Business Head - Nova Control Tecnologix

Overview

Matrix Coordination

Role Mandate

KRA 01 — P&L Ownership

• Own NOVA BU revenue, margin, and cost targets as agreed in the annual business plan
• Financial targets for safety-critical products: Gross Margin > 50% · EBITDA > 40% · PAT > 35%
• Prepare annual and quarterly business plans; present to CEO / Director with product-wise breakdowns
• Monthly P&L review with CEO and CFO; escalate deviations proactively
• Manage BU opex independently; co-own PD budget jointly with VP-PD (matrix)
• KRA 02 — Regulatory Approvals & Field Trials
• Drive RDSO and Railway Board approvals for all NOVA product lines — priority order: Kavach TCAS, EI, Axle Counter, DPWCS
• Prepare and file formal RDSO submissions; manage query responses and inspections
• Secure Kavach field trial order from Railway Board as primary near-term objective
• Evaluate and execute overseas TOT / cross-acceptance strategy for Axle Counter to accelerate timeline
• Pursue DPWCS via inorganic acquisition; coordinate with legal and finance on target identification

KRA 03 — Business Development (India)

• Secure direct B2G orders from Indian Railways post-approval; manage tender pipeline and IR relationships
• Build B2B OEM channel — strategic deals with ICF, Titagarh Wagons, Alstom India, Siemens India, BHEL, BEML
• ◦
• Objective: ensure that by the time RDSO approvals come through, commercial agreements are ready to convert into volume orders
• Generate Ballast-less Track orders through Edilon Sedra partnership
• Build and maintain a qualified BD pipeline of ₹100 Cr+ within 12 months

KRA 04 — International Business Development

• Initiate international outreach for TCAS / Kavach technology
• ◦
• Priority geographies: South East Asia, Africa, Indian Subcontinent (Bangladesh, Sri Lanka, Nepal)
• Establish in-country representation — partners, agents, or direct relationships — in at least 2 countries in Year 1
• Submit at least 1 export pilot proposal by Month 6
• Build relationships with multilateral and bilateral financing bodies where relevant (ADB, African Development Bank) for project-linked sales
• KRA 05 — M&A Due Diligence & Integration
• Actively assist in DD for current M&A target (RDSO-approved product portfolio: PSD, LED Signals, Coach Lights, PA System)
• ◦
• Scope: Technical assessment, commercial validation, integration planning
• Post-acquisition: own BD for all acquired product lines
• Deliver 50% YoY BD growth trajectory on acquired product lines from Year 1 post-acquisition
• Represent NOVA's interest in deal negotiations, valuation discussions, and integration planning
• KRA 06 — Strategic Alliances, Co-Development & TOT
• Scout the global railway technology landscape for co-development or TOT partnership opportunities (TEL model as reference)
• ◦
• Target: products with ready Indian Railways or export market and minimal regulatory lag
• Identify and approach potential inorganic acquisition targets (product companies, technology companies in adjacent spaces)
• Structure and close at least 1 strategic partnership or LOI in Year 1
• KRA 07 — Organisation Design & Team Build
• Jointly design the NOVA commercialisation org chart with VP-PD
• Define roles required for post-approval operations: BD managers, application engineers, customer success, project delivery
• Lead hiring for commercialisation team; work with CHRO (Aman Jain) on hiring plans
• Finalise org chart by Month 4; first 2 hires by Month 5

KRA 08 — Budget & Milestone Management

• Co-own NOVA product development budget with VP-PD; ensure cost discipline against approved milestones
• Track development milestone targets per product line; flag deviations to CEO
• Build product-wise commercialisation financial model (ASPs, volumes, margin projections, capex needs)
• Submit FY27 NOVA BU budget (opex + PD) by Month 4