POSITION SUMMARY

· The Head / GM – Government Tenders & Business Development will transform the government business function from a reactive bidding cell into a proactive, high-win-rate growth engine. Responsible for full P&L; contribution from the public sector, this role focuses on securing high-value contracts with Central/State Utilities, SEBs, Railways, Defence, PSUs, and EPCs executing government mandates.

· The ideal candidate brings robust technical authority in power equipment, deep networks across procurement boards, and a proven track record of leading a business unit or enterprise function in public sector tendering for at least 3–5 years.

DUTIES AND RESPONSIBILITIES

Proactive Market Positioning & Vendor Empanelement (Pre-Tender Stage):

- Engage early with technical committees, consultants, and ministry officials to drive "spec-in" activities, ensuring our transformer specs are aligned with RFPs.
- Secure and maintain approved vendor status across target SEBs, NTPC, PGCIL, Defence, Railways, and major PSUs.
- Track national infrastructure policies, government budgets, and schemes (e.g., RDSS, Smart Grid mandates) to anticipate market demand 6–12 months ahead.

Bid Architecture, Commercial Pricing & Risk Mitigation:

- Lead end-to-end strategy for high-value tenders (RFPs, RFQs, EOIs, Reverse Auctions).
- Architect competitive pricing models that protect profitability while maximizing win rates.
- Rigorously vet technical specifications, commercial terms, and legal clauses to eliminate non-standard risks, unreasonable Liquidated Damages (LD),



and unfavourable milestone payments.

Stakeholder Engagement & L1 Negotiation:

- Lead representation during pre-bid meetings, technical clarifications, price openings, and post-bid negotiations.
- Maintain senior-level relationships across government bureaucracy, nodal agencies, and public sector buying heads to navigate administrative hurdles smoothly.

Unit Leadership, Operations & Cash-Flow Governance:

- Manage and mentor the Tenders and Techno-Commercial team, instilling a data-driven approach using modern CRM/tender-tracking tools.
- Oversee overall tender operations across GeM, Central Public Procurement Portal (CPPP), and state e-procurement systems.
- Drive cross-functional accountability with Finance and Operations to manage Bank Guarantees (PBG/EMD) and ensure post-award payment milestones and contract closures are met.

KNOWLEDGE & QUALIFICATIONS

Education

- B.E. / B.Tech in Electrical / Mechanical Engineering (Mandatory).
- MBA in Marketing, Finance, or Operations from a premier institute is highly desirable.

Experience

- 15+ years of total experience in sales, key account management, and tendering within the power equipment/electrical industry.
- At least 3–5 years in a P&L; / Business Head leadership role managing a team dedicated to government/public sector business.

Industry Exposure

- Power Transformers, Distribution Transformers, Special Duty Transformers, Substations, Switchgears, or Heavy Electrical Capital Equipment.

Job Type: Full-time Pay: From ₹1,800,000.00 per year

Work Location: In person

📌 GM – Government Tenders & Business Development (Tuem)
🏢 Solray Solutions
📍 Tuem