ICT Commercial Manager

Job Description Techno-Commercial Manager (Government Telecom & ICT Bids)

Position: Techno-Commercial Manager
Experience: 7 TO10 Years
Location: Bangalore

Job Summary
We are looking for an experienced Techno-Commercial Manager to lead end-to-end techno-commercial activities for Government, PSU, Smart City, Railways, Defence, Telecom, Data Center, and ICT projects. The candidate should possess strong expertise in tender analysis, solution costing, commercial bid preparation, OEM coordination, and bid submission while ensuring compliance with customer requirements and organizational profitability.
The role requires close coordination with Sales, Presales, Engineering, Finance, Procurement, Legal, Project Delivery, and OEM partners.

Key Responsibilities
Tender & Bid Management

• Analyze RFPs, RFQs, EOIs, GEM bids, and Government tenders.
• Identify technical and commercial compliance requirements.
• Prepare bid qualification matrix and risk assessment.
• Ensure complete Commercial compliance with tender requirements.
• Participate in pre-bid meetings and prepare technical/commercial queries.
• Prepare bid clarifications and customer responses.

Techno-Commercial Evaluation

• Prepare complete BoQ/BOM based on customer requirements.
• Prepare costing sheets and commercial proposals.
• Evaluate project profitability and margins.
• Perform pricing optimization while maintaining competitiveness.
• Review payment terms, LD clauses, warranty, SLA, PBG, EMD, and contractual conditions.

Solution Costing

• Prepare detailed project cost estimates.
• Coordinate with OEMs for quotations and technical support.
• Prepare internal cost sheets.
• Compare multiple OEM solutions.
• Recommend optimized technical and commercial solutions.
• Conduct margin analysis.

OEM & Vendor Management

• Liaise with OEMs for Product selection, Pricing support & Bid-specific discounts
• Negotiate commercial terms with vendors.
• Maintain strong relationships with OEMs and distributors.

Commercial Documentation
Prepare Commercial Bid, Price Bid, Cost Sheet, Price Justification, Deviation Statements, Commercial Compliance, Approval Notes, Financial Analysis

Contract Review
Review customer terms including Payment terms, Delivery schedule, Warranty obligations, SLA commitments, Penalty clauses / LD, PBG / EMD, Arbitration, Taxes, Insurance, Force Majeure

MIS & Reporting
Prepare reports on Bid Status, Win/Loss Analysis. Revenue Forecast, Pipeline, Order Booking, Margin Analysis, Tender Tracker, OEM Tracker