Business Unit Head - Heavy Engineering/Capital Goods Infrastructure (12-18 yrs)

Job Profile :

Financial & Business Planning :

- P&L Ownership : Deliver targets agreed in the annual plan; achieve >50% Gross Margin, >40% EBITDA, and >35% PAT for safety-critical products.

- Planning & Reviews : Prepare annual/quarterly plans with product breakdowns for the CEO/Director; conduct monthly P&L reviews with the CEO/CFO and proactively escalate deviations.

- Budgeting : Manage BU opex independently, co-own the product development (PD) budget with the VP-PD, and submit the FY27 BU budget by Month 4.

Regulatory Approvals & Product Strategy :

- RDSO Approvals : Fast-track NOVA product lines in priority order: Kavach TCAS, EI, Axle Counter, and DPWCS; manage all formal submissions, queries, and inspections.

- Kavach Priority : Secure the Railway Board field trial order as the primary near-term objective.

- Tech Acceleration : Execute overseas TOT / cross-acceptance for Axle Counters, and pursue DPWCS via inorganic acquisition alongside legal and finance teams.

Domestic Business Development (BD) :

- Pipeline & Partnerships : Build a 100 Cr+ qualified BD pipeline within 12 months and generate Ballast-less Track orders via the Edilon Sedra partnership.

- B2G Sales : Secure direct Indian Railways orders post-approval by managing the tender pipeline and relationships.

- B2B OEM Channels : Establish strategic commercial agreements with major OEMs (ICF, Titagarh, Alstom, Siemens, BHEL, BEML) prior to RDSO approvals to secure immediate volume orders.

International Expansion :

- Target Markets : Initiate Kavach/TCAS outreach in South East Asia, Africa, and the Indian Subcontinent (Bangladesh, Sri Lanka, Nepal).

- Year 1 Milestones : Establish in-country representation in at least 2 countries in Year 1 and submit at least 1 export pilot proposal by Month 6.

- Project Financing : Build relationships with multilateral/bilateral financing bodies (ADB, African Development Bank) to drive project-linked sales.

M&A & Strategic Partnerships :

- Current M&A Target : Support due diligence (technical, commercial, integration) for the current target (PSD, LED Signals, Coach Lights, PA System).

- Post-Acquisition Growth : Represent business interests in negotiations, own post-acquisition BD, and deliver a 50% YoY growth trajectory on acquired lines.

- Global Scouting : Scout global rail tech for inorganic targets or co-development/TOT opportunities (TEL model reference) with minimal regulatory lag; close at least 1 partnership/LOI in Year 1.

Org Building & Operations :

- Team Expansion : Co-design the commercialization org chart with the VP-PD; finalize the structure by Month 4 and make the first 2 hires by Month 5 with CHRO Aman Jain.

- Operational Discipline : Track product development milestones, build product-wise financial models (ASPs, volumes, margins, capex), and ensure cost discipline against milestones.

Business Unit Head Requirements :

- 12 - 18 years in railway technology, heavy engineering, or capital goods infrastructure.

- Prior full P&L ownership - in a product, BU, or standalone company context.

- Demonstrated track record of regulatory navigation at RDSO / Ministry of Railways level.

- BD experience spanning both B2G (IR tenders, PSU engagement) and B2B (OEM, industrial).

Technical Acumen (Working Knowledge Required) :

- Signalling systems - Kavach, TCAS, Electronic Interlocking, Axle Counters.

- TOT / cross-acceptance frameworks - understands how overseas approvals translate to India.

- Ability to interface credibly with a VP-PD and engineering teams; can read and challenge technical plans.

- RDSO specification and approval process - knows how to prepare and manage submissions.

Commercial & Strategic Skills :

- OEM partner development - has closed at least one significant OEM deal.

- M&A / DD experience - has contributed to or led a transaction.

- International market development - ideally has SEA, Africa, or South Asian experience.

- Revenue pipeline construction from scratch - has built BD systems, not just managed existing pipelines.

Leadership & Personal Attributes :

- Builder mindset - excited by ambiguity, not deterred by it.

- Self-starter capable of operating without a large team in the initial phase.

- Strong stakeholder management - Railway Board officials, OEM CXOs, international counterparts.

- Collaborative with technical function - not a lone wolf BD profile; understands product development cycles.

- Credible at CXO and Board level.