To provide strategic leadership for the Water Business Tendering, Bidding and Estimation function, driving the identification, evaluation and successful submission of high-value tenders for Water Treatment Plants (WTP), Sewage Treatment Plants (STP), Effluent Treatment Plants (ETP), Water Supply, Transmission & Distribution, Pumping Stations, Intake & Raw Water Systems, Sewerage Networks and related water infrastructure projects.

The role will be responsible for developing a robust bidding strategy, ensuring technically and commercially competitive offers, improving bid conversion ratios, managing estimation and costing, and supporting the overall growth and profitability of the Water Business.

2. Key Responsibilities

A. Strategic Leadership – Water Tendering & Bidding

- Develop and implement the overall tendering and bidding strategy for the Water Business.
- Identify and evaluate major EPC, HAM, DB, DBO, O&M; and PPP opportunities in the water infrastructure sector.
- Review tender opportunities based on project size, technical complexity, commercial viability, competition and organizational capabilities.
- Establish bid/no-bid criteria and provide recommendations to senior management.
- Lead strategic bidding for large-value and high-priority water projects.
- Develop strategies to improve order booking, bid success rate and business profitability.
- Monitor market trends, government schemes, upcoming water projects and competitor activities.

B. Tender Management

- Lead the complete tendering process from NIT/RFP evaluation to final bid submission.
- Review tender documents, RFPs, BOQs, specifications, drawings, schedules and contractual conditions.
- Ensure timely preparation and submission of technically compliant and commercially competitive bids.
- Coordinate with Engineering, Design, Planning, Procurement, Finance, Contracts, Legal, Commercial and Project teams.
- Ensure proper interpretation of employer requirements, technical specifications and contractual obligations.
- Review deviations, exclusions, assumptions and qualifications before submission.
- Ensure compliance with tender conditions, eligibility criteria, EMD, PBG, JV requirements and other statutory requirements.

C. Estimation & Costing

- Provide leadership for project estimation, rate analysis and cost development.
- Review detailed quantity take-offs and BOQ analysis.
- Ensure accurate estimation of:
- Civil works
- Mechanical works
- Electrical works
- Instrumentation & Automation
- Piping
- Process equipment
- Pipeline and distribution networks
- Pumping stations
- Intake structures
- Treatment plants
- O&M; requirements

- Review material, manpower, equipment, subcontracting and construction costs.
- Validate vendor quotations and major equipment costs.
- Review productivity norms, construction methodology and resource requirements.
- Establish appropriate contingencies, escalation provisions and risk allowances.
- Ensure that estimated project costs align with targeted margins.

D. Commercial & Financial Evaluation

- Lead preparation and review of the commercial bid and pricing strategy.
- Analyze project cash flows, payment terms, advance provisions, retention, LD,



taxes, insurance and other commercial implications.
- Evaluate contractual risks affecting project profitability.
- Coordinate with Finance and Commercial teams for project financial viability.
- Review project IRR, margins, cash flow and overall business case for major opportunities.
- Develop competitive pricing strategies without compromising targeted profitability.
- Conduct price benchmarking and competitor analysis.

E. Technical & Solution Development

- Work closely with Engineering and Technical teams to develop cost-effective and technically optimized solutions.
- Review process design concepts and technology selection for WTP, STP, ETP and water supply projects.
- Evaluate alternative construction methodologies and engineering solutions to optimize cost and execution timelines.
- Ensure alignment between technical proposals and commercial pricing.
- Review technical compliance matrices, methodology statements, construction schedules and resource plans.
- Support development of value engineering and optimization proposals.

F. Vendor & Subcontractor Management

- Develop and maintain strategic relationships with key technology providers, OEMs, suppliers and subcontractors.
- Review and negotiate major vendor quotations for critical equipment and packages.
- Establish competitive vendor databases and rate benchmarks.
- Ensure timely receipt of budgetary and firm quotations during tender preparation.
- Support strategic procurement planning for major bids.

G. Consortium / JV / Strategic Partnerships

- Identify suitable JV, consortium and technology partners for large and complex water projects.
- Evaluate partner technical capability, financial strength and project experience.
- Lead commercial and strategic discussions with potential partners.
- Support negotiation of JV/consortium agreements and scope-sharing arrangements.
- Develop strategic partnerships with technology companies and specialist agencies.

H. Risk Management

- Identify key technical, commercial, contractual and execution risks during the bidding stage.
- Conduct comprehensive bid risk assessment.
- Review land, statutory, utility, geological, environmental, water-source and execution-related risks wherever applicable.
- Ensure appropriate risk pricing and contractual protections.
- Maintain a tender risk register for major opportunities.

I. Team Leadership & Capability Building

- Lead and mentor the Tendering, Estimation, Proposal and Business Development teams.
- Define performance objectives and KPIs for the function.
- Build a strong team of tendering, estimation, planning and commercial professionals.
- Conduct regular review meetings for ongoing bids.
- Develop standardized estimation templates, cost databases and bidding processes.




- Promote knowledge sharing and best practices across projects and business units.

J. Management Reporting

- Present periodic Tender Pipeline, Bid Status, Order Booking and Conversion Reports to senior management.
- Provide management with recommendations on major bid opportunities.
- Track:
- Tender pipeline
- Bid value
- Submission status
- Win/loss ratio
- Expected order intake
- Estimated margins
- Competitor position
- Key commercial risks

- Provide strategic inputs for annual business plans and revenue targets.

3. Key Performance Indicators (KPIs)

- Annual order booking achieved against target.
- Tender conversion / success ratio.
- Value of bids submitted.
- Gross margin / contribution margin of secured orders.
- Accuracy of estimation and costing.
- Timeliness of tender submissions.
- Number and value of strategic tenders won.
- Bid/no-bid decision effectiveness.
- Reduction in post-award cost overruns attributable to estimation gaps.
- Strategic partnerships/JVs developed.
- Quality and compliance of technical and commercial proposals.
- Water Business revenue and profitability contribution.

4. Desired Qualification

- Bachelor's Degree in Civil Engineering / Mechanical Engineering / Electrical Engineering or a relevant engineering discipline.
- Master's degree in Engineering, Construction Management, Business Management or an MBA will be an added advantage.
- Strong knowledge of Water & Wastewater EPC projects.
- Skilled certifications in project management, contracts or commercial management would be advantageous.

5. Experience

- 25–35 years of relevant experience in Water Infrastructure / EPC / Infrastructure sectors.
- Significant experience in Tendering, Bidding, Estimation, Costing and Commercial Management.
- Experience handling large-value Water EPC projects and strategic bids.
- Proven experience in WTP, STP, ETP, water supply, transmission & distribution, pumping stations and related infrastructure.
- Experience in managing large tendering/estimation teams at senior leadership level.
- Exposure to government, PSU, municipal, Jal Jeevan Mission and other institutional water projects will be preferred.

6. Core Competencies

- Strategic Tendering & Bidding
- Estimation & Costing
- Water EPC Knowledge
- Commercial Acumen
- Contractual Risk Assessment
- Pricing Strategy
- Business & Market Development
- Negotiation Skills
- Technical Proposal Evaluation
- Financial Analysis
- Leadership & Team Management
- Stakeholder Management
- Decision Making
- Strategic Partnerships / JV Management
- Strong analytical and presentation skills

7. Key Stakeholders

Internal:

- Managing Director / CEO
- Executive Vice President / Business Head
- Project Directors
- Engineering & Design
- Procurement
- Finance & Commercial
- Contracts & Legal
- Planning
- Operations / Project Execution
- Business Development

Job Snapshot

Updated Date

19-08-2026

Job ID

Job_SPML_0686

Department

MANAGEMENT TEAM

Location

CORPORATE OFFICE, Kolkata, West Bengal, India

Experience

25 - 35 Years

Employee Type

REGULAR

Employee Sub Type

REGULAR PROBATION

Salary Range

INR 4500000 - 5000000 (Annual)

📌 VICE PRESIDENT (Kolkata)
🏢 SPML Infra
📍 Kolkata