Vice President of Business Development

Vice President – Business Development

Position Title: Vice President – Business Development

Reports To: Managing Director / Director – Business Strategy & Growth

Location: Head Office (with frequent travel to client sites, government departments, and

partner offices)

Function: Business Development & Strategic Partnerships

Employment Type: Full-Time / Permanent

Role Purpose

To lead the organization's business development strategy across public and private

infrastructure sectors, with a focus on EPC, turnkey, and large-scale government contracts.

The Vice President – Business Development will be responsible for identifying growth

opportunities, managing key client relationships (government and corporate), driving tender

participation, and establishing long-term strategic partnerships. The role will directly impact

the company's revenue pipeline, bidding success, and market expansion.

Key Responsibilities

1. Business Development Strategy & Execution

• Develop and execute a robust growth strategy aligned with the company's business goals.

• Identify new business verticals, geographies, and emerging opportunities in infrastructure

(roads, bridges, urban infra, water, rail, industrial).

• Monitor market trends, regulatory shifts, and competitor activity to proactively position the

company.

1. Client Relationship Management

• Build and maintain relationships with key clients including government departments, PSUs,

large corporates, and funding agencies.

• Lead engagement with key decision-makers in ministries, nodal agencies, and urban local

bodies.

• Ensure regular client interface and high-level account management for repeat business and

strategic accounts.

1. Tendering & Bid Management

• Oversee bid strategy, prequalification, technical/commercial proposal preparation, and

submission for high-value infrastructure tenders.

• Work closely with the Estimation, Engineering, and Contracts teams to ensure competitive,

compliant, and winning bids.

• Drive timely response to RFQs, RFPs, and EOIs with strong win-rate discipline.

1. Strategic Partnerships & Alliances

• Identify and cultivate joint venture opportunities with national and international players.

• Negotiate MoUs, consortium agreements, and partnerships for projects requiring technical

or financial collaboration.

• Explore PPP, BOT, and Hybrid-Annuity opportunities with relevant stakeholders.

1. Pipeline Development & Reporting

• Maintain a healthy pipeline of projects and opportunities with accurate revenue forecasting.

• Use CRM tools to track opportunity lifecycle and conversion metrics.

• Report key business development KPIs to top management.

1. Team Leadership & Cross-Functional Coordination

• Lead a high-performing BD and pre-sales team with clear goals and accountability.

• Collaborate with internal stakeholders including Engineering, Finance, Legal, and

Execution teams for cohesive go-to-market strategy.

1. Joint Ventures, Partnerships & Alliances

• Identify and evaluate potential JV/consortium partners for large-scale or pre-

qualification-constrained projects.

• Conduct partner due diligence, financial/technical capability assessment, and

strategic fit analysis.

• Lead MoU/term sheet negotiations, partner alignment discussions, and finalization

of JV agreements.

• Liaise with legal and finance teams to structure compliant, risk-mitigated JV models

(50:50, minority/majority stake, SPVs, etc.).

• Manage ongoing JV relationships, governance alignment, conflict resolution, and

performance monitoring.

• Ensure JV documentation (e.g., board resolutions, PoAs, compliance undertakings) is

timely and compliant for bid submissions.

• Represent the company on JV Steering Committees or Board-level forums where

applicable.

Key Interfaces

• Internal: Directors/CEO/MD, Estimation, Contracts, Projects, Finance, Legal,

Engineering

• External: Government Bodies, PSUs, EPC Partners, International Contractors,

Consultants, Funders

Success Metrics (KPIs)

• Tender Win Rate (%)

• Order Book Value Growth (YoY)

• Pipeline Value (Qualified Opportunities)

• Revenue from New Clients / Geographies

• Strategic JV/Consortium Deals Closed

• Client Satisfaction & Repeat Business Rate

Ideal Candidate Profile

• Bachelor's in Civil/Mechanical Engineering (mandatory); MBA or PG in

Business/Infrastructure Management preferred

• 18–25 years of experience in infrastructure business development, tendering, or

strategic sales

• Strong relationships in Central/State Govt. bodies (e.g., NHAI, MoRTH, PWD,

Railways, Urban Infra Agencies)

• Proven track record in winning and delivering large-scale EPC/turnkey infrastructure

projects

• Excellent negotiation, networking, and communication skills

• Strong understanding of project finance, risk assessment, and government

procurement guidelines (CPPP, GEM, CVC norms)