Business Unit Head

Role Purpose: The Business Unit Head – Ground Mount Solar will be responsible for building,

leading, and scaling the Ground Mount Solar business as an independent profit center. The role

carries end-to-end ownership of the business lifecycle, including:

• Market development
• Order booking
• Land acquisition strategy
• Bid management
• Project execution governance
• Revenue realization
• Profitability and cash flow

The incumbent will act as a business owner, ensuring sustainable growth, strong project

pipeline, and successful delivery of utility-scale solar projects (40 MW to 200 MW+).

Span of Control: The role will directly or functionally lead:

• Business Development & Sales (B2G, B2B, Open Access)
• Tendering & Bid Management
• Land Acquisition Team
• Engineering Design
• Project Execution (via Head – EPC)
• Planning & Project Controls
• Supply Chain & Contracts (functional alignment)
• O&M (lifecycle accountability)
• Regional Business Teams

Key Responsibilities

1. Business Ownership & P&L Management

• Own full P&L of Ground Mount Solar vertical.
• Delivers targets related to:
• Order booking
• Revenue
• EBITDA / margins
• Cash flow and working capital
• Ensure each project meets defined commercial and financial thresholds.

2. Business Development & Market Expansion

Drive growth across:

• Government tenders (SECI, NTPC, SJVN, State DISCOMs)
• Open access and captive projects
• Industrial and C&I customers
• Build and maintain a strong order pipeline (18–24 months visibility).
• Identify and develop new markets, states, and customer segments.

3. Land-Linked Business Strategy

Integrate land acquisition with business growth strategy.

Ensure:

• Availability of land aligned with pipeline projects
• Feasibility of grid connectivity before bidding
• Drive land banking / early-stage acquisition strategy.
• Oversee land due diligence, cost optimization, and risk mitigation.

4. Bid Strategy & Commercial Leadership

Take final decisions on:

• Bid participation (Go / No-Go)
• Pricing strategy
• Risk provisioning
• Ensure disciplined bidding aligned with margin expectations.
• Guide tendering team in techno-commercial submissions.

5. Contract Negotiation & Financial Closure

• Lead contract negotiations with clients and stakeholders.
• Ensure favorable commercial terms:
• Payment milestones
• PBG / BG exposure
• LD clauses
• Secure financial closure before execution initiation.

6. Execution Governance

Provide governance over EPC execution through Head – EPC.

Ensure:

• Timely project completion
• Cost control
• Quality compliance
• Intervene in critical issues related to delays, risks, or cost overruns.

7. Cash Flow & Collection Management

Own end-to-end billing and collection cycle.

Ensure:

• Timely realization of receivables
• Reduction in DSO
• Release of PBGs and retention amounts
• Work closely with finance and project teams to maintain cash discipline.

8. Team Leadership & Organization Building

• Build and scale a high-performing team across functions.
• Define organizational structure and manpower strategy.
• Drive accountability and performance culture.

9. Government & Strategic Stakeholder Management

Build relationships with:

• Government agencies
• DISCOMs
• Regulators
• Enable future business opportunities through strong institutional connection.

10. Risk Management & Compliance

Identify and mitigate:

• Commercial risks
• Land-related risks
• Execution risks
• Ensure compliance with contractual, statutory, and regulatory requirements.