Head – Bids & Proposals

Job Description

Head – Bids & Proposals – DGM/GM level

Position overview

The Bids & Proposals Head (GM Level) is responsible for leading the end‑to‑end bid, tender and proposal function for Integrated Facilities Management (IFM) contracts across India, from opportunity qualification through to submission, presentations, and handover to operations. The role ensures that all bids are commercially competitive, compliant, and aligned with the organisation’s growth, margin, and risk objectives.

Key responsibilities

• Own and lead the full bid lifecycle for large and strategic IFM opportunities (RFI, EOI, RFP, RFQ, tenders) including government, PSU and large private sector clients.
  
• Qualify opportunities in partnership with Sales, Operations and Finance, assessing fit, risk, capability, and profitability before committing bid resources.
  
• Build and lead cross‑functional bid teams (operations, solutions design, transition, HR, procurement, finance, legal, HSE, technology) to create winning technical and commercial proposals.
  
• Develop solution strategies and value propositions for IFM (soft, hard, specialised services) tailored to client scope, SLAs, SOW, risk profile and pricing expectations.
  
• Oversee preparation of high‑quality proposal documents, bid responses, pricing models, staffing plans, transition/mobilisation plans, and site/service delivery models.
  
• Ensure strict compliance with client instructions, tender terms, eligibility criteria, and internal governance (approvals, sign‑offs, risk clearance, legal vetting).
  
• Review and finalise commercial models, price builds, and assumptions in collaboration with Finance and Operations to balance win probability and margin.
  
• Lead client presentations, clarifications, negotiations and BAFO (Best and Final Offer) stages together with Sales and Operations leadership.
  
• Implement and continuously improve bid management processes, templates, content libraries, and governance frameworks (gates, reviews, sign‑off matrices).
  
• Track KPIs such as hit rate, bid volume, average bid value, cycle time, and margin performance; drive lessons‑learned and improvement actions after each major bids.
  
• Scan the market for upcoming opportunities (portals, aggregators, consultants), competitor moves, pricing trends, and IFM regulatory/tendering changes in India.
  
• Ensure robust handover from bid team to operations/transition team after contract award, including assumptions, risks, cost model, and agreed SLAs.
  

Qualifications and experience

• Graduate in Engineering/Facilities/Business; MBA or equivalent in Marketing/Operations/Finance preferred.
  
• 12–18+ years’ experience in bidding, proposals, solution design or sales support, with at least 5–7 years handling large, complex IFM or services contracts in India.
  
• Proven track record of leading and winning high‑value, multi‑site or pan‑India IFM bids (corporate, industrial, IT parks, healthcare, retail, BFSI or government).
  
• Strong understanding of IFM scope (soft & hard services), pricing drivers, statutory compliances, and contract structures (SLA/Outcome-based, manpower, hybrid).
  

Skills and competencies

• Excellent bid project management, with ability to manage multiple deadlines and stakeholders under time pressure.
  
• Strong commercial acumen, financial modelling comfort, and risk assessment capability.
  
• Superior written communication and presentation skills, with ability to craft compelling proposals and client‑ready documentation.
  
• High stakeholder management and influencing skills, working with CXOs, regional heads, legal and operations leadership.
  
• Proficiency in MS Office (Word, PowerPoint, Excel) and familiarity with bid/proposal management tools or content libraries.
  

Requirements
• Excellent bid project management, with ability to manage multiple deadlines and stakeholders under time pressure. • Strong commercial acumen, financial modelling comfort, and risk assessment capability. • Superior written communication and presentation skills, with ability to craft compelling proposals and client ready documentation. • High stakeholder management and influencing skills, working with CXOs, regional heads, legal and operations leadership. • Proficiency in MS Office (Word, PowerPoint, Excel) and familiarity with bid/proposal management tools or content libraries.