General Manager Business Development

Key Responsibilities

1. Technical Support to Business Development

• Act as the technical authority for all pre-sales and bid-stage activities.
• Support BD team in understanding client requirements, tender documents, and project feasibility.
• Review and finalize system design concepts, including:
• PV plant configuration (rooftop, ground-mounted, floating, hybrid)
• Technology selection (modules, inverters, BOS, trackers, storage etc
• Coordinate with engineering teams to ensure technically sound and bankable solutions.
• Participate in technical discussions, client meetings, and clarifications during RFQ/RFP stages.

2. Costing, Pricing & Estimation

• Lead project cost estimation and pricing strategy for all EPC bids.
• Prepare and validate:
• Detailed BOQs
• CAPEX & OPEX estimates
• EPC pricing models
• Ensure competitive yet margin-secure pricing aligned with market trends and company targets.
• Analyze cost drivers such as:
• Module and inverter pricing
• BOS, logistics, duties, taxes
• Installation, civil, transmission, and commissioning costs
• Regularly update cost databases and benchmarks based on supplier inputs and executed projects.

3. Bid Management & Proposal Support

• Own the techno-commercial bid submissions, ensuring:
• Compliance with tender requirements
• Accuracy and completeness of technical & commercial documents
• Coordinate with procurement, engineering, legal, and finance teams for inputs.
• Review contract terms, payment milestones, LDs, warranties, and guarantees from a techno-commercial risk perspective.

4. Value Engineering & Risk Management

• Identify value engineering opportunities to optimize cost without compromising quality or performance.
• Conduct risk assessment for projects during bidding, including:
• Site constraints
• Grid connectivity
• Schedule risks
• Regulatory and commercial risks
• Provide clear recommendations to management for Go / No-Go decisions.

5. Market Intelligence & Strategic Inputs

• Track market trends, competitor pricing, and technology advancements in the solar EPC sector.
• Support leadership with insights on:
• Pricing strategy
• New technologies (TOPCon, bifacial, storage integration, etc.)
• New market opportunities and segments
• Assist in development of standardized costing tools, proposal templates, and bid processes.

6. Team Leadership & Stakeholder Coordination

• Lead and mentor a team of estimation engineers / proposal engineers
• Ensure cross-functional coordination between BD, engineering, procurement, finance, and execution teams.
• Provide technical guidance during project handover from BD to execution.

Key Performance Indicators (KPIs)

• Bid success / win ratio
• Accuracy of cost estimates vs. actual project costs
• Gross margin achievement
• Timeliness and quality of bid submissions
• Effectiveness of value engineering initiatives

Qualifications & Experience

Education

• Bachelor’s degree in Electrical / Mechanical / Renewable Energy / Engineering
• MBA or Postgraduate qualification in Project Management / Finance / Commercial is an advantage

Experience

• 12–18+ years experience in the solar EPC industry
• Strong exposure to:
• Utility-scale and/or C&I solar projects
• Techno-commercial bidding and pricing
• Cost estimation and project feasibility studies

Key Skills & Competencies

• Strong techno-commercial acumen
• Expertise in solar EPC costing and pricing models
• In-depth understanding of solar PV systems and EPC contracts
• Excellent analytical, negotiation, and decision-making skills
• Leadership and cross-functional coordination ability
• Proficiency in tools like Excel, PVsyst, AutoCAD (basic), and costing software

Behavioral Attributes

• Strategic thinker with results orientation
• High attention to detail and risk awareness
• Strong communication and stakeholder management
• Ability to perform under tight bid deadline