Nippon Life Insurance

2 weeks ago

Pune, Maharashtra, India Reliance Full time

Head - Proposals

Qualification: BE / Btech (Mechanical / Chemical / Environmental Engineering

Roles & Responsibilities:

- To lead the proposals function for the services business, including O&M, retrofit, and spares, ensuring technically competitive and commercially viable offerings.

- This role is responsible for bid strategy, solution alignment, costing accuracy, and timely submission of proposals to drive business growth and profitability.

Proposal Management:

- Own end-to-end proposal preparation for service offerings including O&M contracts, retrofit projects, AMC, and spare parts.

- Ensure alignment with customer needs, technical feasibility, and commercial targets.

- Review RFQs, define proposal strategy, and assign responsibilities within the team.

Solution Development:

- Coordinate with engineering, execution, and supply chain teams to develop techno-commercial solutions.

- Customize standard offerings to meet retrofit, revamp, or performance improvement needs.

- Provide optimized and cost-effective solutions leveraging installed base and product knowledge.

Costing :

- Ensure accurate and competitive cost estimations including material, manpower, services, logistics, and risk contingencies.

- Maintain costing templates and databases for standard O&M and retrofit packages.

- Work with finance and BU leadership to define pricing strategy, margins, and risk assessment.

Client & Stakeholder Coordination:

- Engage with sales teams and clients for clarifications, technical presentations, and proposal discussions.

- Participate in negotiations along with the sales team when required.

- Ensure internal alignment and timely approvals for bid submissions.

Process & Governance:

- Establish and continuously improve proposal SOPs, templates, and workflows.

- Ensure compliance with internal governance for bid approvals, risk review, and contract terms.

- Track win-loss analysis and drive improvements in bid quality and conversion rates.

- Conduct regular technical and commercial training sessions to build capabilities.

- Drive team KPIs - turnaround time, proposal accuracy, and win ratio

Key Skills & Competencies:

- Strong understanding of water/wastewater technologies and service delivery models (STP, ETP, RO, DM, O&M, AMC, retrofit)

- Expertise in costing, pricing models, and commercial terms

- Excellent communication, negotiation, and client interfacing skills

- Analytical mindset with attention to detail and business acumen

- Hands-on with MS Excel, MS PowerPoint and digital proposal tools

(ref:iimjobs.com)

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