General Manager- Business Development & ESCO

Roles and Responsibilities

GENERAL MANAGER BUSINESS DEVELOPMENT & ESCO

Department: Business Development & ESCO

Position: General Manager Business Development & ESCO

Location: Bengaluru, Karnataka

Experience: 15+ Years

Employment Type: Full-Time

1. Position Summary
The General Manager Business Development & ESCO will be responsible for leading the organization's business development strategy and driving growth across ESCO, energy efficiency, infrastructure, lighting, energy management, and sustainability solutions. The role will have end-to-end responsibility for market development, revenue growth, strategic account management, ESCO opportunity development, large project acquisition, commercial negotiations, strategic partnerships, and team leadership. The incumbent will be expected to build a strong business pipeline, develop long-term customer relationships, identify high-value energy-efficiency opportunities, and convert them into commercially viable projects aligned with the organization's growth and profitability objectives.

2. KEY RESPONSIBILITIES
1. Business Development & Growth Strategy

• Develop and execute the Business Development & ESCO strategy in line with the

organization's overall business objectives.

• Identify new markets, sectors, customers, and strategic opportunities for business

growth.

• Develop annual business plans covering revenue, order booking, pipeline,

profitability, and market expansion.

• Build and maintain a robust pipeline of high-value opportunities.
• Lead the complete business development cycle from opportunity identification to

commercial closure.

• Develop strategies for new customer acquisition, account penetration, repeat

business, and long-term revenue growth.

• Provide regular business updates, market intelligence, forecasts, and strategic

recommendations to senior management.
2. ESCO Business Development

• Lead the development and expansion of the organization's ESCO business.
• Identify potential customers and facilities with significant energy-saving

opportunities.

• Develop opportunities for energy audits, Investment Grade Audits (IGA), energy efficiency

projects, Energy Conservation Measures (ECMs), and performance-based contracts.

• Work with technical and energy audit teams to identify, assess, and quantify energy saving

opportunities.

• Convert audit findings into commercially viable project proposals.
• Develop business cases covering investment, energy savings, ROI, payback period,

lifecycle benefits, and commercial viability.

• Lead customer discussions and negotiations for ESCO and performance-based

contracts.

• Identify opportunities for integrated energy-efficiency solutions such as lighting,

HVAC, controls, automation, smart energy solutions, and other applicable technologies.

• Develop long-term relationships with customers to generate recurring and repeat

ESCO business.
3. Strategic Account Management

• Develop and maintain strong relationships with CXOs, government authorities,

PSUs, facility heads, energy managers, consultants, EPC contractors, developers, and enterprise customers.

• Develop strategic account plans for key customers and high-value accounts.
• Understand customer business objectives, operational requirements, energy

consumption patterns, and sustainability goals.

• Identify opportunities for cross-selling, up-selling, and account expansion.
• Drive customer engagement at senior management level and position the

organization as a strategic energy-efficiency partner.

• Ensure high customer satisfaction and long-term account retention.

4. Project Development & Large-Value Sales

• Identify and develop large infrastructure, commercial, industrial, government,

aviation, ports, oil & gas, institutional, and public infrastructure opportunities.

• Engage with project owners, consultants, architects, MEP consultants, EPC

contractors, and other stakeholders at an early stage.

• Drive specification and solution positioning with relevant project stakeholders.
• Lead development of technical and commercial solutions in coordination with

internal teams.

• Manage complex and long sales cycles involving multiple stakeholders.

5. Tender & Commercial Management

• Identify and evaluate relevant tenders, RFPs, RFQs, EOIs, and ESCO opportunities.
• Lead coordination for preparation of technical and commercial proposals.
• Ensure compliance with tender requirements, specifications, eligibility criteria, and

contractual conditions.

• Review pricing, project economics, margins, payment terms, risks, and contractual

obligations.

• Lead negotiations with customers, consultants, contractors, and strategic partners.
• Work closely with Finance and Legal teams to ensure commercially sound contract

closure.

• Ensure all major opportunities meet internal approval and profitability requirements.

6. Market Expansion & Strategic Partnerships

• Identify and develop new market segments, geographical territories, and industry

verticals.

• Conduct market intelligence and competitor analysis to identify growth

opportunities.

• Develop strategic partnerships with EPC companies, consultants, technology

providers, financial institutions, system integrators, contractors, and other relevant stakeholders.

• Build an ecosystem that supports ESCO project identification, development,

financing, implementation, and long-term customer engagement.

• Monitor industry developments, emerging technologies, regulatory changes, and

market trends.
7. Commercial & Financial Management

• Own business performance across revenue, order booking, gross margin,

profitability, pipeline, and forecast accuracy.

• Develop and monitor annual budgets and business targets.
• Evaluate the financial and commercial feasibility of ESCO and infrastructure

opportunities.
8. Team Leadership & People Development

• Lead and manage the Business Development & ESCO team.
• Set clear business targets, KPIs, responsibilities, and performance expectations.
• Conduct regular performance and pipeline reviews.
• Mentor team members on strategic selling, solution selling, ESCO models, account

management, and commercial negotiations.

• Build a high-performance and customer-focused business development culture.
• Develop organizational capabilities in ESCO, energy efficiency, project development,

and strategic sales.
9. Cross-Functional Coordination

• Work closely with Energy Audit, Engineering, Design, Project Execution,

Procurement, Finance, Legal, Operations, and Management teams.

• Ensure seamless coordination from opportunity identification through project

execution.

• Ensure technical and commercial commitments made during business development

are aligned with project capabilities.

• Support resolution of critical customer, contractual, and commercial issues.

10. TECHNICAL & SOLUTION DEVELOPMENT

• Provide technical-commercial leadership for ESCO and energy-efficiency

opportunities.

• Understand customer energy consumption, facility operations, equipment

performance, and energy-use patterns.

• Guide energy audits, technical surveys, feasibility studies, and Investment Grade

Audits.

• Identify, evaluate, and prioritize ECMs based on technical feasibility, savings

potential, investment, ROI, and operational impact.

• Lead the development of integrated energy-efficiency solutions covering:
• LED and lighting systems
• Outdoor / street lighting
• HVAC optimization and retrofit
• Motors and VFDs
• Building Management Systems (BMS)
• Energy Management Systems (EMS)
• Automation and controls
• Smart metering
• IoT-based energy monitoring
• Power-quality solutions
• Renewable-energy integration
• Industrial energy-efficiency solutions
• Smart building solutions
• Review energy baselines, consumption data, technical calculations, savings

assumptions, BOQs, specifications, drawings, and technical compliance requirements.

• Ensure technical proposals are practical, measurable, scalable, and commercially

viable.

• Develop and review technical scopes of work, performance specifications, solution

architectures, and technical compliance matrices.

• Support development of Measurement & Verification (M&V) methodologies for

performance-based projects.

• Evaluate OEMs, technology providers, system integrators, consultants, and technical

partners.

• Assess technical risks, implementation constraints, equipment availability, shutdown

requirements, and operational dependencies.

• Ensure all technical commitments made during business development are achievable

within project scope, cost, schedule, and execution capabilities.11. KEY PERFORMANCE INDICATORS The position will be evaluated against the following key performance areas:

• Revenue achievement
• Order-book achievement
• ESCO business growth
• Qualified pipeline value
• Pipeline conversion ratio
• New customer acquisition
• Strategic account growth
• IGA-to-project conversion
• ESCO / performance contract acquisition
• Gross margin and project profitability
• Tender / RFP success rate
• Forecast accuracy
• Sales-cycle efficiency
• Customer retention and repeat business
• New market development
• Strategic partnerships
• Technical proposal quality and compliance
• Achievement of targeted energy savings
• Team productivity and performance

12. CANDIDATE PROFILE
Essential Experience

• 15+ years of relevant experience in Business Development, ESCO, Energy Efficiency,

Energy Management, Infrastructure, Lighting, Engineering, EPC, Sustainability, or related sectors.

• Proven track record in large-value B2B and project-based business development.
• Demonstrated experience in developing and closing complex, multi-stakeholder

projects.

• Strong practical knowledge of ESCO models, energy audits, IGA, ECMs, M&V,

energy-efficiency projects, and performance-based contracts.

• Strong technical understanding of energy-efficiency technologies and integrated

energy solutions.

• Proven experience in CXO-level engagement and strategic account management.
• Experience with Government, PSU, Industrial, Commercial, Institutional,

Infrastructure, or Enterprise customers.

• Strong experience in tenders, RFP/RFQ processes, pre-qualification, commercial

negotiations, and contract closure.

• Strong understanding of pricing, project economics, ROI, payback, margins,

forecasting, and P&L.
13. PREFERRED INDUSTRY EXPERIENCE

Experience in one or more of the following sectors will be preferred:

• ESCO / Energy Services
• Energy Efficiency & Energy Management
• Energy Auditing / IGA

14. EDUCATIONAL QUALIFICATION

• Bachelor's degree in Electrical / Electronics / Energy Engineering or a related

discipline.

• MBA / PGDM in Sales & Marketing, Business Management, or related discipline will

be preferred.

• Professional certification in Energy Management, Energy Auditing, ESCO,

Sustainability, or Project Management will be an advantage.
15. CORE COMPETENCIES

• Strategic Business Development
• ESCO Business Development
• Energy Efficiency & Energy Management
• Technical Solution Development
• Energy Auditing & IGA
• ECM Identification & Evaluation
• Measurement & Verification
• Strategic & Key Account Management
• Consultative & Solution Selling
• Large Project Acquisition
• Performance Contracting
• Tender & RFP Management
• Commercial Negotiation

Compensation will be commensurate with relevant experience, technical expertise, commercial capability, leadership experience, industry exposure, and demonstrated track record in delivering large-value ESCO, energy-efficiency, infrastructure, and project-based business.