BRL-BDV-01 · Business Development & Sales

Chief Business Development Officer

Corporate Pune (Head Office) · On-site 18–25 years · Leadership Board track

BARREL sells across the whole value chain: renewable and hybrid power, storage, grid construction, green hydrogen, EV charging, software and market access. You will build the business development organisation that wins utility tenders, signs long-term commercial and industrial offtake, and grows each vertical into a profitable order book.

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Scope of work

Own the company's growth plan by vertical and customer segment, and the order book that delivers it.
Lead bidding for central and state tenders for renewable, hybrid, round-the-clock, storage and transmission projects.
Build the commercial and industrial sales channel for open access, group captive and rooftop supply.
Set up partnerships with OEMs, land aggregators, EPC partners and financiers that strengthen our bids.
Run the bid governance process: go or no-go, pricing committee, risk register and final approval.
Build a pipeline review rhythm across verticals with clear stage gates and win probability.
Lead negotiations of power purchase agreements, energy storage agreements and EPC contracts with key customers.
Feed market intelligence on tariffs, competitors and policy changes into strategy and investment decisions.
Build and lead heads of business development for each vertical and the bid management office.
Represent BARREL with ministries, nodal agencies, state utilities and industry bodies.

Technical description

Tender frameworks of central implementing agencies and state utilities, including standard bidding documents for solar, wind, hybrid, FDRE and BESS.
Tariff-based competitive bidding under Section 63 and tariff determination under Section 62 of the Electricity Act, 2003.
Electricity (Promoting Renewable Energy Through Green Energy Open Access) Rules, 2022 and state open-access regulations.
CERC (Connectivity and General Network Access to the inter-State Transmission System) Regulations, 2022.
Electricity (Late Payment Surcharge and Related Matters) Rules, 2022 and payment security mechanisms in PPAs.
Renewable purchase and consumption obligations, including the energy storage and distributed RE components.
Bid financial models covering capital cost, tariff, CUF, degradation, financing terms and change-in-law risk.

Commercial description

Accountable for the annual order intake and revenue targets across all verticals.
Owns bid pricing discipline: target returns, margin floors and the approval matrix for exceptions.
Manages the business development budget, including bid costs, bank guarantees and earnest money deposits.
Measured on win rate, contracted capacity, contract quality and customer retention.
Works with the CEO, CFO, Legal, Engineering and the Board.
Leads key-account relationships with utilities, large industrial buyers and strategic partners.

Skills required

Winning and closing large power-sector tenders and long-term offtake contracts.
Commercial negotiation at chief executive and ministry level.
Strong command of PPA, EPC and O&M contract structures and risk allocation.
Reading and challenging project financial models.
Building sales organisations, incentive plans and pipeline disciplines.
Deep network across state utilities, central agencies, C&I buyers and OEMs.
Strategic analysis of markets, competitors and policy.
Presenting to boards, lenders and government committees.
Running a disciplined bid governance process.

Talent we look for

Wins on value and walks away from bids that do not meet return thresholds.
Builds trust with customers that lasts beyond a single contract.
Holds high integrity in every dealing with public authorities.
Develops leaders under them and shares credit for wins.
Comfortable deciding with incomplete information and owning the result.

Qualifications

Engineering degree in Electrical or Mechanical Engineering; an MBA or equivalent is preferred.
At least 8 years in senior business development leadership with a developer, IPP, EPC company or utility in India.
A track record of winning utility-scale renewable, storage or transmission tenders.

At a glance

Role code: BRL-BDV-01
Business vertical: Corporate
Function: Business Development & Sales
Level: Leadership
Experience: 18–25 years
Location: Pune (Head Office)
Work mode: On-site
Employment: Full-time
Openings: 1

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What BARREL offers

Industry-best package. Pay benchmarked against the leading power, infrastructure and technology employers, reviewed every year, with health cover for you and your family.
Work freedom. Own your outcomes, not your hours. Hybrid and remote work where the role allows, and the authority to decide within your scope without layers of approval.
Performance incentive & bonus. Quarterly performance incentives and an annual bonus tied to clear, measurable goals for you, your team and the company.
Project-wise stock sharing. Share in the value you build: eligible people receive a stake in the projects they deliver, under the company's equity plan.
A seat at the table. Outstanding performers can be invited to a Board committee or the Board itself. Senior roles marked “Board track” are built for it.
Learning without limits. Certifications, conferences and international technology exposure paid by BARREL, and moves across generation, storage, grid, digital and markets.

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