Job Title

Role MandateWe are looking for a commercially sharp and financially rigorous leader to run the BU’s commercial + finance governance engine - so the BESS business wins competitively and stays profitable as it moves from early reference projects to repeatable scaleCore objective: Architect and protect BESS profitability by owning:Pricing architecture (hardware + EPC + O&M)Contract/commercial governance (warranty, performance guarantees, LDs, inclusions/exclusions)BU controlling (forecasting, margin bridge, cash & working capital)Lifecycle profitability (degradation/augmentation assumptions, service liabilities, warranty reserves)Key responsibilitiesmercial strategy & pricing architecture (Hardware + EPC + O&M)Design Suzlon’s pricing framework for containerized BESS across:Supply-only systemsSupply + EPC projects (turnkey execution)Long-tenor O&M/service (5–20 years where applicable) Build and continuously improve the cost-per-kWh and lifecycle profitability model, translating technical drivers—DoD, RTE, degradation/augmentation, availability commitments—into bid pricing, contingencies, and provisionsEstablish pricing corridors + approval matrix (deal thresholds, exception process, escalation path) to enable bid speed while preventing margin leakage2.Contracting, risk allocation & commercial ops (hardware/EPC/O&M)Lead commercial structuring for:Warranty (terms, exclusions, claim process)Performance guarantees / availabilityLDsAcceptance criteria (FAT/SAT/COD)Clear inclusions/exclusions and interface boundaries Build a Suzlon BESS Contract Playbook: redlines, fallback positions, risk pricing logic, and time‑boxed internal approvals to avoid matrix slowdowns. Maintain a live Commercial Risk Register across deals/projects:FX risk and cell price volatility exposureDelivery schedule / LD exposureWarranty and lifecycle liabilitiesPayment security / counterparty risk3.Bottom-up cost modelling and design-to-cost principles; understanding of battery supply chain dynamics (cell pricing, localization, FX exposureOwn the margin model (BOM, conversion cost, logistics, installation/commissioning, contingencies, warranty provisions) and run a monthly margin bridge from bid assumptions → execution reality → as-builtRun scenario/sensitivity analysis on:cell price movements and indexationFX movementsyield/scrap, rework and cost-of-qualitylogistics volatility and site conditionsschedule compression risks Partner with CTO + Manufacturing Head on design-to-cost and localization decisions; quantify financial impact to support make/buy roadmap and tender competitiveness.4.Bid finance + deal desk governanceRun the BU Deal Desk: bid/no-bid inputs, pricing corridor recommendations, risk quantification, and sign-off pack to BU LeadEnsure bids stay anchored to the standard product catalog to prevent unpriced bespoke commitmentsSupport Wind BD/Sales with structured bid economics for C&I/B2G/utility tenders (e.g., SECI/NTPC/state utilities) where compliance, guarantees, and execution windows drive material risk.5.Working capital, cash conversion & inventory exposureOwn BU cash levers: advance structure, LC/BG terms, milestone billing, receivables discipline, payables strategyDefine inventory norms for cells/BOP/containers/spares; maintain strict governance on working capital exposure and slow-moving risks; coordinate with S&OP6.Supplier commercial governance & back-to-back alignmentPartner with Procurement to secure:LTAs / price protections / indexation approachesdelivery safeguards for Cells and critical components (MOQs, lead times, penalties)warranty pass-through and claims support and ensure back-to-back alignment to customer commitments wherever feasible.Maintain supplier commercial risk register (indexation, FX, MOQ, penalties, warranty terms, counterparty risk)Good to Have:BU controlling, forecasting & performance managementLead annual budget + quarterly reforecasting, revenue recognition logic (as applicable), and BU dashboarding (revenue/margin/cash/risk)Run monthly performance reviews with BU Head; create fact-based narratives for steering committee decisionsEPC financial governance & project controlsDesign & implement project-level financial governance: baseline margin, milestone cash plan, cost-to-complete (EAC), and early warning triggersDrive robust change order governance: scope freeze, variation valuation, approvals, billing—prevent scope creep and margin erosionO&M / lifecycle profitability & provisioningStructure long-tenor O&M commercials (5–20 years): pricing, escalation, SLA/KPI penalties, augmentation assumptions, and lifecycle margin protectionEstablish provisioning logic for warranty reserves and service liabilities aligned to product baseline and performance riskEnsure finance readiness checks at key delivery stage gates: Design Freeze → FAT readiness → dispatch → SAT/COD handover (commercial readiness + documentation completeness)Success MeasuresOutcome - Measures Profitability - Gross margin/ kWh and per project within approved limits; EBITDA in line with BU plan; leakage tracked & actioned (bid → actual)Cash & working capital - WC days within target; inventory exposure within thresholds; milestone cash collection discipline; timely cash conversion on projectsExecution control - Change orders governed; project margin tracked weekly/monthly; stage-gate readiness checks in placeSupplier protections - LTA coverage for majority of cell volumes; price/FX protections in place; supplier commercial risk register maintainedOperating cadence - Forecast accuracy; timely management dashboards; decision turnaround times (e.g., bid approvals within 48–72h where required)Candidate ProfileExperience & Background8–12+ years (flexible; higher experience welcome) in commercial finance / BU controlling / pricing / project finance / contract commercial roles within renewables, EV / energy storage, EPC, power infrastructure, or industrial manufacturingDemonstrated ownership of pricing + margin governance (not only reporting) and experience operating in performance‑guaranteed, high-capex environmentsComfortable in matrix/hybrid operating models—able to drive outcomes through shared functions using governance, SLAs, and decision systemsDomain ExpertiseStrong grasp of BESS economics (₹/kWh modelling, degradation, augmentation, availability guarantees, warranty provisioning)Working knowledge of EPC project commercials: stage-gates, LDs, change orders, milestone billing, cost-to-completeBottom-up cost modelling and design-to-cost principles; understanding of battery supply chain dynamics (cell pricing, localization, FX exposure)Ability to translate technical specs into financial implications (DoD, RTE, cycle life, thermal impacts, availability)Solid contract risk capability: balanced risk allocation, back-to-back supplier terms, and quantification of contingent liabilities.EducationCA / MBA (Finance) / CFA preferredEngineering background (Electrical / Mechanical / Industrial) strongly advantageous