Business Development Lead,

(Utility-Scale | C&I; | Residential)

Role Purpose :-

Lead market expansion and revenue growth for Battery Energy Storage Systems (BESS) across utility-scale, Commercial & Industrial (C&I;), and residential segments by developing strategic partnerships, driving project pipelines, and converting opportunities into bankable projects.

Key Responsibilities

1. Market & Business Development

- Identify, assess, and develop BESS opportunities across utility, C&I;, and residential markets.
- Build a robust sales and project pipeline aligned with grid-scale tenders, rooftop + storage, and behind-the-meter solutions.
- Conduct market sizing, competitor analysis, and policy assessment to guide strategy.

2. Utility-Scale Segment

- Track and respond to BESS tenders, EPC opportunities, and IPP partnerships.
- Engage with DISCOMs, transmission operators, regulators, and renewable developers.
- Support bid strategy, techno-commercial inputs, and pricing models for large-scale storage projects.

3. C&I; Segment

- Develop BESS solutions for peak shaving, demand charge reduction, backup power, RE integration, and energy arbitrage.
- Work with ESCOs, rooftop solar developers, OEMs, and large commercial customers.
- Structure CAPEX, OPEX, and RESCO models with viable IRRs.

4. Residential Segment

- Enable go-to-market for home energy storage paired with rooftop solar and EV charging.
- Collaborate with channel partners, installers, and housing societies.




- Support product positioning, pricing, and financing tie-ups.

5. Partnerships & Alliances

- Build strategic relationships with OEMs, EPCs, financiers, IPPs, and technology providers.
- Support MoUs, JV discussions, and long-term supply agreements.

6. Techno-Commercial Support

- Coordinate with engineering and product teams on:
- System sizing
- Use-case optimization
- Cost-benefit analysis

- Support business cases, proposal development, and customer presentations.

7. Policy & Regulatory Engagement

- Track CEA, MNRE, SERC/CERC, and state policy developments related to energy storage.
- Provide policy impact insights to leadership.

Key Performance Indicators (KPIs)

- Value and quality of BESS project pipeline
- Conversion rate from opportunity to order
- Strategic partnerships signed
- Revenue and margin contribution
- Market entry into new states / segments

Skills & Competencies

- Strong understanding of BESS technology, grid applications, and economics
- Experience across utility, C&I;, and/or distributed energy markets
- Techno-commercial mindset with financial modeling exposure
- Excellent stakeholder management and negotiation skills
- Ability to work in a fast-evolving regulatory and technology workplace

Ideal Background

- 15+ years in renewable energy, storage, power systems, or infra BD
- Experience in solar + storage, EV infra, or power trading is a strong plus
- Engineering / MBA preferred

📌 Business Development Lead (Pune)
🏢 Tata AutoComp Gotion Green Energy Solutions
📍 Pune