Mgr Business and Project Dev

JOB DESCRIPTION

Position TitleManager - Business Development and Commercial (T&D)Superior Position TitleDGM - Business Development and Commercial (T&D and Energy Transition)Company/ Business UnitKohima Mariani Transmission LimitedDivision / DepartmentBusiness Development and Commercial LocationMumbai

1. JOB PURPOSE

Business Context: Apraava Energy is a diversified power company, jointly owned by the CLP Group - one of the largest investor-owned power businesses in Asia and Caisse de dpt et placement du Qubec (CDPQ) - a global investment group.

Our portfolio comprises 3,150 MW of installed capacity which includes 924 MW of wind and 250 MW of solar energy projects across seven states, a 1320 MW coal-fired super critical power plant and two power transmission assets. We forayed into Advanced Metering Infrastructure (AMI) by winning the first project in Assam to install smart meters in 693,077 households.

The name Apraava Energy has been derived from the Sanskrit language and is an amalgamation of four elements: Agni (Fire), Prithvi (Earth), Ambu (Water) and Vayu (Wind).

Apraava Energy was one of the first company to identify the potential of renewable energy in India. The company entered this space by building its first wind farm in 2009. Since then, Apraava Energy has gradually grown its wind energy portfolio and is now spread across six states generating nearly 1,000 MW and another 250 MW of committed capacity. Wind energy has been an integral part of Apraava Energy's business strategy. It is expected to continue making a vital contribution not only to Apraava Energy's growth plans for India but also to its commitment towards reducing its CO2 emissions.

Apraava Energy forayed into solar power generation with a 100 MW plant in 2016 through a joint venture in Veltoor, Telangana. Apraava Energy acquired two more solar plants in 2018. In 2020, Apraava Energy increased the size of its solar energy portfolio by more than 70% by entering into an agreement to acquire three of its solar projects. The latest addition to Apraavas solar portfolio was a 250 MW solar farm in Dedasari, Rajasthan in

In line with Apraava Energys vision of investing in a low-carbon and clean energy portfolio, Apraava Energy marked its entry into the power transmission sector in 2019 with the acquisition of 240 km transmission line. With this, Apraava Energy has broadened its portfolio to straddle two out of the three main segments in Indias power value chain. In December 2021 Apraava Energy acquired a 254 km Transmission line from Kalpataru-Mariani Transmission Limited passing through 3 states in North- East India i.e. Manipur, Nagaland and Assam.

The company has also built a 1,320 MW supercritical coal-fired power plant in Jhajjar, Haryana. The Jhajjar Power Plant has been commercially operational since mid-2012. It is one of the first few power plants in India to operationalize the Flue Gas Desulphurization (FGD) unit which helps reduce ~ 85% of SO2 emissions.

The plant has also won the Frost & Sullivan and TERI Jury Special Mention Award in 2019 for reducing its specific water consumption to 2.11 m/ MWh against a statutory limit of 3.5 m/ MWh.

The Organization is engaged in Greenfield development of Power Generation/Transmission assets as well as their Acquisition. The business objectives in either case can be met only if the asset performs to the business assumptions. Engineering plays a key role in translating business assumptions into engineering designs which can ensure that business objectives are met sustainably.

The organization is diversifying further into the Power distribution business including Advanced Metering business. This would uniquely position the organizations presence across the entire power sector value chain.

Job Purpose:

The position exists to: take lead in on-ground implementation and shaping the growth strategy agreed between the Shareholders, more specifically detailed out in Greenfield Implementation Plan approved by the Apraava Energy Board for upcoming Transmission projects; identify and peruse the investment opportunities fitting into approved growth plan while following strong governance system and ethical practices; converting a potential project opportunity into an investment opportunity following the established business processes and Apraava Energys governance framework; lead and manage all key building blocks of a project till investment approval.

The role is expected to achieve the objectives by: establishing benchmarks for excellence based on past in-house and industry experience; lead establishing and maintaining contacts with all stakeholders; working with organization cross-functional teams and shareholders; identifying and support securing investment in the shortlisted greenfield transmission opportunities that meet the benchmarks and shareholder return expectations. This includes leading and/ or supporting, as the case may be, business case for an identified project right from securing the in-principle investment approvals from both the shareholders, finalise detailed project assumptions (hard cost/project cost) in close co-ordination with various team members, secure the final investment approvals, commercial discussion with the OEMs/ vendors for equipment supply/service, bid document preparation and submission

The role is expected to support the DGM BD&C in achieving growth plan as approved by the management, support other functions within the team such as project development, sustainability, contract management, and implement the scope and achieve the stated objectives by adhering to Apraavas governance systems and practices.

1. ORGANISATIONAL CHART

2. PRINCIPAL ACCOUNTABILITIES

AccountabilitiesMajor ActivitiesIdentify and evaluate new business opportunities in the market aimed at growing Apraavas market share and diversifying revenue lines

• Keep abreast of market developments and regulations affecting the Indian Power Sector to identify new business opportunities in Transmission & Distribution space in India
• Perform preliminary study of the identified opportunity conducting a market data analysis to assist the supervisor in opportunity evaluation.
• Collaborate with cross functional teams to conduct due diligence on the identified opportunity.
• Prepare documents required for opportunity qualification

Cross Functional CoordinationDevelop and build the capabilities, in close coordination with Construction and Technical team, for estimating hard cost. Identification of suitable vendors, key commercial terms and delivery timeline negotiations will be key deliverables.Costs analysisCarry out detailed analysis on input costs using the inputs from EPC Contractors (Substation and Transmission line), equipment suppliers, and market insights culminating into a competitive tariff estimate for any auction. Come up with alternate approaches (including vendors) which can bring down the construction or operations cost without dilution of safety and quality aspects Manage the bidding process to arrive at an optimal and competitive bid structure for safeguarding Apraava s interests Pre-bid activities

• Proactively participate in bid related discussions with the BPC for complete clarification of bid documents
• Study RFP documents and seek internal/external support to understand and evaluate the complexities involved in the project in terms of infrastructure (land / RoW/ environmental issues); Identify any risk involved and escalate any issue to the department head.
• Coordinate with external consultants/ technical team to carry out site visits,
• Coordinate with the Land aggregator (LA) for the identification of the suitable substation land
• Coordinate with the legal team for signing the pre-bid MoU with the LA
• Prepare notes/ presentations for obtaining the internal stakeholders approval for participation in the bid
• Prepare bid documents and ensure submission to the Bid Process Coordinator after securing necessary approvals.

Post-bid activities

• Take lead in coordinating with the BPC/ internal functional team for signing of the TSA/Transfer of the SPVs
• Work closely with the LA and cross functional team for finalising the substation land which meets the design requirement.

Relationship Management

• External: Interact with BD counterparts/ projects and commercial teams/ business heads of external stakeholders (e.g. consultants, contractors, suppliers, etc.). Keep interaction with regulators, nodal agencies, and policy bodies to provide industry feedback on a regular basis.

• Internal: Maintain an open culture of trust, reliance and mutual learnings with the cross-functional teams supporting the business development activities; seek feedback on past experiences and apply the learnings in new opportunities.

• Mentee: Formal and informal discussions with the Apraava Energy Management team and line supervisor to learn from their experiences; seek feedback; understand development areas; identify opportunities (trainings, executive programs) to improve the development areas; and develop & implement an action plan with specified objectives.

• Mentoring: Act as mentor for the new joinee in the organization and in the team; assign the specific assignments with deliverables and set stretched timelines; provide and seek feedback; help understand work culture, Apraava Energy governance, SHE and sustainability practices.

Support the development of BD strategy and business planning for the portfolio aimed at driving capacity expansion and increased revenue/profitability

• Provide inputs to the team for estimating the annual budget and resource requirements.
• Assist Head BD & PD in formulating the long and short-term growth strategy for presenting to the senior management.
• Apprise supervisor of changes in policy and regulations and their implications on business
• Ensure adherence to the plan preparing monthly reports and progress reports for various ongoing BD projects and report any deviations to the Head BD & PD for suitable corrective actions.
• Ensure audit preparedness by standardizing business processes and maintaining all required documents.

• Represent the company in various forums like CEA/EPTA/MoP and strongly represent the companys view on the matter affecting our business.

• MAJOR CHALLENGES

• Competitive business environment with strong emphasis on lower cost of generation

• Working with cross-functional teams to ensure finalization of Contract within the Project timelines.
• Securing timely approvals and signoffs from Management and Shareholders (Apraava Energy IEX/ Apraava Energy IC/CLPH IC/ CLPH F&GC/ Apraava Energy Board)
• Competitive business environment with strong emphasis on lower cost of generation

• Fluctuating market dynamics and Regulatory/Legal restrictions associated with the power sector

• DECISIONS

Decisions made by job holder

As per the defined authority matrixApprovals within the Apraava Energy CMAM matrixAppointment of external consultantsShortlisting of potential investment opportunities

1. INTERACTIONS

Internal Clients

Roles you need to interact with inside the organization to enable success in your day to day work India

• Construction
• Technical support team
• Asset Management
• F&A
• Risk
• Project Finance
• Legal
• Human Resources
• Admin
• Public Affairs
• Procurement
• GIA

Shareholders

• CLP Holdings team
• CDPQ team

External Clients

Roles you need to interact with outside the organization to enable success in your day to day work

1. Advisors

2. Engineering

3. Technology
4. Resource
5. Legal
6. Regulatory

7. Tax

8. Industry Associations

9. EPC Contractors
10. Land developers and aggregators
11. Management and teams at peer companies

12. Relevant government departments and regulator

13. SKILLS AND KNOWLEDGE

Educational Qualifications

• Minimum Qualification: B.E/B.Tech

Functional Skills

• Understanding of business development cycle
• Fairly good idea of aspects associated entire project cycle (Development, Construction, and Asset Management)
• Strong capabilities for estimating the Transmission project cost and analyzing and interpreting the commercial aspects of the same
• Strong commercial and negotiation skills

Relevant and total years of Experience

• Overall experience: 9-10 years in power sector
• Specific experience: 5-6 years in tendering and costing for EPC Contracts.

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