margin generated, Deal closure cycle time
Market Intelligence & Opportunity Identification	Analyze power market trends, exchange prices, renewable market developments, and competitor activities to identify new business opportunities. Business opportunities identified, Market intelligence reports submitted, Revenue from new opportunities
Transaction Implementation	Oversee end-to-end implementation of Open Access transactions, including approvals, scheduling coordination, and operational go-live. Successful transaction execution rate, Time taken for OA implementation, Operational issue resolution rate

Interactions

External : Coordinate with DISCOMs, SLDC/RLDC, Power generators, C&I clients, traders, consultants, and regulatory authorities.

Internal : Operations Team, Ops/Scheduling Team, and Commercial Team.

Dimensions

Financial Dimensions

• Gross Margin Target: ₹2 – 4 Crore
• Open Access Capacity Managed: 20 – 100 MW
• Active C&I Clients Handled: 20 – 50
• States Covered: 3 – 8

Other Dimensions

• Business Travel Requirement: ~15 days per month
• Opportunities Handled Annually: 50+
• Team handled minimum 1 - 2 direct
• Must be physically fit for travelling and meetings within city as well as outside city

Background, Skills and Qualifications

Educational Qualifications

• Bachelor's Degree in Engineering/Science preferred
• MBA/Post Graduate Diploma in Power Management, Energy Management preferred

Relevant Industry/Sector Experience

7 – 10 years of experience in developing Open Access business for C&I consumers across multiple states.

Technical Competencies

• In-depth knowledge of Open Access regulations, GEOA Rules, Electricity Act, and State Regulatory Frameworks
• Understanding of power markets, power exchanges, scheduling, energy accounting, and settlement processes
• Strong business development and negotiation skills
• Customer-centric approach
• Strategic thinking and commercial acumen

Behavioral Competencies

• Excellent communication and presentation skills
• Stakeholder management capability
• Result orientation and accountability
• Ability to travel extensively and manage multiple client engagements