Manager

Key Responsibilities

1. Large Deal Capture & Conversion

• Own capture plans for INR 10cr+ opportunities, Lead customer engagement pre- and post-tender
• Shape win themes, commercial strategy, and negotiation stance
• Drive closure from shortlisted bidder awarded contract
  

2. Strategic Customer Engagement

• Build relationships with decision-makers in utilities, railways, industries
• Work alongside sales team on strategic accounts (does not replace them)
• Support MD in executive-level meetings where required
  

3. Partnerships & Eligibility

• Identify partners (OEMs, EPCs, integrators) to close eligibility gaps,Negotiate MoUs / consortium agreement.Align partner capabilities with capture strategy
  

4. Bid Leadership (Large Projects Only)

• Lead the

  strategy sections

  of large bid ,Use bid managers for compliance, forms, documentation,Participate in Pink / Red / Gold reviews

Required Skills

• Proven wins on INR 10cr

  + project

• Strong commercial negotiation & ToC understanding
• Excellent stakeholder management
• Experience with consortium / JV bids
• Comfortable working with data but not an analyst
  

Performance Metrics

• 2 wins/year INR 10cr eac
• Strategic pipeline INR 80100cr
• Shortlist rate 40% on targeted bids
• Conversion rate from shortlist to win 30%
• Partner readiness for all pursued large bids