To provide strategic leadership for the Water Business Tendering, Bidding and Estimation function, driving the identification, evaluation and successful submission of high-value tenders for Water Treatment Plants (WTP), Sewage Treatment Plants (STP), Effluent Treatment Plants (ETP), Water Supply, Transmission & Distribution, Pumping Stations, Intake & Raw Water Systems, Sewerage Networks and related water infrastructure projects.
The role will be responsible for developing a robust bidding strategy, ensuring technically and commercially competitive offers, improving bid conversion ratios, managing estimation and costing, and supporting the overall growth and profitability of the Water Business.
- Develop and implement the overall tendering and bidding strategy for the Water Business.
- Identify and evaluate major EPC, HAM, DB, DBO, O&M and PPP opportunities in the water infrastructure sector.
- Review tender opportunities based on project size, technical complexity, commercial viability, competition and organizational capabilities.
- Establish bid/no-bid criteria and provide recommendations to senior management.
- Lead strategic bidding for large-value and high-priority water projects.
- Develop strategies to improve order booking, bid success rate and business profitability.
- Monitor market trends, government schemes, upcoming water projects and competitor activities.
- Lead the complete tendering process from NIT/RFP evaluation to final bid submission.
- Review tender documents, RFPs, BOQs, specifications, drawings, schedules and contractual conditions.
- Ensure timely preparation and submission of technically compliant and commercially competitive bids.
- Coordinate with Engineering, Design, Planning, Procurement, Finance, Contracts, Legal, Commercial and Project teams.
- Ensure proper interpretation of employer requirements, technical specifications and contractual obligations.
- Review deviations, exclusions, assumptions and qualifications before submission.
- Ensure compliance with tender conditions, eligibility criteria, EMD, PBG, JV requirements and other statutory requirements.
- Provide leadership for project estimation, rate analysis and cost development.
- Review detailed quantity take-offs and BOQ analysis.
- Ensure accurate estimation of:
- Civil works
- Mechanical works
- Electrical works
- Instrumentation & Automation
- Piping
- Process equipment
- Pipeline and distribution networks
- Pumping stations
- Intake structures
- Treatment plants
- O&M requirements
- Review material, manpower, equipment, subcontracting and construction costs.
- Validate vendor quotations and major equipment costs.
- Review productivity norms, construction methodology and resource requirements.
- Establish appropriate contingencies, escalation provisions and risk allowances.
- Ensure that estimated project costs align with targeted margins.
- Lead preparation and review of the commercial bid and pricing strategy.
- Analyze project cash flows, payment terms, advance provisions, retention, LD, taxes, insurance and other commercial implications.
- Evaluate contractual risks affecting project profitability.
- Coordinate with Finance and Commercial teams for project financial viability.
- Review project IRR, margins, cash flow and overall business case for major opportunities.
- Develop competitive pricing strategies without compromising targeted profitability.
- Conduct price benchmarking and competitor analysis.
- Work closely with Engineering and Technical teams to develop cost-effective and technically optimized solutions.
- Review process design concepts and technology selection for WTP, STP, ETP and water supply projects.
- Evaluate alternative construction methodologies and engineering solutions to optimize cost and execution timelines.
- Ensure alignment between technical proposals and commercial pricing.
- Review technical compliance matrices, methodology statements, construction schedules and resource plans.
- Support development of value engineering and optimization proposals.
- Develop and maintain strategic relationships with key technology providers, OEMs, suppliers and subcontractors.
- Review and negotiate major vendor quotations for critical equipment and packages.
- Establish competitive vendor databases and rate benchmarks.
- Ensure timely receipt of budgetary and firm quotations during tender preparation.
- Support strategic procurement planning for major bids.
- Identify suitable JV, consortium and technology partners for large and complex water projects.
- Evaluate partner technical capability, financial strength and project experience.
- Lead commercial and strategic discussions with potential partners.
- Support negotiation of JV/consortium agreements and scope-sharing arrangements.
- Develop strategic partnerships with technology companies and specialist agencies.
- Identify key technical, commercial, contractual and execution risks during the bidding stage.
- Conduct comprehensive bid risk assessment.
- Review land, statutory, utility, geological, environmental, water-source and execution-related risks wherever applicable.
- Ensure appropriate risk pricing and contractual protections.
- Maintain a tender risk register for major opportunities.
- Lead and mentor the Tendering, Estimation, Proposal and Business Development teams.
- Define performance objectives and KPIs for the function.
- Build a strong team of tendering, estimation, planning and commercial professionals.
- Conduct regular review meetings for ongoing bids.
- Develop standardized estimation templates, cost databases and bidding processes.
- Promote knowledge sharing and best practices across projects and business units.
- Present periodic Tender Pipeline, Bid Status, Order Booking and Conversion Reports to senior management.
- Provide management with recommendations on major bid opportunities.
- Track:
- Tender pipeline
- Bid value
- Submission status
- Win/loss ratio
- Expected order intake
- Estimated margins
- Competitor position
- Key commercial risks
- Provide strategic inputs for annual business plans and revenue targets.
- Annual order booking achieved against target.
- Tender conversion / success ratio.
- Value of bids submitted.
- Gross margin / contribution margin of secured orders.
- Accuracy of estimation and costing.
- Timeliness of tender submissions.
- Number and value of strategic tenders won.
- Bid/no-bid decision effectiveness.
- Reduction in post-award cost overruns attributable to estimation gaps.
- Strategic partnerships/JVs developed.
- Quality and compliance of technical and commercial proposals.
- Water Business revenue and profitability contribution.
- Bachelor's Degree in Civil Engineering / Mechanical Engineering / Electrical Engineering or a relevant engineering discipline.
- Master's degree in Engineering, Construction Management, Business Management or an MBA will be an added advantage.
- Strong knowledge of Water & Wastewater EPC projects.
- Professional certifications in project management, contracts or commercial management would be advantageous.
- 25–35 years of relevant experience in Water Infrastructure / EPC / Infrastructure sectors.
- Significant experience in Tendering, Bidding, Estimation, Costing and Commercial Management.
- Experience handling large-value Water EPC projects and strategic bids.
- Proven experience in WTP, STP, ETP, water supply, transmission & distribution, pumping stations and related infrastructure.
- Experience in managing large tendering/estimation teams at senior leadership level.
- Exposure to government, PSU, municipal, Jal Jeevan Mission and other institutional water projects will be preferred.
- Strategic Tendering & Bidding
- Estimation & Costing
- Water EPC Knowledge
- Commercial Acumen
- Contractual Risk Assessment
- Pricing Strategy
- Business & Market Development
- Negotiation Skills
- Technical Proposal Evaluation
- Financial Analysis
- Leadership & Team Management
- Stakeholder Management
- Decision Making
- Strategic Partnerships / JV Management
- Strong analytical and presentation skills
Internal:
- Managing Director / CEO
- Executive Vice President / Business Head
- Project Directors
- Engineering & Design
- Procurement
- Finance & Commercial
- Contracts & Legal
- Planning
- Operations / Project Execution
- Business Development
