Contracts Manager

We are looking for a Commercial Head to build and lead RBM’s Estimation, Tendering, Contracts, Billing Certification and Claims function end-to-end. The role will drive profitable bidding, contract risk control, variation/claim monetization, and cashflow improvement through strong commercial governance.

Key Responsibilities

A) Estimation, Tendering & Bidding Leadership

Lead complete tendering lifecycle: enquiry study, site visit, clarifications, BOQ take-off, costing, pricing, submission.

Prepare rate analysis for unit rate contracts (IND, MT, M3, pipe-mtr, inch-dia, equipment, scaffolding, shutdown).

Develop RBM cost library / norms: manpower productivity, consumables, tools & tackles, equipment rental, overheads.

Identify commercial risks and build mitigation in pricing and contract conditions.

Negotiate with client commercial teams for rate finalization & scope clarity.

B) Contract Management & Risk Governance

Own contract review before award: payment terms, LD, warranty, retention, escalation, insurance, manpower compliance, tax clauses.

Ensure scope definition and WBS mapping to avoid scope creep.

Maintain contract register, correspondence log, and compliance tracker.

Drive variation orders, extra items, deviation statements and approvals.

C) Subcontracting & Purchase Commercials

Support procurement/SCM in commercial evaluation of subcontractors and vendors.

Prepare subcontract agreements, BOQ, rate schedules, terms, payment milestones.

Monitor subcontractor RA bills, certifications, deductions, and finalization.

D) Billing, Certification & Collections Enablement

Establish strong process for client RA billing, measurement sheets, joint measurements, DPR linkage.

Ensure timely bill submission, follow-up for certification, and payment realization coordination.

Track retention, advances, BGs, deductions, reconciliation with client.

Work with Finance to improve cash conversion cycle.

E) Claims, Disputes & Commercial Recovery

Prepare and manage claims for delays, idling, extra scope, change orders, shutdown acceleration.

Draft commercial letters, notices, and support arbitration/legal with documentation.

Lead final bill closure and reconciliation (client + subcontractors).

F) Team Building & SOP Implementation

Build and mentor a high-performing team: Estimators, QS, Contracts Engineers, Billing Engineers.

Implement SOPs for tendering, contract review, billing, subcontracting, claims, rate libraries.

Establish MIS dashboards: order book margin, bid-hit ratio, project profitability, billing vs cost.

Key Deliverables (Performance KPIs)

Improve bid quality & win rate with controlled margins.

Reduce loss-making jobs through strong estimation and contract screening.

Increase variation/claims monetization.

Reduce billing delays and improve collections cycle.

Standardize rate library + productivity norms for faster, accurate bidding.

Required Skills

Strong experience in EPC commercial (Refinery/Petrochem/Fertilizer industrial projects).

Expertise in unit rate contracts, measurement, QS, RA bills, reconciliation.

Strong knowledge of contract clauses (LD, BG, retention, escalation, taxes, compliance).

Hands-on with Excel costing models, rate analysis, tender preparation.

Strong negotiation and stakeholder management with clients & subcontractors.

Preferred Exposure

Client ecosystem: Reliance, Nayara, IOCL/BPCL/HPCL, Adani, L&T, Technip, EIL, Tata Projects, etc.

Experience in Shutdown/Turnaround commercial, scaffolding commercial, piping/structural erection.