Business Development Manager

The Deal Manager plays a vital role in the regional business development team, assisting the Regional BD Head in identifying and managing potential opportunities. This role involves gathering and analyzing data to support the BD plan, managing relationships with channel partners, and conducting preliminary assessments of leads. The Deal Manager is responsible for scheduling and conducting site visits, preparing financial models, and negotiating terms with landowners. Additionally, the Deal Manager assists in the due diligence process, ensuring accurate documentation and compliance with established protocols. The role requires close collaboration with various departments to ensure the successful execution of business development initiatives and the achievement of regional growth objectives.

Job Purpose : To support regional business development efforts by managing lead assessments, negotiations, and due diligence activities, ensuring accurate and timely documentation, and facilitating effective communication and coordination with internal and external stakeholders.

Principal Accountabilities

Business Development Planning:

Assist in gathering data and insights required for the BD plan, supporting consultations with regional heads and stakeholders. Ensure accurate reflection of information and inputs in the BD plan, and provide feedback on feasibility and proposed actions.

Lead Management & Evaluation:

Identify potential channel partners through various sources like industry information, internal referrals, etc. Reach out to channel partners and inform them about land requirements and manage CP empanelment process. Update CP details in the database and ensure proper vendor creation. Perform preliminary assessments of leads according to BD guidelines. Prioritize accepted leads in discussion with the Regional BD Head. Update lead tracker with reasons for rejection (if applicable). Schedule site visits with assistance from the CPs. Schedule and conduct site visits for priority leads. Prepare site visit reports within the given timeframe. Update lead tracker with acceptance/rejection status based on site visit reports and discussions with Regional BD Head. Assist Regional BD Head in gathering data for financial modeling. Update the lead tracker with reasons for rejection if the lead is rejected by the BD Head.

Deal Negotiation and Term Sheet:

Conduct negotiations with the landowner based on approved financial evaluations within the specified timeframe. Prepare offer letter and submit it for review and approval and share approved offer letter with the landowner. Update financial model based on negotiations and acceptance of offer letter. Update the lead tracker with status and reasons for rejection if the financial model is rejected. Prepare the term sheet based on the agreed terms and conditions and share the same. Obtain approval from Regional BD Head. Share the signed term sheet with landowners and relevant stakeholders, along with reasons for any deviations from standard templates. Update the lead tracker with the signed term sheet.

Due Diligence and Draft DA:

Assist in gathering necessary information for Due Diligence if required. Assist in gathering necessary information for deal structure preparation if required. Update the lead tracker with status and in case of rejection, reasons for the same.

Land Deal Management:

Assist the Regional BD Head in coordinating with concerned departments for document uploads. Ensure that all required documents are uploaded to the Deal Bible. Collaborate with the Deal Analyst to verify the accuracy and completeness of uploaded documents. Assist in obtaining sign-offs from concerned departments, if necessary.

Channel Partner Management:

Review CP invoices submitted by CPs. Ensure that CP invoices match the terms agreed upon in the CP empanelment forms. Submit reviewed CP invoices to the Regional BD Head for approval.

Management Information System:

Assist in tracking and updating the status of leads in the lead tracker. Collect and organize data necessary for MIS report analysis. Support the preparation and timely submission of action plan reports. Assist the Regional BD Head in gathering and compiling data for the due diligence tracker. Support the implementation of action plans to minimize delays and ensure timely progress.

Process Strengthening, Risk Management, Review, and Governance:

Ensure adherence to the established processes in daily operations, including documentation and communication protocols. Monitor and report potential risks to the Regional BD Head identifying areas of concern and suggesting mitigation strategies.