Senior Commercial Manager
General Electric - United Arab Emirates
Total years of experience :17 years, 10 Months
Manages proposals teams for Equipment only, Engineered power island & turnkey commercial deals;
Develop commercial positions to facilities closing optimally priced & risk mitigated executable contracts
EPC & LT services contracts negotiations with Utilities and Project developers
Manage proposal approvals for submission to customer
Lead meetings to understand customer priorities and support financing for demand creation projects
Review bidding documents and analyze evaluation using DCF financial models with sensitives to performance, pricing & schedule, and estimate favorable pricing for GE offer
Support development of power sector development plan for developing countries
Key projects & Accomplishments
Developed commercial structure and proposal for 2 GW integrated Gas Processing & Power project that utilizes flared has from oil facility. Project enables lowest cost power & 500 $M additional revenue from by-products to the host Govt
Signed 300 $M GE equipment exclusivity deal with a developer in ME region and supported the developer for its proposal for tariff optimized PPA extension through repowering of existing power plant
Lead 10 member commercial & finance teams on P&L basis. Developed energy sector projects with 2 $B capex Generation & Transmission lines, 70 $M 1 GW solar park and 270 $M Energy Efficiency projects;
Commercial: Led negotiations on a broad range of agreements with varying financial & risk materiality, viz. EPC Contracts, Power Purchase Agreements, Grid Connection Agreements, Fuel Supply Agreements, Financing Agreements, Shareholders Agreements, Equity Sale Agreements, etc
EPC contract management, supply scheduling, reconciliation and contract closure
Renegotiated vendor contracts that resulting in 6% cost savings and improved P&L margin
Prepared comprehensive layered financial models with lifecycle cashflows, financial indicators and represented investment proposal for investment approvals by boards
Managed debt/ equity calls, annual budget & financials for GW range project companies
Invoices & account receivable management, LOC & bonds management, audit facilitation
Consulting: Led bidding process for Distribution Franchisee appointment for 3 urban circles covering 3 million consumers, handover to franchisee and project management support for 6 months
Led bidding process for procurement of 1, 050 MW multi-year power procurement for utilities
Led team to develop 10 GW distribution plan for a province in India. Planning Commission, Govt of India approved the plan and allotted 2 $B funds for plan execution
Key projects & Accomplishments
Led development and equity divestment of 1.3 GW power generation (1 $B) project; and raised debt funding of 1.1 $B for 950 MW power projects and 400 kV cross-border transmission project
Led teams to develop detailed implementation plan for 70 $M investment Solar park and associated evacuation system. Unique structure envisaged no upfront investment from host govt holding 50% equity in the project company. 1 GW solar PV projects are commissioned & operational
Led 150 $M capex energy efficiency projects with utilities. Received special appreciation letter from Commissioner, Municipal Corporation in Delhi for efficiency leading the project that enabled 54% savings in energy & operational costs
Developed 120 $M Demand Side Management project in India that enhances lives of 200k agricultural households and improves power supply by reduced transformed failures for power utilities
Delivered transactions & financial consultancy for Public Private Partnership (PPP) projects in energy sector;
Financial advisory, covering, project information memorandums with financial models, project risk & mitigation matrix for transmission sector projects
Led transaction assignment for a 210 MW captive gas power project in Gabon, Africa
I worked with IL&FS in 2 tenures (9.5 years) from Dec 2012 to Jul 2017 and from Dec 2007 to Mar 2012 . Description is provided on the latest, given continuity of role.
Delivered consultancy assignments in power sector;
Prepared commercial due-diligence reports for lenders & investors appraisal
Assessed drawdown schedule, payment schedules for EPC contracts of power projects
Assessed project contracts for techno-commercial aspects viz. costing, Performance Guarantees and LDs
Administered 11 $M equipment & piping supply + erection contract for 220 MW CANDU reactor unit;
Reviewed project execution plan, site works executed by contractors
Coordinated with other departments for work approvals
Reviewed running account bills and prepared detailed payment memo for bill processing
Prepared progress reports for weekly and monthly review by Chief Engineer and Project Director