Lead – Business Development (Utility Scale Bidding)

Lead-Business Development - Utility scale bidding

---

Job Code: 30003602

Job Description Author: Nagesh Sayam (CBO), & Dhiraj (HR)

Sector: Energy

Business / Function: Renewables

Department / Sub Department: Business Development

Designation: Lead- BD- Utility scale bidding

Job Responsibility Level: PD

Location: New Delhi (Open for Pan India)

Date: 26/02/2025

1. JOB PURPOSE

The Business Development Lead - Utility Scale Bidding will be responsible for identifying, evaluating, and securing renewable energy projects through competitive bidding processes. The role requires expertise in regulatory aspects, stakeholder engagement, and financial modelling to drive successful bidding strategies. This position involves close coordination with internal teams and external agencies to develop a strong pipeline of renewable energy projects, including wind, solar, and hybrid solutions.

2. ORGANISATIONAL CHART

{Please complete the organization chart below using only the generic (e.g. VP) and descriptive (e.g. VP Finance) job titles.}

• CBO
• Head- BD, Regulatory
• Lead BD Utility scale bidding

Comments:

Lead BD will work and report directly with the CBO till the time Head is in place for BD & Regulatory.

3. KEY ACCOUNTABILITIES

• Regulatory & Policy Expertise:
  • Stay updated on all regulatory aspects related to business development, project implementation, and bidding guidelines.
  • Ensure compliance with PPA terms, grid connectivity regulations, and state/central bidding policies.
  • Liaise with key statutory bodies including MNRE, SECI, PGCIL, CTU, CEA, MoP, CERC, SERCs, RLDCs, SNAs, and industry forums like Assocham, WIPPA for policy advocacy and regulatory support.
  • Publish a monthly regulatory update on policy changes and compliance.
  • Ensure 100% compliance with PPA, grid codes, and bidding policies.
  • Conduct quarterly meetings with key regulatory bodies for advocacy.
• Bidding & Market Strategy:
  • Identify and evaluate bidding opportunities from SECI, NTPC, MSEDCL, GUVNL, REMCL, SJVN, NHPC, and other bidding agencies.
  • Review RFS documents, participate in pre-bid conferences, and conduct due diligence on bidding processes.
  • Develop and execute a competitive bidding strategy, ensuring alignment with financial and technical feasibility.
  • Collaborate with multi-disciplinary teams to create bankable proposals and optimize return on investments.
  • Track and analyse market trends, competitor bidding strategies, and policy changes.
  • Identify and evaluate 100% of relevant bidding opportunities from key agencies.
  • Ensure 100% compliance in bid submissions with zero disqualifications.
  • Develop at least three data-driven bidding strategies annually to enhance competitiveness.
• Commercial & Financial Analysis:
  • Prepare detailed investment cases, financial models, and bid assumptions.
  • Work with the finance and business analysis teams to develop bid models for Solar, Wind, Hybrid (Wind+Solar), and Battery Energy Storage System (BESS) projects.
  • Analyse commercial viability, investment risks, and cost structures for various FDRE, RTC, and peak power tenders.
  • Assist in negotiating and finalizing Power Purchase Agreements (PPAs) with state and central entities.
  • Develop and validate 100% of financial models for Solar, Wind, Hybrid, and BESS projects.
  • Ensure bid models achieve target IRR and ROI benchmarks with ≤5% variance.
  • Support successful PPA negotiations with at least two major state/central entities annually.
• Stakeholder & Government Liaison:
  • Engage with state and central government agencies for land acquisition, connectivity approvals, and permitting processes.
  • Maintain strong relationships with grid operators (CTUIL, POSOCO, Grid India, STUs, RLDCs), financial institutions, and renewable energy developers.
  • Represent the company at industry events, regulatory discussions, and business networking forums.
  • Ensure timely approvals for land acquisition, connectivity, and permits.
  • Maintain active engagement with key government agencies and industry stakeholders.
  • Represent the company in relevant industry events and regulatory discussions.
• Project Development & Execution Support:
  • Lead pre-construction activities, including securing LoAs, PPAs, and connectivity approvals.
  • Coordinate with CTUIL for signing Bay Implementation Agreements and securing transmission approvals.
  • Monitor ISTS/STU margin availability and ensure feasibility studies for project connectivity.
  • Oversee the regulatory approvals required for project commissioning and operations.
  • Ensure timely acquisition of LoAs, PPAs, and connectivity approvals.
  • Coordinate and secure required transmission approvals with CTUIL and relevant authorities.
  • Monitor and facilitate regulatory clearances for seamless project commissioning.

4. INTERACTIONS

External: Roles you need to interact with outside the organization to enable success in your day to day work:

• Market players
• Government agencies
• Regulatory bodies
• Bidding agencies, along with stakeholders in Renewable spaces

Internal: Roles you need to interact with inside the organization to enable success in your day to day work:

• 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:

• B.E./B.Tech (Electrical/Mechanical/Civil) + MBA

Preferred Qualifications:

• Experience with FDRE, RTC, and Peak Power tenders.
• Proven track record in securing utility-scale solar and wind projects.
• Prior engagement with state renewable energy nodal agencies and regulators.

Relevant and total years of Experience:

• 12-15 years in the power sector, with at least 5 years in renewable energy IPPs.

Technical Expertise:

• Strong knowledge of power market regulations, ISTS/STU connectivity frameworks, and open access policies.
• Understanding of financial modelling and investment evaluation for renewable energy projects.
• Experience in contracting, legal aspects, and regulatory approvals for power projects.

Skills:

• Excellent communication and negotiation skills.
• Strong leadership and project management abilities.
• Ability to manage relationships with multiple stakeholders across private and government entities.
• Proficiency in Microsoft Excel, PowerPoint, and financial modelling tools.