To provide strategic leadership for the organisation’s tendering and bidding function, driving business growth through identification, evaluation, preparation, negotiation and successful closure of EPC, infrastructure and government tenders. The position will be responsible for developing winning bid strategies, ensuring commercial viability, maintaining bid governance and maximising the organisation’s order-book growth while maintaining acceptable risk and profitability levels.
- Develop and implement the overall Tendering & Bidding strategy in alignment with the organisation’s business plan and growth objectives.
- Lead the complete tender lifecycle from opportunity identification through bid submission, negotiation and award.
- Establish annual and long-term order acquisition targets for the Tendering & Bidding function.
- Identify high-value and strategically important EPC opportunities across target sectors and geographies.
- Develop strategies to improve tender conversion ratio, order value and profitability.
- Provide overall direction for preparation and submission of major EPC, infrastructure and government tenders.
- Review and approve tender opportunities based on technical, commercial, financial, contractual and strategic parameters.
- Ensure timely completion of Pre-Qualification (PQ), Expression of Interest (EOI), Request for Proposal (RFP), Request for Quotation (RFQ) and other bidding requirements.
- Establish robust bid governance, review mechanisms and approval processes.
- Lead Go/No-Go decisions for major tenders.
- Ensure all bids are compliant with tender conditions, specifications and submission requirements.
- Drive development of competitive and commercially viable pricing strategies.
- Review project cost estimates, BOQs, rate analysis, contingencies, overheads, margins and escalation provisions.
- Ensure appropriate risk pricing and commercial assumptions are incorporated into bids.
- Review and approve major commercial deviations and pricing strategies before submission.
- Coordinate with Finance, Costing, Procurement and Project teams to validate project economics.
- Ensure that target margins and return expectations are maintained.
- Lead comprehensive assessment of commercial, contractual, technical, financial and execution risks associated with prospective projects.
- Review contractual terms, liquidated damages, performance guarantees, payment terms, price escalation, risk allocation, termination clauses and other critical conditions.
- Establish appropriate risk mitigation strategies before bid submission.
- Ensure that unacceptable contractual or commercial risks are escalated to senior management for decision-making.
- Monitor market trends, government infrastructure spending, industry developments and upcoming EPC opportunities.
- Develop strong relationships with government departments, PSUs, consultants, clients and strategic partners.
- Identify emerging business opportunities and new sectors for organisational growth.
- Analyse competitors, market pricing and bidding trends to strengthen the company's competitive positioning.
- Support development of strategic alliances, consortiums and Joint Ventures where required.
- Work closely with Business Development, Engineering, Planning, Procurement, Finance, Contracts, Legal, Commercial and Project Execution teams.
- Ensure seamless transfer of critical tender assumptions, commitments and risks to the execution team after project award.
- Coordinate with project teams to incorporate lessons learned and actual project cost data into future bids.
- Establish strong collaboration between corporate functions and project/site teams.
- Lead negotiations with key clients, consultants, government authorities and strategic partners for major tenders.
- Represent the organisation in high-level pre-bid meetings, commercial negotiations and clarification meetings.
- Build and maintain senior-level relationships with strategic clients and stakeholders.
- Resolve critical commercial and contractual issues during the bidding and negotiation process.
- Lead, mentor and develop the Tendering & Bidding leadership team.
- Establish clear KRAs, KPIs and performance objectives for the department.
- Build a high-performing team comprising tendering, estimation, costing, commercial and proposal professionals.
- Develop succession planning and capability-building initiatives for key team members.
- Promote a culture of accountability, quality, innovation and timely delivery.
- Develop and maintain standard operating procedures for tendering and bidding activities.
- Introduce robust bid review, approval and documentation systems.
- Improve tender preparation timelines, bid quality and submission accuracy.
- Promote digitalisation and use of data analytics for tender evaluation, pricing and opportunity tracking.
- Establish a structured database of historical project costs, rates, competitors and tender outcomes.
- Lead post-bid negotiations, clarifications and commercial discussions until final award.
- Monitor tender status and develop strategies for converting shortlisted opportunities into orders.
- Analyse reasons for successful and unsuccessful bids.
- Conduct periodic bid-performance reviews and implement corrective actions.
- Ensure effective handover of awarded projects to Contracts and Project Execution teams.
- Annual order acquisition / order-book target
- Tender conversion / win ratio
- Total value of orders secured
- Bid submission timeliness
- Gross margin / contribution margin of awarded projects
- Accuracy of tender cost estimates
- Number and value of strategic bids submitted
- Quality and compliance of tender submissions
- Reduction in commercial and contractual risk exposure
- Successful conversion of shortlisted bids into orders
- Client satisfaction and strategic relationship development
- Team productivity and capability development
- Bachelor's degree in Civil / Mechanical / Electrical / Engineering or a relevant technical discipline.
- MBA / PGDM in Finance, Marketing, Business Management or related discipline from a reputed institution will be preferred.
- Professional qualifications in Project Management, Contracts or Commercial Management will be an added advantage.
- 20–35+ years of relevant experience in Tendering, Bidding, Estimation, Commercial, Business Development or EPC project management.
- Significant experience in large-scale EPC / infrastructure projects.
- Proven experience in handling high-value tenders and complex commercial negotiations.
- Experience in government, PSU and major private-sector tenders will be preferred.
- Strong track record of successfully securing large-value EPC orders.
- Strategic business leadership
- Tender & bid management
- Commercial acumen
- Pricing and cost management
- Contractual and risk management
- Negotiation skills
- Business development
- Financial understanding
- Market intelligence
- Client relationship management
- Decision-making and problem-solving
- Leadership and team management
- Excellent communication and presentation skills
- High level of integrity and governance orientation
The position will have significant authority in:
- Tender Go/No-Go recommendations.
- Bid strategy and commercial positioning.
- Pricing and margin recommendations.
- Risk assessment and mitigation.
- Selection of strategic partners / consortiums.
- Major tender negotiations.
- Escalation of critical contractual and commercial deviations.
- Departmental manpower and resource planning.
Internal:
Managing Director / CEO, Project Directors, Business Development, Engineering, Finance, Procurement, Contracts, Legal, Commercial, Cost Control, Planning and Project Execution teams.
External:
Government departments, PSUs, private clients, consultants, EPC partners, consortium partners, vendors and financial institutions.
