BRL-BDV-02 · Business Development & Sales

Senior Manager, C&I Open Access & Group Captive Sales

Power Generation Pune + project travel · Hybrid 8–12 years · Senior

Indian industry wants cheaper, greener and more reliable power, and the open access and group captive routes now make that possible for far more consumers. You will find, structure and close long-term renewable and hybrid supply deals with commercial and industrial customers, from first site visit to signed agreement.

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Scope of work

Build a pipeline of commercial and industrial customers across target states, from large factories to multi-site groups.
Analyse each customer's load profile, tariff category, contract demand and bills to design the right supply mix.
Structure group captive, third-party open access and behind-the-meter offers, including storage where it adds value.
Prepare savings proposals that show landed cost after open-access charges, banking and surcharges.
Negotiate power supply agreements, shareholding agreements for captive structures and payment security.
Coordinate open-access approvals, connectivity and banking applications with the state nodal agency and the distribution licensee.
Hand over signed customers to project and operations teams with a complete commercial file.
Track policy and tariff changes in each state and update offers and customers proactively.
Maintain a forecast of contracted capacity and expected commissioning dates for the leadership team.

Technical description

Green Energy Open Access Rules, 2022, including the lower consumer threshold, the national single-window portal and banking provisions.
Rule 3 of the Electricity Rules, 2005 on captive generating plants: the minimum ownership and consumption tests.
State commission open-access regulations and tariff orders: cross-subsidy surcharge, additional surcharge, wheeling and transmission charges, banking charges.
Renewable consumption obligations for designated consumers and how green supply helps meet them.
Energy accounting and settlement of injected and drawn energy, including time-of-day slots.
Load profile analysis and simple techno-commercial sizing for solar, wind, hybrid and storage combinations.
Green attributes: renewable energy certificates, the green tariff option and evidence for sustainability reporting.

Commercial description

Accountable for an annual target of contracted C&I capacity and its margin.
Owns pricing within approved bands and escalates exceptions with a clear business case.
Manages customer credit assessment with Finance, including security and payment terms.
Works with plant development, Legal, Finance, regulatory affairs and customers' energy and finance heads.
Measured on capacity signed, deal margin, conversion time and customer satisfaction after commissioning.

Skills required

Consultative selling to plant heads, CFOs and promoters.
Tariff and landed-cost calculations for open access in multiple states.
Excel-based savings and sensitivity models.
Negotiating long-term supply and captive shareholding agreements.
Working the approval process with state nodal agencies and distribution licensees.
Account planning for multi-site customers.
Clear proposals and presentations in English and at least one regional language.
CRM discipline: every lead, meeting and stage recorded and current.

Talent we look for

Earns trust by telling customers what the numbers really are, including the risks.
Energetic and persistent through long sales cycles.
Thinks like the customer's CFO.
Follows through on every commitment after the deal is signed.

Qualifications

B.E./B.Tech in Electrical or Mechanical Engineering; an MBA is an advantage.
At least 5 years selling open access, captive or rooftop power to commercial and industrial customers in India.
Working knowledge of open-access regulations in at least three major industrial states.

At a glance

Role code: BRL-BDV-02
Business vertical: Power Generation
Function: Business Development & Sales
Level: Senior
Experience: 8–12 years
Location: Pune + project travel
Work mode: Hybrid
Employment: Full-time
Openings: 2

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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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