Job Description

Role Overview:

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Drive growth of Sigachi's O&M; and EPC business by identifying, qualifying and winning new opportunities through business development, tendering and commercial negotiation. Lead the acquisition process end-to-end — from opportunity identification to contract award and mobilization — coordinating with Operations, Engineering, Finance, HR and Legal to build competitive, commercially sound proposals, including EPC-to-O&M; lifecycle opportunities, across India and international markets.

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Key Responsibilities:

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● Business Development : Develop and execute the annual BD strategy for O&M; and EPC across India and international markets; build and maintain relationships with asset owners, EPC contractors/majors, consultants, technology providers and strategic partners.

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● Build key account plans and prospect pipelines by segment/geography; identify EPC opportunities that create a lifecycle path to O evaluate the right delivery model (in-house, consortium, JV, subcontract) for each opportunity.

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● Tendering & Proposals : Screen tenders/EOIs/RFQs/RFPs for fit and commercial viability; lead cross-functional preparation of techno-commercial bids (incl. consortium/partner-led EPC bids) with Operations, Engineering, Finance, HR and Legal.

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● Drive bid/no-bid and business-case reviews (capability, margin, working capital, liability, execution risk); ensure timely, compliant submissions and run debriefs to improve win rates.

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● Commercial & Contract Management: Lead commercial negotiations and manage contracts through their lifecycle, including EPC-specific exposures — LDs, performance guarantees, design liability, variations/claims, escalation, warranties and BG/working-capital requirements.

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● Ensure risk is allocated in line with capability/control (especially with execution partners); manage disputes, variations and claims to protect margin and cash.

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● Transition & Mobilization : Lead commercial handover of won contracts to Operations,



support mobilization and monitor the first 90 days of execution; capture lessons learned for future bids.

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● Billing & Margin Protection: Ensure timely billing and collections (reduce DSO), monitor contract margins, flag commercial leakages and coordinate reconciliation with Finance.

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● Customer Relationship Management : Build senior customer relationships, drive retention/renewals and identify cross-sell/upsell opportunities across O&M; and EPC.

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Key Performance Indicators

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● Growth: Order Intake (O&M; and EPC, incl. risk-adjusted margin) · Qualified Pipeline · New Customers/Strategic Accounts · EPC-to-O&M; Conversion

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● Tendering: Tender/Bid Win Ratio · Submission Compliance & Turnaround Time

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● Profitability: Revenue & Gross Margin at Award · Contract Profitability · EBITDA Contribution

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● Commercial: Contract Compliance · Claims Recovery · Billing Accuracy · Collection Efficiency / DSO

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● Customer: CSAT · Retention · Contract Renewal Rate

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Qualifications & Experience:

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● Graduate in Engineering, Commerce or Business; MBA (Marketing/General Management) preferred.

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● 15+ years in Business Development, Tendering, Commercial or Contract Management in Industrial O&M;, EPC, Utilities, Chemical, Pharma or Infrastructure; 5+ years leading BD/commercial teams.

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● Proven record winning industrial O&M;/EPC contracts through competitive bidding, managing multiple bids under tight timelines, and running cross-functional (Ops/Finance/HR/Legal) proposal teams.

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Must-Have Competencies:

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● Business development orientation with strong commercial acumen, negotiation and proposal development skills.

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● Strategic customer relationship management and cross-functional leadership.

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● Analytical/financial rigor with sound risk assessment and decision-making.

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● Excellent communication and presentation skills; high ownership and execution discipline under aggressive bid timelines.

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Desirable:

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● Exposure to CRM/Bid Management systems; international BD experience (esp. Middle East); experience with consortium bidding, JVs and strategic partnerships; strong industry network.

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About Sigachi

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Sigachi Industries Limited is a Listed Healthcare Company working in domains of Pharmaceutical, Food & Nutrition industry. Sigachi was incorporated in the year 1989 and is one of the largest manufacturers of Cellulose & Cellulose based products worldwide. Recently Sigachi has acquired an API manufacturing plant as part of its diversification strategy. Sigachi’s five Multilocational facilities in Telangana, Gujarat & Karnataka are EXCiPACT GMP, SGMP, HACCP, EDQM CEP, FSSAI and ISO 9001:2015 certified. Sigachi has established itself as a quality conscious and dependable supplier in India and across Asia, Australia, American Continent, Europe, and Middle East, delivering newer differentiated Products which addresses the unmet needs of the Market.

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Sigachi is a value driven company and fosters employee creativity, expertise, skillsets & wellbeing to achieve motto of “Experience Excellence”. The vision is to create a happy, healthy, and joyful world.

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Sigachi is poised for exponential growth in the coming years, both organic & inorganic through expansions, diversification, acquisition, mergers.

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Our Commitment to DEI: Sigachi is committed to cultivating, fostering, and preserving a culture of

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Diversity, Equity, and Inclusion. Our DEI based hiring & people management practices thrive and hire

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people from diverse backgrounds with wide ideas and varied experience who can collectively contribute to overall business growth.

📌 General Manager-Business Development, Tendering & Commercial (O&M & EPC) (Hyderabad)
🏢 sigachi o&m
📍 Hyderabad