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Vijay Pansare, Senior Manager – Tendering (EPC – Commercial)

Vijay Pansare

Senior Manager – Tendering (EPC – Commercial)·Drydocks World (A DP World Company)

United Arab Emirates

Master's degree, Business Administration

Work experience

Total years of experience: 31 years, 1 months

Senior Manager – Tendering (EPC – Commercial)

September 2023 - Present

Drydocks World (A DP World Company)

Dubai, United Arab Emirates

September 2023 - Present

• Managed PQ engagement with 50Hertz ahead of the Ostwind-4 HVDC Platform tender, aligning qualification evidence, technical capability, commercial positioning and package strategy to support formal tender participation.

• Led commercial and contractual workstreams on offshore wind and energy EPCI pursuits, including risk allocation, contract exceptions, pricing assumptions, contingency positions, cash-flow models and BAFO commercial alignment.

• Structured clarification strategies across client, partner and consortium interfaces to reduce ambiguity, protect commercial position and improve tender competitiveness.

• Supported executive bid governance through commercial review, risk / opportunity analysis and submission-readiness discipline on complex multi-party pursuits.

• Mentored a team of 4 bid engineers / estimators, embedding lessons learned and improving submission consistency across repeat-client and new-market pursuits.

Portfolio: 50Hertz (Germany) - 2GW HVDC Converter Platform, Ostwind-4 ◦ RWE (UK) - Norfolk 1.2GW x2 HVDC converter stations, Vanguard West & East ◦ Eni (Cyprus) - Cronos Floating Control Unit ◦ TEN (PNG) - KPS FSO.

Company industry:
Energy & Renewables
Job role:
Oil and Gas

Senior Manager - Proposals

December 2011 - September 2023

Petrofac International Ltd. |UAE

Sharjah, United Arab Emirates

December 2011 - September 2023

• Led PQ responses for TenneT IJmuiden Ver HVDC and RWE Nordseecluster HVAC packages, coordinating technical, commercial and fabrication-capability inputs to establish contractor eligibility for tender participation.

• Led commercial workstreams on major offshore wind and oil & gas EPCI pursuits across 5+ geographies, covering HVDC/HVAC platforms, deepwater subsea scopes and major field developments.

• Governed pricing inputs, bid budgets, risk and opportunity registers, cash-flow analysis, contract exceptions and clarification strategies to support commercially robust and competitive submissions.

• Prepared executive gate-review materials and aligned senior stakeholders across proposals, estimating, engineering, procurement, legal and finance to support bid/no-bid decisions and final tender approvals.

• Supported BAFO commercial alignment and negotiation strategy on high-value pursuits including TenneT BorWin3, Seagreen, ADNOC SARB-3, TenneT IJmuiden Ver, RWE Nordseecluster and East Anglia offshore substations.

• Built and coached a team of 4 proposal engineers, improving governance standards, submission discipline and concurrent bid delivery.

Portfolio: TenneT (Netherlands) - HVDC Platforms, Ijmuiden Ver (2GW x4) • TenneT (Germany) - HVDC Platform, Borwin-3 (900MW) • Seagreen Wind Energy Ltd (UK) - HVAC Substations (1000MW) • RWE - Nordseecluster HVAC Substations • Scottish Power Renewables - East Anglia HVAC Substations • Shell - SNEPCo (Nigeria) - BSWA FDP (Deepwater) • Eni East Africa (Mozambique) - Mamba FDP - FEED Optimization & EPCI of subsea facilities (Deepwater) • ADNOC Offshore (UAE) - SARB FDP (PKG-3) • ADNOC Offshore (UAE) - Hail & Ghasha (PKG 3)

Company industry:
Energy & Renewables
Job role:
Oil and Gas

Senior Proposals Coordinator

October 2005 - December 2011

McDermott Middle East Inc.

Dubai, United Arab Emirates

October 2005 - December 2011

• Managed end-to-end proposal coordination on O&G pursuits up to $2bn — integrating estimating, commercial and technical inputs into compliant, on-schedule submissions.

• Strengthened final commercial positions by coordinating clarification management and negotiation preparation, aligning contract exceptions and risk registers ahead of BAFO stage.

• Mentored 3 junior team members across concurrent workloads, building proposal coordination capability within a high-volume Middle East O&G tendering environment.

Portfolio: Reliance (India) - SBM at Hazira • Saudi Aramco (KSA) - Subsea PL & Power Cables at Abu Safah, Safaniya & Berri fields • ONGC (India) - Cluster-7 WHP’s • Saudi Aramco (KSA) - Arabiyah & Hasbah Facilities (Wasit Offshore)

Company industry:
Oil & Gas
Job role:
Oil and Gas

Cost Engineer

October 2002 - October 2005

Milaha (Halul Offshore Services Co.) / Mansal Offshore

Doha, Qatar

October 2002 - October 2005

Cost control, subcontractor management, invoicing and project close-out on offshore marine and diving operations in Qatar. Approved ‘Financial Officer’ for Qatar Energy contracts.

Company industry:
Oil & Gas
Job role:
Oil and Gas

Tendering & Estimation Engineer

October 1997 - October 2002

Amana Steel Bldgs. Cont. / Rigid Construction Group

Dubai, United Arab Emirates

October 1997 - October 2002

Turnkey Tenders and QS roles across steel and RCC construction (Zamil Steel, Butler Steel, with bids up to $15m.

Company industry:
Construction & Building
Job role:
Construction and Building

Project Engineer / Quantity Surveyor

October 1996 - October 1997

Industone

Doha, Qatar

October 1996 - October 1997

Quantity survey on marble and stone cladding projects including shop drawings, quantity measurement and site supervision.

Company industry:
Construction & Building
Job role:
Construction and Building

Project Engineer / Quantity Surveyor

May 1995 - October 1996

Ashish Buildwell / Ashish Décor

Mumbai, India

May 1995 - October 1996

Site Engineer responsible for renovation and maintenance works at Bharat Bijlee Ltd's Mumbai factory campus.

Company industry:
Construction & Building
Job role:
Construction and Building

Education

Hult International Business School

January 2016

January 2016

Master's degree, Business Administration

United States

IGNOU (Indira Gandhi National Open University)

September 2000

September 2000

Diploma, Business Administration

India

Shivaji University

May 1995

May 1995

Bachelor's degree, Civil Engineering

India

Skills

Engineering
Expert
Engineering
Expert
AutoCAD
Expert
AutoCAD
Expert
Tendering
Expert
Tendering
Expert
Planning
Expert
Planning
Expert
OIL AND GAS
Expert
OIL AND GAS
Expert
EPC/EPCI Tendering Leadership
Expert
EPC/EPCI Tendering Leadership
Expert
Bid & Pursuit Strategy
Expert
Bid & Pursuit Strategy
Expert
Commercial Bid Management
Expert
Commercial Bid Management
Expert
Pre-Qualification & Capture Support
Expert
Pre-Qualification & Capture Support
Expert
Contract Risk Allocation
Expert
Contract Risk Allocation
Expert
Contract Exceptions & Clarifications
Expert
Contract Exceptions & Clarifications
Expert
Bid Economics
Expert
Bid Economics
Expert
Risk & Opportunity Registers
Expert
Risk & Opportunity Registers
Expert
Cash-Flow Modelling
Expert
Cash-Flow Modelling
Expert
BAFO & Negotiation Strategy
Expert
BAFO & Negotiation Strategy
Expert
Executive Gate Reviews
Expert
Executive Gate Reviews
Expert
Client/Consortium/Partner Interfaces
Expert
Client/Consortium/Partner Interfaces
Expert
Offshore Oil & Gas EPC Projects
Expert
Offshore Oil & Gas EPC Projects
Expert
Team Mentoring
Expert
Team Mentoring
Expert
FIDIC / Bespoke EPC Frameworks
Expert
FIDIC / Bespoke EPC Frameworks
Expert
Offshore Wind (HVDC/HVAC)
Expert
Offshore Wind (HVDC/HVAC)
Expert
BIDDING
Expert
BIDDING
Expert
PRICING STRATEGIES
Expert
PRICING STRATEGIES
Expert
CONTRACT DRAFTING
Expert
CONTRACT DRAFTING
Expert
CORPORATE GOVERNANCE
Expert
CORPORATE GOVERNANCE
Expert
RENEWABLE ENERGY DEVELOPMENT
Expert
RENEWABLE ENERGY DEVELOPMENT
Expert
RISK MANAGEMENT
Expert
RISK MANAGEMENT
Expert
Offshore Wind
Expert
Offshore Wind
Expert
Project Management
Expert
Project Management
Expert
JV/Consortium Partner/s Management
Expert
JV/Consortium Partner/s Management
Expert
Cost & Budget Control
Expert
Cost & Budget Control
Expert
Presentation and Storyboarding
Expert
Presentation and Storyboarding
Expert
Bids & Proposals Management
Expert
Bids & Proposals Management
Expert
Time Management
Expert
Time Management
Expert
Tendering
Expert
Tendering
Expert
Planning
Expert
Planning
Expert

Languages

English
Expert
Hindi
Expert
Marathi
Native Speaker

Memberships

Project Management Institute

Member

June 2006

Training and Certifications

Certifications
Power BI
Course in Investment-Treaty Arbitration
Primavera P6 Professionals
PMP - Project Management Professional
Apr 2010

Training
PEU (Project Execution University) Programme
McDermott
Jul 2011
Management and Leadership Development Programme (MLDP)
Petrofac
Jul 2016