AGM - Project P&C and BD Support

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