Job Description

JOB PURPOSE

The Head – BD & Bid Support is responsible for driving business growth through intelligence gathering, strategic bidding, and stakeholder management efforts for potential bid engagements. The incumbent supports informed decision-making through competitive and environmental analysis, ensures bid readiness and compliance, builds strategic partnerships, and fosters sustainable procurement practices.

ORGANISATION CHART

Head – BD & Bid Support --> Head – Projects, BD & Estimation --> Head – Civil, BD & Contract Management

KEY ACCOUNTABILITIES

Responsibilities

Key Performance Indicators (KPIs)

Market Intelligence

• Conduct environmental scanning and market trend analysis to identify emerging business opportunities.
• Perform competitor and client intelligence gathering to refine strategic direction.
• Analyze company strengths and weaknesses, providing data-driven inputs to refine growth strategies.
• Maintain a centralized market intelligence database for systematic knowledge management.
• Prepare monthly BD Flash Reports, summarizing key findings on market trends, competitor movements and company performance.
• Realized growth rate
• Realization of Order Book targets
• Identification of projects as per strategies
• Timely preparation of Monthly Business Development flash report

Bidding Support

• Conduct market research and feasibility studies for potential business opportunities and oversee prequalification assessments
• Collaborate with internal teams (Projects, O&M, P&C) to develop financial bid proposals.
• Identify Joint Venture (JV) partners and specialist agencies/consultants as per project requirements.
• Conduct due diligence on potential partners and project risks.
• Provide inputs for the estimation, proposal drafting, and bid submission process, ensuring compliance with bid specifications
• Timely submission of prequalification document
• Timely and on spec identification of a JV/consortium partner for prequalification
• Prequalification hit rate

Stakeholder Management

• Manage pre- and post-tender communications with key stakeholders.
• Establish strategic partnerships with specialist consultants, vendors, and engineering firms to enhance bid competitiveness.
• Foster relationships with state administrations, government agencies, and regulatory bodies to enable smoother project execution.
• Total no. of new external entity relationships formed
• Total no. of grievances and conflicts with external entities

ESG

• Implement ISO 20400 sustainable procurement guidelines across procurement processes.
• Integrate life cycle costing principles to assess long-term cost impacts and sustainability considerations.
• Assist in developing solutions for ESG-related challenges, including environmental protection, water conservation, and climate change mitigation, in procurement.
• SOP Adherence and timely submission of reports

Team Development and Management

• Identify training needs, facilitate skill development programs, and enhance team competencies.
• Address team concerns, provide guidance, and create opportunities for professional growth.
• Foster a culture of collaboration, accountability, and continuous improvement.
• Encourage participation in team-building activities and employee engagement initiatives.
• Employee engagement scores.
• Plan V/s Action %
• L&D Plan v/s Actual

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

• JVs, VCs, Consultants, Market sources, PE firms
• Vendors, Contractors
• Big 4 firms

INTERNAL INTERACTIONS

• Various department HODs, CEO, Senior Management
• GMR Business Sector Heads

FINANCIAL DIMENSIONS

• <To be filled by P&C Team>

OTHER DIMENSIONS

• <To be filled by P&C Team>

EDUCATION QUALIFICATIONS

• Degree in Engineering (Civil, Mechanical or Electrical)
• MBA is preferred

RELEVANT EXPERIENCE

• 15+ years of overall experience in Project Management / Construction
• Experience in premier PMC Companies (or) Construction Companies, VC / PE firms is preferred

COMPETENCIES

• Project Commercial Management (Proficient)
• Stakeholder Management (Proficient)
• Business Acumen (Proficient)
• Risk Assessment and Management (Proficient)
• Financial Acumen (Proficient)
• Environment, Social and Governance (ESG) Sustainability (Proficient)
• Teamwork & Interpersonal influence
• Stakeholder Focus
• Planning & Decision Making
• Execution & Results
• Networking
• Personal Effectiveness
• Social Awareness
• Strategic Orientation
• Problem Solving & Analytical Thinking
• Entrepreneurship
• Capability Building