General Manager - Techno Commercial (Commercial Professional Tendering & Proposals -O&M Thermal Power Plants)
Position Summary
The Techno-Commercial Professional will lead and manage the complete tendering and proposal processes for Operation & Maintenance contracts related to thermal power plants, covering both BTG (Boiler, Turbine, Generator) and BoP (Balance of Plant) packages. This high-impact leadership role requires a 25-30+ years veteran with extensive expertise in high-value tendering, techno-commercial bid development, pricing strategy, cost estimation, client negotiation and contract management within the thermal power, O&M, EPC contractor or related service industries.
Key Responsibilities
- Lead end-to-end tendering and bid management for O&M contracts involving BTG and BoP packages of thermal power plants.
- Formulate and implement winning bid strategies that balance risk and profitability, ensuring competitive advantage.
- Analyze tender documents (RFQ/RFP) thoroughly to identify and address critical commercial, contractual, and technical clauses.
- Collaborate closely with cross-functional teams including Engineering, Procurement, Finance, Legal and on-site O&M execution to prepare compliant, compelling and timely techno-commercial proposals.
- Conduct detailed cost estimation and budgeting covering manpower, materials, consumables, spares, tools & tackles and third-party services aligned with site requirements and scope of work.
- Develop and maintain rate analysis, pricing templates and cost-control mechanisms to optimize profitability and competitiveness of bids.
- Maintain an up-to-date repository of historical bid data, market benchmarks and vendor quotations to support continuous tender optimization.
- Participate actively in pre-bid meetings, client negotiations and clarification discussions to align BIDs with customer expectations and contractual requirements.
- Drive digitalization and continuous enhancement of tendering processes by integrating advanced tools, templates, and data-driven decision-making.
- Monitor tender outcomes, conduct win-loss analyses, and keep abreast of industry trends to fine-tune bidding strategies.
- Lead, mentor, and manage O&M teams across multiple locations in India, ensuring alignment with business goals.
- Take full P&L ownership for O&M projects, managing budgeting, costing, profitability and commercial excellence.
- Negotiate and maintain productive relationships with vendors, contractors and clients to optimize costs and contract terms.
- Oversee plant operation improvement initiatives aimed at boosting equipment performance and operational efficiency.
Key Skills & Competencies
- In-depth expertise in RMHP/CHP/AHP O&M in thermal power plants with strong techno-commercial acumen.
- Extensive experience in commercial matters, contract management and negotiation related to O&M and EPC sectors.
- Proven ability in costing, estimation, bid preparation, techno-commercial evaluation and pricing strategy formulation.
- Comprehensive knowledge of contractual clauses, including Liquidated Damages (LDs), performance guarantees, taxes, duties, payment terms, etc.
- Strong leadership skills with demonstrated capacity to plan operational activities, make decisions and lead cross-functional teams.
- Exceptional client-facing and communication skills for pre-bid engagements, clarifications, negotiations and reporting.
- Analytical mindset with excellent negotiation, problem-solving and decision-making abilities.
- Proficiency in Microsoft Office Suite (Excel, PowerPoint), with familiarity in SAP, ERP, or tender management software considered a plus.
- Ability to work under pressure and manage multiple high-value tenders with relentless focus on detail and deadlines.
Education & Experience
- Mandatory: Bachelor's Degree in Mechanical or Electrical Engineering
- Preferred: CMA (Cost and Management Accounting) and/or MBA (Finance)
- Minimum 25-30+ years of relevant techno-commercial experience in O&M of thermal power plants, ideally covering BTG and BoP packages.
- Proven track record in handling domestic and international tenders for thermal power sector or related EPC/service Competitive CTC: Up to - 60 Lakhs per annum (depending on experience and fit)
(ref:iimjobs.com)
