Sunways Global - Business Development Role

Business Development (Power Purchase & Strategic Partnerships)

Description:

Role Overview:

The candidate will lead business development efforts focused on originating, structuring, and closing power purchase agreements (on-site, off-site, group captive, open access) across India. This role requires a strong understanding of renewable energy markets, electricity regulations, financial analysis, and stakeholder management.

Key Responsibilities:

1. Power Purchase Agreement (PPA) Origination & Negotiation

- Identify, develop, and close power offtake agreements with industrial, commercial, and institutional clients under various models (Captive, Group Captive, Open Access, etc.).

- Lead end-to-end PPA structuring, including commercial proposal development, tariff structuring, credit assessment, and risk analysis.

- Negotiate and finalize PPAs, MoUs, term sheets, and related documentation.

- Analyze clients energy needs and provide customized solutions aligning with their sustainability goals and cost expectations.

2. Market Development & Strategy

- Expand companys renewable energy footprint by actively targeting new industrial clusters, SEZs, and corporates.

- Monitor evolving market trends, regulatory changes (such as green open access, ISTS waivers), and tariff opportunities across states.

- Identify potential JV partnerships, strategic alliances, and investment opportunities for market entry or expansion.

3. Relationship Management & Stakeholder Engagement

- Build and maintain strong relationships with CXOs, CFOs, Energy Heads, and other decision-makers at target organizations.

- Engage with DISCOMs, SLDCs, electricity regulators, and industry bodies to stay updated on policy developments.

- Collaborate with internal functions such as Finance, Legal, Projects, and Strategy to ensure smooth execution of deals.

4. Financial & Commercial Analysis

- Support investment decisions by preparing project-level commercial models and assessing project viability.

- Optimize pricing strategies by balancing profitability, client expectations, and regulatory constraints.

- Review creditworthiness of potential clients, with support from internal finance and risk teams.

5. Reporting & Operational Excellence

- Track pipeline status, deal progress, and monthly/quarterly sales targets.

- Prepare periodic reports for senior management on key KPIs: MW booked, client onboarding, deal cycle time, and revenue visibility.

- Contribute to internal knowledge-sharing sessions on market updates, regulatory changes, and commercial structures.

Preferred Skills & Competencies:

- Proven expertise in PPA structuring, negotiation, and closing within the Indian renewable energy sector.

- Deep understanding of Open Access policies, group captive regulations, and power market mechanisms.

- Strong commercial acumen with ability to analyze tariffs, project IRR, and contractual risks.

- Excellent relationship management and interpersonal skills.

- Strong communication (verbal and written) and presentation capabilities.

- Ability to work independently and drive cross-functional collaboration.

Educational & Experience Requirements:

- Bachelors degree in Engineering, Business, Economics, or related fields; MBA (Energy, Finance, or Strategy) preferred.

- Minimum 8 to 12 years of experience in business development or corporate sales, specifically within renewable energy (solar, wind, hybrid) or infrastructure sectors.

- Track record of successful PPA closures and client acquisition, preferably in Open Access and Group Captive projects.

- Experience in working with industrial clients, large corporates, or power trading companies is desirable.