Business Unit Head (Job Code: NSC000245)

Job Summary

We are seeking a Business Unit Head for Heavy Engineering 0 to 1 Subsidiary.

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

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