Sigachi Pharma
Website:
sigachi.com
Job details:
Role Overview:
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.
Key Responsibilities:
● 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.
● Build key account plans and opportunity pipelines by segment/geography; identify EPC opportunities that create a lifecycle path to O&M; evaluate the right delivery model (in-house, consortium, JV, subcontract) for each opportunity.
● 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.
● 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.
● 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.
● Ensure risk is allocated in line with capability/control (especially with execution partners); manage disputes, variations and claims to protect margin and cash.
● 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.
● Billing & Margin Protection: Ensure timely billing and collections (reduce DSO), monitor contract margins, flag commercial leakages and coordinate reconciliation with Finance.
● Customer Relationship Management: Build senior customer relationships, drive retention/renewals and identify cross-sell/upsell opportunities across O&M and EPC.
Key Performance Indicators
● Growth: Order Intake (O&M and EPC, incl. risk-adjusted margin) · Qualified Pipeline · New Customers/Strategic Accounts · EPC-to-O&M Conversion
● Tendering: Tender/Bid Win Ratio · Submission Compliance & Turnaround Time
● Profitability: Revenue & Gross Margin at Award · Contract Profitability · EBITDA Contribution
● Commercial: Contract Compliance · Claims Recovery · Billing Accuracy · Collection Efficiency / DSO
● Customer: CSAT · Retention · Contract Renewal Rate
Qualifications & Experience:
● Graduate in Engineering, Commerce or Business; MBA (Marketing/General Management) preferred.
● 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.
● 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.
Must-Have Competencies:
● Business development orientation with strong commercial acumen, negotiation and proposal development skills.
● Strategic customer relationship management and cross-functional leadership.
● Analytical/financial rigor with sound risk assessment and decision-making.
● Excellent communication and presentation skills; high ownership and execution discipline under aggressive bid timelines.
Desirable:
● Exposure to CRM/Bid Management systems; international BD experience (esp. Middle East); experience with consortium bidding, JVs and strategic partnerships; strong industry network.
About Sigachi
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.
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.
Sigachi is poised for exponential growth in the coming years, both organic & inorganic through expansions, diversification, acquisition, mergers.
Our Commitment to DEI: Sigachi is committed to cultivating, fostering, and preserving a culture of
Diversity, Equity, and Inclusion. Our DEI based hiring & people management practices thrive and hire
people from diverse backgrounds with wide ideas and varied experience who can collectively contribute to overall business growth.
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