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BRL-BDV-03 · Business Development & Sales
Lead, Green Hydrogen & Green Ammonia Offtake
Green Hydrogen & New Energy Pune / Hybrid · Hybrid 10–15 years · Lead Board track
Green hydrogen projects are built on offtake: no buyer, no plant. You will originate and structure long-term supply of green hydrogen and its derivatives to refiners, fertiliser makers, steel producers and other industrial users, and shape the bids that bring government support to our projects.
Scope of work
- Identify and prioritise industrial offtakers for green hydrogen, green ammonia and green methanol in India.
- Develop offer structures: price formulae, volume flexibility, take-or-pay, delivery point and certification of origin.
- Lead BARREL's participation in government-run tenders for green hydrogen and green ammonia supply.
- Work with Engineering on electrolyser, renewable and storage sizing that meets each offtaker's delivery profile.
- Build partnerships with technology providers, port and logistics operators and co-investors.
- Negotiate term sheets and long-term offtake agreements with Legal and Finance.
- Track international demand and certification requirements that affect export-oriented projects.
- Prepare business cases and investment memos for the Investment Committee.
- Build a small team of origination and commercial analysts.
Technical description
- National Green Hydrogen Mission and its SIGHT programme components for electrolyser manufacturing and green hydrogen production.
- Green Hydrogen Standard for India, including the emissions threshold and certification methodology.
- Waiver of inter-state transmission charges for renewable power supplied to green hydrogen production, and its conditions.
- Levelised cost of hydrogen modelling covering renewable profile, electrolyser efficiency and degradation, storage and utilisation.
- Electrolyser technologies (alkaline, PEM, solid oxide) and their commercial implications for flexibility and stack replacement.
- Ammonia synthesis, storage and handling basics, and the safety regulations that govern them.
- International certification and carbon accounting schemes that affect export pricing.
Commercial description
- Accountable for signed offtake volumes and the margins built into them.
- Owns the commercial terms of tenders and bilateral offers in this vertical.
- Manages the origination budget, including studies, consultants and bid security.
- Works with the Chief Business Development Officer, Engineering, Finance, Legal and the Investment Committee.
- Measured on offtake signed, bids won and quality of risk allocation in contracts.
Skills required
- Originating and negotiating long-term industrial supply contracts.
- Building and challenging levelised cost and project return models.
- Understanding of refinery, fertiliser or steel operations and their hydrogen demand.
- Preparing competitive bids for government schemes.
- Structuring take-or-pay, indexation and force majeure terms.
- Stakeholder management with PSUs, ministries and international partners.
- Writing investment memos that stand up to scrutiny.
- Following fast-moving policy and translating it into commercial action.
- Leading small, high-calibre teams.
Talent we look for
- Builds new markets patiently, where there is no playbook yet.
- Rigorous on numbers, sceptical of hype.
- Credible with plant engineers and chief executives alike.
- Comfortable representing BARREL in international discussions.
Qualifications
- B.E./B.Tech in Chemical, Mechanical or Electrical Engineering; an MBA is preferred.
- At least 6 years in commercial roles in hydrogen, fertilisers, refining, industrial gases or renewable energy.
- Direct experience of hydrogen or ammonia offtake, tenders or project development is a strong advantage.
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