Head - Commercial -Desalination projects

Division:

Desalination projects under the PPP model

Key Responsibilities

1. Strategic Commercial Leadership

• Define and drive commercial strategies for desalination PPP projects (BOT, BOOT, DBFOT, HAM).
• Ensure financial viability of large-scale desalination EPC contracts and concession agreements.
• Guide bid preparation, financial modeling, and viability analysis for new projects.

2. Budgeting & Cost Control

• Approve and monitor EPC project budgets covering design, engineering, procurement, and construction phases.
• Establish cost control frameworks to track project expenditure vs. budget, ensuring zero overruns.
• Drive cost optimization initiatives across procurement, engineering, and construction activities.

3. Contract & Concession Oversight

• Lead negotiations for concession agreements and EPC contracts specific to desalination projects.
• Ensure contracts include watertight terms on technology warranties, performance benchmarks, and construction milestones.
• Administer concession compliance, milestone payments, and handle claims/variations/disputes with stakeholders.

4. Risk Strategy & Governance

• Develop a risk management framework specific to desalination EPC + PPP projects (power costs, technology dependencies, environmental approvals, schedule risks).
• Oversee risk registers, conduct risk-return analysis, and ensure proactive mitigation.
• Escalate high-impact commercial risks with corrective recommendations.

5. Stakeholder & Authority Engagement

• Serve as primary commercial representative with state/national water authorities, lenders, concessioning agencies, and regulatory bodies.
• Ensure compliance with concession conditions, statutory requirements, and government reporting.
• Represent company in tariff discussions, concession negotiations, and review meetings.

6. Financial & Business Reporting

• Present project-wise commercial status (budget, risks, concession compliance) to senior management.
• Provide board-level insights on desalination project economics and PPP frameworks.
• Support business development by providing commercial input for new desalination bids.

7. Team Leadership & Development

• Lead and mentor a multi-disciplinary commercial team for desalination PPP projects.
• Build internal capability on desalination-specific financial modeling, risk management, and contract administration.
• Drive adoption of global best practices in desalination PPP contracts.

8. Compliance & Audit

• Ensure adherence to concession terms, EPC contract obligations, and statutory norms.
• Oversee internal and external audits of commercial/contractual activities.
• Implement governance processes to ensure transparency and accountability.

Key Skills & Competencies

• Strong expertise in PPP frameworks for water/desalination EPC projects.
• In-depth understanding of desalination project components (intake/outfall, marine works, pipeline integration, plant EPC).
• Proven expertise in contract management, concession agreements, budgeting, and cost control.
• Strong negotiation, risk analysis, and stakeholder management skills.
• Ability to engage with top-level government authorities, concessionaires, and financial institutions.

Qualifications

• Bachelors in Engineering (Civil/Mechanical/Electrical/Chemical) or Commerce with MBA/PGDM in Finance/Contracts/Infrastructure or NICMAR.
• 20+ years of commercial/contract management experience in infrastructure; minimum 8-10 years in

  large-scale desalination/EPC PPP projects

  .
• Demonstrated experience in high-value concession agreements and EPC contract negotiations.

Reporting To: