Satyasheel Bhardwaj

• Domestic & International
• Business Development & Strategic Sales:
• Managing and maintaining relationships in the market to ensure the visibility of the company and its business portfolio in the market
• Analysis of the market and formulation of the business case for each new avenue within the industry of interest
• Formulate client acquisition and contract capture strategy and coordinate with regional/product/project sales teams
• Develop a plan to cover the entire ecosystem including internal and external stakeholders
• Own the growth target for the assigned region(s) and achieve the annual sales KPI with P&L responsibility
• Closely work with global management’s team for developing and executing annual business plans for the assigned regions and business domains
• Lead identification (Projects under execution, projects proposed etc.) and work with the sales teams & other stakeholders to increase the conversion rate
• People management (Managing and mentoring a team of 6 professionals) for BD & Techno-Commercial Function
• Planned and led marketing activities in the region, including segment leadership and marketing leadership
• Formulate and lead the project bidding/capturing strategy along with cross-function leaders, due diligence of the business case and bid analysis/cost-benefit analysis/financial modelling of the business case/identification and negotiation of the bid partner/associates to improvise the winning probability
• Preparation of MIS reports and trend analysis for market/technology assessment
• Meeting with clients and consultants for project/ opportunity development for each unique business case
• Identify and develop relationships with suitable partners and develop a business model for joint bidding/collaboration to bid for existing and new business portfolios
• Prepare an annual budget, MTP, LRP, MBO and other strategic documents for business and revenue planning and appraise management accordingly
• Prepare regular/periodical market forecasts and perform Lost-Order analysis
• Key Achievement in the role
• Established a fully functional department for Aftermarket (Service Solutions & R&M/Upgradation) for OEM & Other-OEM assets (Turbine, Auxiliaries, IoT implementation etc
• Managed to achieve Year on Year (YoY) revenue of 150 Cr to 300 Cr
• In 3 Years, timeline, also negotiated the collaboration for 210 MW LMZ technology R&M opportunities
• Successfully offered and won Toshiba Digital services (IoT-based solution) footprint on EtaPro platform to Indian IPP clients and established the qualifications to participate in NTPC/ Other government tenders for such portfolio
• Identified and set up the collaboration (NDA and MoU for info exchange) with Alkaline and PEM Technology based Electrolyser suppliers to develop the EPC model of Hydrogen Generation Projects to facilitate active participation in the identified Projects/Government Tenders for India and Sub-continent market
• Set up collaboration with process licensers to offer carbon capture and utilization solutions on an EPC basis to the industry
• Assessed market trends and need to facilitate Toshiba R&D to develop commercially viable fuel cell stacks and electrolysers based on SOEC technology to gain a decent market share.

Business Development & Strategic Sales:

• Maintain relations with EPC companies, project developers (government and private companies) and consultants for lead generation and tracking market trends
• Managing the sales pipeline and Order intake to meet the revenue objective of the organization
• Analyse Customer specifications, pre-qualification requirements for biding
• Responsible for driving strategic initiatives such as sales, promotion of products/services aligned with the company's offerings, and identifying and leading the collaborations for active participation in bids and tenders
• Develop a project bidding and capturing strategy along with the Project manager and Engineering manager and appraise the management/stakeholders to attain a decision for active participation
• Preparation of MIS reports and trend analysis for large power generation projects
• Ensure compliance with specifications or qualification requirements for the company to participate in the bidding
• Prepare regular /periodical market forecast and perform a Lost-Order analysis bi-weekly / monthly basis
• Prepare company Long Range sales/revenue plan (LRP) and BRM presentations for management review and approval
• Techno-Commercial Tendering
• Forming and leading a cross-functional team (Commercial, Operations) to plan and prepare the submission of the tender
• Driving the techno-commercial clarification and deviation list for the tender document
• Supporting product definition and product management by capturing customer requirements
• Prepare Cash Flow Analysis with proposed payment terms for clients
• Examine GCC/SCC for commercial offers
• Analyse and discuss the complete commercial offer with the finance and legal teams and submit it to the client (if required)
• Attend contract negotiation meetings with the client
• Competitors' bid mapping
• Identification of risks and preparation of mitigation measures
• Attending internal cost review meetings with respective managers
• Meeting with EC committee from Czech Republic and Korea for price approval under BAC (Business Approval Case)
• Managing project handover to the Project Execution Manager
• Risk Review Management
• Risk mitigation analysis with each working group responsible for the project or proposal
• Prepare the business and sector Risk Reviews and business case presentation to management for approval..

• Business Development & Tendering:
• Keep track on the market for upcoming tenders and coordinate with field sales team to ensure key aspects are checked.
• Coordinate with between Technology Partner Hitachi and main bidder BGR to ensure the compliance and completeness of the bid.
• Lead the tender preparation activities by coordinating with cross-functional team (Commercial, Operations) to plan and prepare the submission of the tender.
• Driving the techno-commercial clarification and deviation list for the tender document.
• Supporting product definition and product management by capturing customer requirements.
• Prepare Cash Flow Analysis with proposed payment terms for clients.
• Examine GCC/SCC for commercial offers and identify possible threats for execution.
• Analyse and discuss the legal and financial requirements with respective teams to manage the compliance requirements and avoid bid rejection / disqualification of the bid.
• Attend contract negotiation meetings with the client during pre-bid, post bid and contracting stage.
• Competitors' bid analysis to prepare the lost order report and identify the area of improvement.
• Identification of risks and preparation of mitigation measures.
• Attending internal cost review meetings with respective managers.
• Meeting with EC committee for price approval under BAC (Business Approval Case).
• Managing project handover to the Project Execution Manager.

Techno-Commercial Proposal / Tendering

• Receive the RFQ’s for Steam turbine package from Industrial customers and like Cement, Chemical, Sugar, Oil & Gas etc.
• Study the requirements and develop the Heat Balance diagrams and technical proposal summary for client approval to check the requirements are met.
• Prepare the BOQ for costing and estimation and coordinate with internal dept or sub-suppliers for costing inputs.
• Prepare the net cost proposal and present to management for approval.
• Attend the pre-bid and post bid clarification meetings with client and support sales team to convert the proposal to order.
• Lead the proposal preparation activities by coordinating with cross-functional team (Commercial, Operations) to plan and prepare the submission of the tender.
• Driving the techno-commercial clarification and deviation list for the tender document.
• Attend contract negotiation meetings with the client during pre-bid, post bid and contracting stage.
• Competitors' bid analysis to prepare the lost order report and identify the area of improvement.
• Identification of risks and preparation of mitigation measures.
• Managing project handover to the Project Execution Team