Institutional Acquisition Lead

1 week ago

Mumbai, Maharashtra, India Indus Towers Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Job Purpose

To acquire sites from government and private institutions in line with customer requirements. Focus on delivering difficult and critical sites through established processes, and actively participate in tenders notified by various authorities.

Key Responsibilities

  • Drive RFAI through IA sites in the circle:

  • Convert LOI to SP as per targets.

  • Conduct customer workshops and meetings.
  • Map open order book with IA acquisition funnel.

  • Liquidate IA-tagged SRs and review with NB & IA teams.

  • Acquire new institutional accounts:

  • Engage with municipal corporations, development authorities, police stations, etc.

  • Liaise with industry associations (TAIPA, COAI) and state bodies for favorable tower policies.

  • Manage tenders, ensure technical eligibility, and participate in 100% of tenders.

  • Grow IA site portfolio:

  • Add new sites and manage rental payments as per contract.

  • Drive IA site sharing initiatives.

  • Acquire smart city projects (smart poles, fiber, GBM, small cells):

  • Build relationships with smart city authorities and generate PPP model RFPs.

  • IBS acquisition:

  • Secure LOIs for IBS accounts and ensure RFAI of IBS sites.

Key Decisions

  • Identify institutions to target and propose initial site requirements.
  • Submit initial proposals to institutions (inform manager).
  • Approve tender participation and commercial proposals after internal approvals as per DOA.

Dimensions

  • Financial: AOP for new site rollout, site rentals impacting EBITDA.
  • People: Team size typically 1+1 per circle (higher in Delhi & Mumbai).
  • Other: Over 50 top institutions per state, 100 smart cities, 700+ municipal corporations as potential IA targets.

Internal Interactions

  • Legal: Agreement sign-off, due diligence, legal deviations.
  • Finance: Business case and rental impact on EBITDA.
  • Deployment: Planning on hold sites, material removal from CWIP/dropped sites.

External Interactions

  • Customers: Progress on deliveries and support.
  • Vendors: Review deliverables.
  • Active Partners: RF clearances, material movement schedules.
  • Local Bodies & Institutions: Policy formation and critical site acquisition.

Major Challenges

  • Speed to market vs external environment (red tape, local issues, political intervention).
  • Radiation concerns raised by public.
  • Controlling site rentals.
  • Competition in tenders.

Skills & Knowledge

  • Education: Graduate, MBA preferred.
  • Knowledge: Real estate, sales, project management, local statutes and bye-laws.
  • Skills: Communication, negotiation, liaison, customer handling, people management.

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