AGM - BD

JOB PURPOSE

Identify bottlenecks in air cargo clearance operations, study thoroughly, take up with concerned regulatory & users bodies to implement simplified clearance procedures and make IGI Airport a user friendly Airport in regard to air cargo business; Disposal of un-claimed, un-cleared & Customs disputed Import & Export Cargo as DIAL is a custodian of cargo under Customs Act to ensure Customs compliances and generate revenue as well.

AGM -Business Development international Airports and EPC is a mission-critical role for GMR Airports business expansion in International Markets. It is amalgamation of cross-functional role of important activities of strategic marketing, business evaluation and stakeholder engagements/negotiations, all of which are central to organizations business growth The role acts as the face of organization to various stakeholders in the target markets. The role does a critical task of improving the quality of access the GMR Airports has in these markets to a broad range of stakeholders. This is achieved through high quality professional relationships and brand building for the organization in a sustained manner, over multiple interactions with stakeholders

Comments

The target markets cover

1) complex geography of Europe, Middle East and USA (Targeting PPP and EPC work in US & Greece in particular)

2) Business domains of airport PPP opportunities, business adjacencies, construction etc.

3) Undertake BD activities in North America for Airports and EPC sector. Identify local partners Sector there.

ORGANISATION CHART

Business Chairman

International Airports & Energy

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VP-Business Development

GMR Greece

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AGM - Business Development

KEY ACCOUNTABILITIES

Key Accountabilities Key Performance Indicators
Addition of assets to GMR Portfolio in target markets Bids won and binding documents signed successfully
Addition of business lines to GMR Portfolio in target markets Bids in new business lines won and binding documents signed successfully
To actively bid for new opportunities Number of Deals bid For To prequalify GMR for new opportunities Number of deals pre-qualified for Legal Framework Ensure Legal validity of contracts proposed / entered Sign-off from internal legal team and senior decision makers (CEO, BCM) Financially viable bids
Lead the financial model for Financing of GMR Greece equity requirements, complete due diligence.
IRR from the project

Financial Modelling - Manage GMR Revenues over the concession period
1. Airport Operation Advisor (AOA)
2. Dividends from Airport SPV
3. Dividends from CJV

Lead preparation of financial model, structuring of the agreement like SHA, JV, EPC agreements etc. in the BD

1. NPV of AOA
2. NPV of Dividends from Airport SPV
3. NPV of Dividends from CJV

Manage GMR future projects Operations and responsible for the revenue collection for GMR through :
1. Airport Operation Advisor
2. ORAT
3. Commercial Joint Venture

Shareholder in the Commercial Joint venture

1. Airport Operator Advisor
2. ORAT
3. 60% equity stake in the Commercial Joint Venture
4. Make sure all the obligations under ORAT and Airport Operations Agreement are fulfilled from GMR side
Manage and support Crete Airport from Shareholder level; Commercial, Operations, Finance etc
Support in outsourcing Commercial Aero Concession at Crete Airport
Support in setting up of Commercial Joint Venture- Drafting of SHA, Incorporation of CJV, Signing of the CJV Agreement with the Airport Company
Support in outsourcing Non-Aero Concession at Crete Airport
Prepare Realo Estate Monetization Plan at Crete Airport
Support in management and implementation of IT Systems at Crete Airport Signing of Agreements and Incorporation of entity Brand building for GMR in relevant markets
Identify local partners for project development in the selected region.
Ensure effective stakeholder management with future business Partners, Govt & lenders
Quality of access established

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

• Government Agencies (Grantors)
• Ministries of Transportation and other relevant ministries (depending on the country)
• Consultants to the Government authorities
• PPP Centers and other similar government departments
• Existing and prospective JV partners
• Industry stakeholders and project specific competitors
• Financial institutions
• Prospective clients (Private and Government)
• Lawyers and other services providers in relevant markets
• Domain experts

INTERNAL INTERACTIONS

• Technical Team
• Internal financial consultants
• BCM Office / GCM Office
• Corporate Finance Team HO and Singapore
• Legal Team
• Secretarial Team
• Corporate Communications Team
• CEO Offices of DIAL and GHIAL
• Airline marketing teams of DIAL and GHIAL
• Greece, Indonesia Philippines CEOs & Country Heads

FINANCIAL DIMENSIONS

(Indication of some of the significant volumes associated with the job like number in team/ staff handled etc).

• From stakeholders outside the organization, this role is practically the first point of contact and therefore the face of the organization. In strategic markets and business lines of GMR Interest, this requires mature yet firm positions on wide range of topics.
• Identify all opportunities i.e. PMC, IT Systems, Airport PPP, EPC etc. Annual Bidding for Minimum 200 mn USD project and bring an order Min 75 Mn USD
• The role involves interactions with a large range of stakeholders across regions, languages, and backgrounds. It is therefore a mature and seasoned professional.
• The role cuts across business lines of airport PPP, adjacencies, and construction business of GMR.

It is very crucial for the role holder to work with multiple CFTs across disciplines spread in India, Singapore & Greece to achieve the roles objectives. Further the role handles critical stakeholder management in foreign countries under the under supervision of BCM and handles very sensitive information through Govt channels.

OTHER DIMENSIONS

EDUCATION QUALIFICATIONS

B.E., Master of Business Administration, preferably from a tier-1/2 institution

Aptitude for deal structuring, legal frameworks, contracts, and term sheet negotiations

Strong understanding of financial models and key parameters driving decision making

RELEVANT EXPERIENCE

• 7-10 years of relevant experience

COMPETENCIES