Sumeet Roy

After 8 years of experience in business development and bid management roles, was entrusted with procurement management for the development of new mines and the operation and maintenance of existing mines for a major client in the mining sector.

Scope of work:

• Procurement Services for the supply of spares and consumables to the Client, ensuring the timely supply of items.
• Procurement Services for the works contracts for the operation and maintenance of the existing mines.
• Procurement Services for the development of new mines.

Broad activities:

• Prepared the RFPs for various packages.
• Invited RFPs through online mode.
• Participated in the bidders' conference and discussion with bidders, and furnished clarification on the RFPs.
• Carried out Techno-Commercial Evaluation of bids.
• Carried out techno-commercial and price negotiation with bidders.
• Carried out intense contractual and commercial paperwork, as per company guidelines, for the recommendation of placement of work orders on the suppliers and contractors.
• Prepared contract agreement for signing.
• Lead the coordination work with the client to ensure the timely receipt of the deliverables at their mines and plants.
• Lead the work for the MIS portion to keep management abreast of the current status of the procurement contract.
• Handled around 40 contracts in a year and worked on multiple contracts at a time.
• Handled supply contracts worth more than USD 5 million.
• Handled works contracts worth more than USD 12 million.
• Carried out Vendor Development Programmes.

Few Major Contracts awarded

• Supply of consumables such as ores, chemicals, liquid oxygen, fire suppression systems, etc.
• Supply of equipment such as diesel engines, pumps, transmission assemblies, etc.
• Works contracts such as the overhaul of mining equipment, transportation of ores from mines to plants, etc.
• Work contracts for development projects at mines.

After an extremely hard-working and knowledgeable experience in the infrastructure space, was once again shifted to the Metals vertical of the Company's Consulting Business. Reporting directly to the General Manager, was entrusted with managing all the leads for business opportunities, bids and proposals, contract agreements, clients, etc.

Broad Activities:

• Day-to-day interaction with clients regarding their projects and recommending probable solutions.
• Handled multiple clients at a time and built relationships.
• Oversaw the entire bid management for various tenders and inquiries.
• Entered into contracts of diverse nature with different clients, safeguarding the company's interest.
• Recommended solutions for various commercial issues to the General Manager for ongoing contracts for decision.
• Became an integral part of a prestigious contract with one of the country's mining majors for the development of their mines. Responsible for a comprehensive proposal and subsequent contract on the deposit model of work.
• Due to the active involvement in the Mining Contract, was entrusted to carry out the procurement activity for the same and was shifted to the Procurement division.

After an insightful experience working in the metals sector, got shifted to the bid management team for the infrastructure vertical of the company's consulting business, which covered the entire gamut of the infrastructure space, such as.

• Ports and Material Handling.
• Residential infrastructure.
• Healthcare infrastructure.
• Water Management.
• Renewable and conventional power plants.
• Power transmission and distribution.
• Institutional campuses.

Broad Activities:

• Generated leads through market research, with a special focus on new clients in existing business areas.
• Analyzed and identified high-probability opportunities, and followed up with effective proposals.
• In the case of direct RFPs with concise documents from clients, prepare detailed proposals with an explicit scope of work, implementation schedule, strategic pricing, contractual terms and conditions, etc.
• Handled detailed RFPs from big government and public sector clients based on domestic and global open tenders, ranging from USD 100,000 to USD 6 Million.
• Single-handedly prepared the entire proposal against detailed RFPs, with a detailed analysis of the NIT, scope of work, instructions to bidders, conditions of contract, pricing methodology, competition, etc.
• Handled multiple open competitive tenders at a time and responded with comprehensive proposals in a time-bound manner to meet the tender deadlines.
• Handled various RFPs on Quality-Cum-Cost-Based Selection (QCBS), deeply focusing on the quality of proposals, and strategized for maximizing the technical score for securing the bids.
• Handled various RFPs on the 'Deposit' mode of execution, especially for institutional campuses, healthcare infrastructure, etc., ranging from USD 10 million to USD 30 million.
• Handled RFPs for prestigious defense infrastructure projects.
• Shown immense commitment to the company's aggressive approach in the infrastructure sector by handling multiple bids for new clients and securing jobs.
• Carried out presentations on proposals.
• Traveled extensively for meetings with clients regarding the proposals, including remote areas of the country.
• Prepared responses to bid queries, carried out techno-commercial discussions, and price negotiation meetings.
• Prepared contract agreements for successful bids, based on proposals and negotiations.
• Handled commercial issues with regard to the ongoing contracts.
• Wrote Expression of Interest to several Clients for business association.

Major work orders secured

• Project Management Services for Nalanda University, with an order value of more than USD 2 million.
• Project Management Services for one of the Defense Sector clients, with an order value of more than USD 5 million.
• Project Management Services for utilities in the power transmission and distribution area, with a cumulative order value of more than USD 3 million.
• PMC on deposit work model for the establishment of the All India Institute of Homeopathy, Narela, in New Delhi, with an order value of more than USD 25 million.
• Detailed Project Reports for rural water supply projects for Odisha State, with a cumulative order value of more than USD 100,000.
• Independent Engineers Services for the upgradation of existing mechanized iron ore handling facilities of the outer harbor of Visakhapatnam Port, with an order value of more than USD 350,000.
• Design and Engineering Services for the township of Indian Oil Corporation Limited at Paradip, with an order value of more than USD 600,000.
• Consultancy services for the installation of a 20 MWp capacity ground-mounted, grid-connected solar PV project at Bokaro Steel City, with an order value of more than USD 100,000.

Once again, recognized as a performer and received back-to-back accelerated career advancement to the next senior level.

• Officially inducted into the Business Development cum Sales Team for managing Sales and Bids of the Company's Consultancy Business for the Indian metal industry.

Targeted the following business areas:

• Engineering Consultancy Services for Projects of Public Sector Integrated Steel Plants, such as all Steel Plants of the Steel Authority of India Limited (cum around 20 MTPA), Visakhapatnam Steel Plant, RINL (around 7 MTPA), and National Mineral Development Corporation (New 3 MTPA Steel Plant).
• Engineering Consultancy Services for Integrated Steel Plants of private sector steel makers, such as JSW, JSPL, BPSL (now Tata), and other small steel mills.
• Engineering consultancy services for non-ferrous plants of clients such as NALCO, Vedanta, and Hindalco.

Business Development, Bid Management, and Sales activities:

• Carried out market research activities to identify new business opportunities in the Indian metal industry, particularly among steel makers.
• Scrutinized government and public sector tenders for possible lead generation for further bid and sales activities.
• Preparation of proposals against government tenders and private sector inquiries in their entirety, adhering to the technical norms and commercial clauses.
• Managing the bids right from the preparation of proposals against RFPs, responding to queries, clarifications, and pricing for the offered services, up to the finalization of the contract for further execution by the project team.
• Assistance in pricing for offered services based on market conditions, competitor analysis, scope of the tendered project, costs, margins, etc.
• Participation in negotiations conducted by the Sales Team with clients on commercial terms and conditions, including offered prices.
• Preparation of a Memorandum of Understanding (MoU) with business partners for long-term understanding for business development.
• Preparation of consortium agreements for joint participation in tenders and RFPs for securing projects, including the scope division matrix, share of fee, costs and liabilities, non-disclosure agreements, and other legal and commercial requirements.
• Worked with the team for the procurement of consulting business in the Indian metal industry of various magnitudes, ranging from USD 50,000 to USD 5 million.
• Developed proposal-specific presentations against RFPs, indicating the approach, methodology, work plan, and implementation schedule for the execution of the tendered assignment.
• Attended business meetings with new and existing clients, and business partners, with regard to upcoming projects.
• Developed a detailed understanding of the different e-procurement portals of various clients, as most of the clients in India were shifting to the online mode of tendering from the traditional hard copy mode.

Few major work orders secured:

• Design, Engineering, and Consultancy Services for the Upgradation of Blast Furnace #1 for JSW Steel Ltd, Bellary, with an order value of more than USD 1 million.
• Design, Engineering, and Consultancy Services for capacity enhancement of the existing Mini Blast Furnace for Tata Metaliks Ltd, with an order value of more than USD 200,000.
• Design, Engineering, and Consultancy Services for Raw Material Handling System for Usha Martin Limited (now Tata Steel) with an order value of more than USD 500,000.
• Consultancy for all works leading to the mining of Bhilwara iron ore mining leases, Rajasthan, of Rashtriya Ispat Nigam Limited, with an order value of more than USD 150,000.
• Detailed Engineering and Consultancy Services for the Axle Plant in West Bengal for the Visakhapatnam Steel Plant, RINL, with an order value of more than USD 1 million.
• Various TEFR, study reports, and DPRs for steel plants of the Steel Authority of India Limited, with each proposal varying from USD 30,000 to USD 100,000.

Identified as a performer, and received recognition from the company in the form of accelerated career advancement to the next senior level.

• Assisted in the preparation of bids against EPC tenders from large public sector steel-making companies, such as SAIL and RINL.
• Gathered and organized data for the preparation of competitive bids, complying with RFP requirements.
• Coordinated with key stakeholders, such as technical experts, finance experts, etc., to ensure that all necessary information was included in each bid.
• Edited and proofread all documents prior to submission, and maintained a checklist to avoid any shortfalls, and ensure the submission of comprehensive proposals.
• The bid preparation process included scrutiny of the tender conditions, such as eligibility criteria, the requirement of partnership by way of consortium, a basic understanding of the technical scope, general conditions of contract, etc. This gave me insight into the various commercial and legal aspects of a potential contract.
• Wrote proposals for relatively smaller-value bids, such as feasibility reports, technical study reports, etc., with assistance from the technological group. The number of such proposals handled during this period exceeded 50. Out of such proposals, more than 20% converted into work orders from clients.
• Worked closely with the Bid Manager for the preparation of estimates for bids for consulting assignments, such as feasibility reports, detailed project reports, and health study reports of various steel plants in India.
• Learned about the various aspects of costing and pricing mechanisms for consulting assignments for quotations.
• Organized filing system for tracking current and past proposals, as well as associated documentation.
• Updated and maintained a database of clients, sub-consultants, and partners for different business verticals.
• Coordinated with key stakeholders to ensure that all necessary information was included in each bid.
• Organized meetings with clients and handled the documentation-related tasks, such as creating minutes of the meeting, key takeaways, action points, etc.
• Studied and analyzed past MoUs and agreements with business partners to gain insight into the various commercial aspects of a partnership agreement.
• Participated in techno-commercial discussions and negotiations with clients for the finalization of proposals, along with the sales team.
• Supported team members in various tasks related to business development activities, such as following up with potential clients through emails, phone calls, etc.
• Prepared corporate and proposal-specific presentations for different clients.
• Prepared reports on submitted proposals, orders received, lost bids, vertical-wise business procurement, etc.

• Orientation cum Training Programme to understand and learn about the different business verticals of MECON Limited, a Government of India company, and one of the largest Engineering Consultants in India.
• In-Plant Training at Bokaro Steel Plant of the Steel Authority of India Limited, one of the largest Steel Makers in India, to understand various aspects of the steel-making process.
• Leveraged the understanding gained during the orientation programme and in-plant training to explore business opportunities for the company in the iron and steel sector.
• Learned about the various aspects of writing proposals and expressions of interest by assisting the Bid Management Team.
• Studied different tenders and inquiries published by various departments and PSUs of the Government of India, and state governments.
• Assisted senior officials in conducting meetings with clients.