Vice President of Business Development

Karamtara Engineering is looking for a commercially sharp, technically credible

VP of Business Development to own and grow our order pipeline. This is a leadership role

and reports into the Sr. Vice President (Business Head) – Energy Storage. The person hired

will shape our go-to-market architecture, own key customer and partner relationships,

and directly influence product-market positioning as we scale to multi-GWh annual

output.

Responsibilities:

Revenue & Pipeline Ownership:

• Own the annual order booking target (GWh and INR) across grid-scale, C&I, and captive renewable segments
• Build and manage a multi-year qualified pipeline; provide accurate 12/24-month revenue forecasts to leadership
• Lead large-format RFQ/tender responses in coordination with engineering, finance, sales operations, and legal teams
• Negotiate and close oƯtake agreements, long-term supply contracts, and framework orders with IPPs, EPCs, and industrial customers

Market Development & Channel Strategy:

• Map and prioritise customer segments: SECI/NTPC tenders, state DISCOM RFPs, IPP developers, EPC contractors, and large C&I (captive solar + storage)
• Develop and manage a tiered channel partner network (EPCs, system integrators, O&M firms) across key geographies
• Establish relationships with project finance teams at banks, NBFCs, and DFIs to facilitate customer financing structures
• Track competitive landscape, domestic and imported BESS suppliers, and provide market intelligence inputs to product and manufacturing teams

IPP Bidding & Government Tender Management:

• Lead end-to-end bid management for SECI, NTPC, SJVN, THDC, and state DISCOM storage tenders, from RFQ/NIT tracking through pre-bid queries, technical proposal, commercial bid, and LOA
• Develop and maintain a bid strategy for each major IPP customer (Adani Green, ReNew, Greenko, Torrent, JSW Energy, etc.), understanding their project timelines, financing structures, and procurement preferences
• Prepare and own all bid submissions: technical compliance matrix, datasheets, certifications (IEC 62619, AIS-156, BIS), performance guarantees, and commercial terms
• Coordinate internally across manufacturing, finance, and legal to ensure bid pricing reflects accurate cost inputs, delivery timelines, and acceptable risk allocation
• Manage EMD / bid bond submissions, bid validity extensions, and postbid clarification rounds with procurement agencies
• Track L1 outcomes, competitor pricing benchmarks, and win/loss analysis to continuously sharpen bid strategy
• Support IPP project developers in structuring their own bids to SECI/DISCOMs where BESS supply is a component, acting as a strategic partner, not just a vendor

Policy, Regulatory & Stakeholder Engagement:

• Monitor and respond to evolving policy: ALMM/DCR applicability, VGF scheme timelines, CERC ancillary service markets, BIS/AIS-156 certification mandates
• Represent the company in industry forums and government stakeholder consultations
• Engage with SECI, MNRE, and state nodal agencies on upcoming tenders and support pre-bid strategy

Team & Organizational Leadership:

• Build, mentor, and manage a high-performance BD team — regional managers, pre-sales engineers, proposal team
• Define KPIs, variable incentive structures, and performance frameworks for the BD function
• Partner with product management and manufacturing on voice-of-customer inputs and delivery commitments
• Own CRM hygiene, pipeline governance, and deal review cadences

Desired Qualifications:

• B. Tech / B.E. in Electrical, Electronics, Mechanical, or Energy Engineering (preferred)
• MBA from a reputed institution (Tier-1 preferred); strong track records without MBA will be considered
• 12–18 years total, with a minimum of 5 years in a senior BD or commercial role in the energy sector
• Mandatory: prior experience in BESS, utility-scale solar, hybrid RE, or grid infrastructure
• Preferred: at least one role in a manufacturing or hardware product company (not pure EPC or services)
• Exposure to greenfield manufacturing ramp-up, or new business unit launches, is a strong plus
• Working understanding of LFP cell chemistry, BMS architecture, PCS, BoS components, and system integration
• Familiarity with IEC 62619, UL 1973, and AIS-156 certification requirements as they relate to customer specifications and tender compliance
• Ability to read and interpret single-line diagrams, system layouts, and performance specs, enough to engage credibly with customer technical teams
• Proven ability to close large-format contracts (Rs. 50 Cr+ preferred); experience with long-cycle B2B sales
• Ability to build and interrogate project financial models: LCOE, LCOS, IRR, payback period
• Understanding of PPA structures, OA frameworks, ISTS frameworks, and payment security mechanisms (LC, BG, escrow)
• Familiarity with project finance requirements and DFI/bank due diligence processes
• Deep understanding of SECI, NTPC, and state DISCOM procurement processes, from RFQ to LOA
• Working knowledge of CERC/SERC tariƯ orders, ancillary service market rules, and storage obligation frameworks
• Familiarity with ALMM/DCR clause implications, VGF scheme structure, and PLI dynamics as they affect bid strategy
• Demonstrated ability to build and lead a BD team of 5–10 people across geographies
• Excellent communication skills; comfortable presenting to DISCOMs, regulators, and lenders
• Existing CXO-level relationships at 3+ IPPs, EPCs, or industrial conglomerates active in storage