Head – Business Development & Tendering (EHV Substation & Transmission Lines – EPC Turnkey Projects) Position Level: GM Department: Business Development, Marketing & Tendering Reporting To: Business Unit Head Work Location: Mumbai (with Pan-India) 1. Role Purpose Lead and drive the complete Business Development, Tendering, and Strategic Market Growth for EHV Substations (132kV to 765kV) and Transmission Line EPC turnkey projects. The role is responsible for securing profitable business, improving market share, building strategic alliances, and leading techno-commercial bidding while ensuring alignment with organisational growth, revenue, profitability, and customersatisfaction objectives. 2. Key Responsibilities A. Strategic Leadership • Develop and execute a long-term business development strategy aligned to organizational growth.• Strengthen market positioning in Domestic and International EPC markets(Utilities, Private Developers, IPPs, DISCOMs, Power Transmission Authorities).• Identify emerging opportunities in renewable, hybrid, HVDC, and GIS digital substation portfolios.• Build relationship pipelines with key decision-makers, consultants, utilities, and government bodies. B. Business Development (30%)• Identify and qualify new business opportunities in EHV Substation and Transmission Lines EPC Projects.Conduct competitive SWOT analysis, economic scans, and demand forecasting.• Lead business engagement discussions, technical qualification meetings, and pre-bid approvals.• Lead presentations,seminars, and brand representation at platforms like IEEMA, ELECRAMA, CEA, POWERGRID Expo, etc. C. Tendering & Bid Management (35%)• Lead end-to-end tendering process, including costing, estimation, vendor RFQs, and pricing strategy.• Review tender specifications, BOQ, QR compliance, contractual conditions, deviations, and risk assessment.• Strategize bid positioning and pricing based on competitor intelligence, logistics, taxation, and contribution margins.• Facilitate value engineering, alternative technical proposals, and techno-commercial negotiations.• Ensure submission timelines, documentation integrity, and governance compliance. D. Marketing & Partnerships (20%)• Develop a marketing plan and budget for targeted regions and customersegments.• Identify, evaluate, and formalize strategic alliances, JV partners, OEM collaborations,subcontractors, and channel partners for international and large-scale tenders.• Build brand recall through structured marketing initiatives and digital presence. E. Customer & Stakeholder Management (10%)• Maintain strong engagement with Utilities (PGCIL, GETCO, MSETCL, RVPNL, TNEB, WBSETCL, etc.) and international consultants.• Drive relationship management with stakeholders pre & post-bid to ensure smooth order award and execution support. F. People Leadership (5%)• Build, coach, and govern Business Development, Estimation, and Tendering teams.• Establish KRAs, dashboards, and review mechanisms aligned with P&L performance.• Enable capability development, competency mapping, and cross-functional collaboration. 3. Financial Accountability• Responsible for Order Booking Target (OBT), Contribution Margins, Market Share, and profitability.• Ensure competitive bidding while maintaining business sustainability and margin discipline. 4. RequiredQualifications & Experience Educational Background: • Bachelor’s Degree in Electrical (Mandatory) • MBA / PGDM in Marketing or Strategy (Preferred Full-Time) Experience:• Minimum 15–20 years of experience in Business Development/ Tendering in EPC or Power T&D domain.• Minimum 5 yearsin a leadership role managing nationwide bidding & business growth.• Proven track record securing large-scale EPC tenders above ₹200–1000 Cr. 5. Competencies & Skills Required -Technical Strong techno-commercial understanding of AIS/GIS substations,EHV transmission lines, foundations, civil layout, design, O&M, cost drivers, and statutory requirements StrategicMarket intelligence, deal negotiation, contract risk assessment, pricing models LeadershipTeam development, decision making, collaboration, stakeholder influenceBehavioural Excellent communication, presentation, negotiation and networking skills ToolsKnowledge of tender portals, ERP, CRM, bidding framework, costing tools 6. Travel Requirement• Frequent travel acrossIndia and occasional international travel based on market expansion.
experience
20
...
Head – Business Development & Tendering (EHV Substation & Transmission Lines – EPC Turnkey Projects) Position Level: GM Department: Business Development, Marketing & Tendering Reporting To: Business Unit Head Work Location: Mumbai (with Pan-India) 1. Role Purpose Lead and drive the complete Business Development, Tendering, and Strategic Market Growth for EHV Substations (132kV to 765kV) and Transmission Line EPC turnkey projects. The role is responsible for securing profitable business, improving market share, building strategic alliances, and leading techno-commercial bidding while ensuring alignment with organisational growth, revenue, profitability, and customersatisfaction objectives. 2. Key Responsibilities A. Strategic Leadership • Develop and execute a long-term business development strategy aligned to organizational growth.• Strengthen market positioning in Domestic and International EPC markets(Utilities, Private Developers, IPPs, DISCOMs, Power Transmission Authorities).• Identify emerging opportunities in renewable, hybrid, HVDC, and GIS digital substation portfolios.• Build relationship pipelines with key decision-makers, consultants, utilities, and government bodies. B. Business Development (30%)• Identify and qualify new business opportunities in EHV Substation and Transmission Lines EPC Projects.Conduct competitive SWOT analysis, economic scans, and demand forecasting.• Lead business engagement discussions, technical qualification meetings, and pre-bid approvals.• Lead presentations,seminars, and brand representation at platforms like IEEMA, ELECRAMA, CEA, POWERGRID Expo, etc. C. Tendering & Bid Management (35%)• Lead end-to-end tendering process, including costing, estimation, vendor RFQs, and pricing strategy.• Review tender specifications, BOQ, QR compliance, contractual conditions, deviations, and risk assessment.• Strategize bid positioning and pricing based on competitor intelligence, logistics, taxation, and contribution margins.• Facilitate value engineering, alternative technical proposals, and techno-commercial negotiations.• Ensure submission timelines, documentation integrity, and governance compliance. D. Marketing & Partnerships (20%)• Develop a marketing plan and budget for targeted regions and customersegments.• Identify, evaluate, and formalize strategic alliances, JV partners, OEM collaborations,subcontractors, and channel partners for international and large-scale tenders.• Build brand recall through structured marketing initiatives and digital presence. E. Customer & Stakeholder Management (10%)• Maintain strong engagement with Utilities (PGCIL, GETCO, MSETCL, RVPNL, TNEB, WBSETCL, etc.) and international consultants.• Drive relationship management with stakeholders pre & post-bid to ensure smooth order award and execution support. F. People Leadership (5%)• Build, coach, and govern Business Development, Estimation, and Tendering teams.• Establish KRAs, dashboards, and review mechanisms aligned with P&L performance.• Enable capability development, competency mapping, and cross-functional collaboration. 3. Financial Accountability• Responsible for Order Booking Target (OBT), Contribution Margins, Market Share, and profitability.• Ensure competitive bidding while maintaining business sustainability and margin discipline. 4. RequiredQualifications & Experience Educational Background: • Bachelor’s Degree in Electrical (Mandatory) • MBA / PGDM in Marketing or Strategy (Preferred Full-Time) Experience:• Minimum 15–20 years of experience in Business Development/ Tendering in EPC or Power T&D domain.• Minimum 5 yearsin a leadership role managing nationwide bidding & business growth.• Proven track record securing large-scale EPC tenders above ₹200–1000 Cr. 5. Competencies & Skills Required -Technical Strong techno-commercial understanding of AIS/GIS substations,EHV transmission lines, foundations, civil layout, design, O&M, cost drivers, and statutory requirements StrategicMarket intelligence, deal negotiation, contract risk assessment, pricing models LeadershipTeam development, decision making, collaboration, stakeholder influenceBehavioural Excellent communication, presentation, negotiation and networking skills ToolsKnowledge of tender portals, ERP, CRM, bidding framework, costing tools 6. Travel Requirement• Frequent travel acrossIndia and occasional international travel based on market expansion.
experience
20
