Manager - BD KUSUM - C&I

Manager Business Development (KUSUM)

Job Purpose

PM-KUSUM scheme

C. Primary Responsibilities

Strategic

• Identify business opportunities under PM-KUSUM across participating states, with a focus on Component A (grid-connected solar plants), Component B (standalone pumps), and Component C (solarization of existing grid-connected pumps).

• Develop go-to-market strategies in alignment with central/state guidelines and subsidy mechanisms.

• Track policy updates, tender releases, EOI invites, and DISCOM-related announcements for KUSUM.

• Build state-specific execution models considering land availability, farmer engagement, and DISCOM integration.

Finance

• Understand and apply subsidy structures, viability gap funding, and tariff-based incentives to develop commercially viable proposals.

• Liaise with finance and regulatory teams to model project IRRs and align with DISCOM payment terms and timelines.

• Support documentation and processing for subsidy claims and payment disbursals under the scheme.

• Ensure financial reporting and risk monitoring for ongoing or upcoming projects.

Process

• Coordinate proposal submissions for tenders, empanelments, and direct sales under KUSUM.

• Work with execution and technical teams to ensure smooth pre-bid clarifications, DPR preparations, and timelines for commissioning.

• Maintain updated CRM records, progress trackers, and project documentation as per MNRE/state nodal formats.

• Interface with supply chain and project teams to align delivery schedules and installation readiness.

People

• Engage with state nodal agencies (e.g., RREC, GEDA, HAREDA), DISCOMs, rural development departments, and farmer organizations (FPOs, cooperatives).

• Build relationships with panchayats, village-level entrepreneurs (VLEs), and subsidy beneficiaries.

• Represent Vikram Solar in state-level workshops, renewable energy expos, and farmer outreach programs.

• Address customer queries, manage escalations, and coordinate grievance redressals as required.

E. Key Interfaces

Internal Interfaces

External Interfaces

• AVP Business Development

• Policy & Regulatory Affairs Team

• Engineering, Pre-Sales, Project Execution Teams

• Commercial, Legal, and Customer Service Departments

• MNRE, State Nodal Agencies (SNAs), DISCOMs

• Local Authorities, Panchayati Raj Institutions

• EPC Collaborators, Financial Institutions (for RESCO models)

• Farmer Producer Organizations (FPOs), Cooperatives

Knowledge & Skills

• Education:

  Bachelors in Agriculture, Engineering, Renewable Energy, or Rural Development; MBA preferred.

• Experience:

  Min 10 years in solar business development, especially in government schemes or agri-solar projects.

• In-depth knowledge of PM-KUSUM scheme structure, guidelines, and stakeholder network.

• Experience with rural/agri-based solar business models, especially RESCO and CAPEX for Component A/B.

• Strong government interfacing, tendering, and document management skills.

• Proficiency in local stakeholder engagement, including farmer and panchayat communication.

• Fluency in Hindi and English; knowledge of regional languages is an added advantage.