Business Development Manager

About Nayara Energy: 

Nayara Energy is a new-age downstream energy and petrochemicals company with a formidable presence spanning across the entire hydrocarbon value chain, from Refining to Retail. Nayara Energy operates in India for India driven by a relentless commitment to fuel the nation's energy aspirations. At the heart of our operations lies the Vadinar refinery, India's second-largest single-site refinery with a capacity of 20MMTPA.With over 6,300 Retail Outlets, we cater to the need for reliable and safe mobility across the length and breadth of the country. We have adopted a phase wise asset development strategy to enter the petrochemicals sector which will be a significant step in our crude to chemicals journey. Through sustainable development projects in Health and Nutrition, Education and Skill Development, and Sustainable Livelihoods, Nayara Energy enhances the quality of life in the communities it operates in. Delivering value for all our stakeholders is at the very core of our beliefs and we are committed to providing the energy that fuels the dreams of our employees, customers, partners and communities.

Job Purpose:

• Lead the identification, selection and negotiation of joint ventures and partnerships that are part of the development of the company's growth agenda in petrochemicals and refining.

Key Responsibilities:

1) Support the selection of the partner for the $7-8bn investment in a cracker and derivatives complex:

• Create a long list of potential partners.
• Develop a process for assessing the attractiveness and do-ability of the potential partners.
• Engage with the potential partners at a senior level to gauge their interest in a JV with Nayara and their attractiveness as a partner.
• Prepare presentations for the board and shareholders summarizing the outcomes of the discussions and making a recommendation of the short list of partners to progress.
• Lead the commercial parts of the joint conceptual studies with the short listed partners.
• Summarize and take part in producing an overall recommendation for the preferred partner to be made to the board and shareholders.
   

2) Lead the commercial negotiations of the various JV agreements with the selected partner for the cracker complex:

• Negotiate an LoI covering the key principles for the $7-8bn joint venture, the terms of a joint feasibility study and the cost sharing arrangements of the joint feasibility study.
• Negotiate a non-binding Heads of Agreement of all of the key commercial terms for the joint venture including feedstock supply, utility and infrastructure supply, land arrangements, marketing and operations arrangements, financing, management and governance.
• Negotiate the binding commercial agreement for the joint venture including:
  a.    The Joint Venture Agreement and Articles of Association
  b.    Feedstocks & Utility supply agreements
  c.    Secondment agreements
  d.    Financing agreements

3) Provide commercial analysis of various options in the commercial and technical proposals for the cracker complex JV:

• During the course of conversations with potential partners various commercial options will arise for consideration.  The post-holder will produce detailed financial and non-financial analysis of the options to facilitate decision making on the preferred options for Nayara.
• For smaller items, the post-holder will independently analyze and decide the way forward.

4) Identify, analyze and develop options for smaller partnerships that are accretive to the main cracker complex JV:

• Develop a process for identifying and maintaining a list of potential smaller partnerships that will add value to the main joint venture.
• Maintain relationships with all the potential partners through continuous dialogue and other events.
• Analyze the potential attractiveness of the partnership options and make recommendations as to which ones are to be taken forward.
• Progress negotiations with the selected options through to binding JV agreements

5) Produce internal 'authority to negotiate' documents that give targets and boundary conditions for all negotiations:

• For each negotiation, before engaging with the partner or partners, the post-holder is to produce an 'authority to negotiate' (ATN) document that sets out the key targets and boundary conditions for the negotiations.
• Post-holder will present each ATN to management/board/shareholders as appropriate to obtain approval.
• During negotiations the post-holder will monitor compliance with the boundary conditions that have been approved and, in the event that they can not be achieved, return to the authorizer to seek additional authority or abandon the negotiation

6) Support in assessing and recommending options for structuring and financing the various joint ventures:

• Develop financial and financing models for all proposed joint ventures.
• Develop options for structuring the joint ventures and assess the strengths and weaknesses of the options.
• Develop options for financing the joint ventures and assess the strengths and weaknesses of the options
   

Skills & Knowledge:

1) Educational Qualifications & Certifications:

• Graduate degree in business or technical discipline.  Further education in Business an advantage.

2) Functional Skills:

• 10-15 years + of deep commercial experience with strong exposure to the petrochemicals and/or energy industries.
• Experience of JVs including at least one of negotiating set-up, working in as a secondee and managing owners interest as board member.
• Seasoned negotiator with experience negotiating with counter parties from different region and cultures.  Able to maximise value in a deal whilst maintain a strong relationship and partnership.
• Strong relationship skills and a solid network in the industry.

3) Behavioural Skills:

• Collaborative both internally and externally.

4) Relevant Competencies:

• Excellent Commercial competencies.
• International outlook – have operated (preferably lived) in more than one country and has strong cross-cultural awareness.
• Ability to operate independently under extreme pressure.
• Ability to lead a large team without formal authority.
• Ability to develop strong relationships without sacrificing commercial value