Chief Commercial head

commercial excellence

Key Roles & Responsibilities

1) Estimation, Tendering & Bid Management (Core)

• Build and lead a

  top-notch estimation & tendering team

  (QS/Rate analysis/Planning interface).
• Own

  end-to-end tender lifecycle

  : EOI/RFQ review, feasibility, go/no-go, strategy, bid submission, and post-bid clarifications.
• Prepare

  rate analysis / SOR / unit rate build-ups

  for piping, structural, scaffolding, shutdown & maintenance jobs.
• Develop

  standard productivity norms + consumption norms

  (welding electrodes, gases, grinding/cutting wheels, etc.) to strengthen pricing and negotiations.
• Ensure accuracy in

  BOQ take-off, WBS mapping, cost libraries, assumptions, exclusions, and risk buffers

  .
• Lead

  techno-commercial negotiations

  with clients and finalization of LOI/WO.

2) Contract Management & Risk Control

• Draft/review and negotiate

  MSA/WO/LOI/SO

  terms: payment terms, LD, retention, BG, insurance, escalation, tax clauses, claims, EOT.
• Create

  back-to-back subcontractor contracts

  aligned with client terms (scope, measurement basis, productivity, quality, safety, payment milestones).
• Maintain

  contractual compliance calendar

  : BG validity, insurances, statutory submissions, notices, EOT timelines, claim windows.
• Set up a

  claims management system

  for variations, extra items, idle charges, disruption, escalation, and scope creep.

3) Project Commercials: RA Billing, Measurement & Collections

• Own

  measurement, MB/Joint measurement

  , RA bills, client certifications, debit notes/credit notes, reconciliation.
• Drive

  billing discipline and monthly billing targets

  (site-wise and client-wise).
• Coordinate with execution/planning for

  billing-ready progress

  and documentation (MIR, WIR, green-tag, RFI, IR, MDR, etc.).
• Lead

  collections & receivables follow-up

  with structured tracker and escalation matrix.

4) Subcontractor Commercials & Cost Governance

• Control subcontractor onboarding, rate finalization, running bills, certifications, recoveries, penalties, and closure.
  
• Implement

  material reconciliation

  (client-issued/free issue vs consumption), tools & tackles recoveries, and wastage control.
• Build and enforce

  site commercial controls

  : hire/rental norms, accommodation norms, consumable caps, approval workflows.

5) Cashflow, Budgeting & Management Reporting

• Prepare

  project-wise budgets, cashflow forecasts, margin bridge, and cost-to-complete

  .
• Monitor

  site P&L, manpower cost, rentals, consumables, overhead allocation

  , and highlight margin leakages early.
• Build dashboards for leadership:

  Order book, billing vs cost, AR aging, claim pipeline, subcontractor exposure, WIP

  .

6) Systems, SOPs, Governance (RBM 2.0 Setup)

• Create SOPs/templates for: tendering, rate build-up, contract review, billing cycle, claim notes, variation approval, vendor/subcontractor billing.
  
• Implement/strengthen ERP processes (Farvision/IFS/any ERP), Excel trackers, Power BI dashboards.
  
• Ensure compliance with

  GST/TDS

  , statutory documentation, audit readiness, and strong documentation culture.

7) Team Building (From Scratch to A-Grade)

• Hire, train and structure:

  Estimation Engineers, QS, Contracts Engineer, Billing/RA Engineer, Claims Specialist

  .
• Define

  KRA/KPI

  , training calendar, review rhythm, and productivity benchmarks.
• Create a

  knowledge base

  : rate library, norms handbook, tender repository, standard contract clauses, negotiation playbooks.

Role & responsibilities