Commercial Manager
1. Role Objective
Drive profitability, commercial compliance, and cost optimization across projects by controlling budgets, contracts, procurement, billing, and cash flow.
2. Core Responsibilities
A. Pre-Contract (Sales + Estimation Interface)
* Validate costing strategy and margins before submission
* Review BOQs, rate analysis, and vendor quotations
* Ensure alignment with Stage-wise estimation (Stage 1–4)
* Support sales team in:
* Pricing strategy
* Negotiations
* Commercial terms finalization
* Identify risk in scope gaps, exclusions, and assumptions
B. Contract Management
* Draft and review:
* Work Orders
* Agreements
* Payment terms
* Penalty clauses (LD, delays, etc.)
* Ensure:
* Clear scope definition (Inclusions/Exclusions)
* Variation clause protection
* Maintain contractual documentation & compliance
C. Cost Control & Budgeting
* Prepare project budget baseline
* Monitor:
* Material cost vs estimate
* Labour cost vs plan
* Vendor cost variations
* Conduct monthly cost vs revenue analysis
* Flag deviations early and propose corrective actions
D. Procurement & Vendor Commercials
* Finalize vendor negotiations and rate contracts
* Ensure:
* Competitive pricing
* Payment terms aligned with client billing
* Track:
* Purchase orders
* Delivery commitments
* Build approved vendor database
E. Billing & Cash Flow Management
* Plan and track:
* Client billing milestones
* RA bills (Running Account Bills)
* Ensure timely:
* Invoice submission
* Certification follow-ups
* Payment collections
* Align outgoing payments with incoming cash flow
F. Variations & Claims Management
* Identify and document:
* Scope changes
* Additional works
* Prepare and submit:
* Variation claims
* Cost impact analysis
* Negotiate approvals with client
G. Project Financial Closure
* Final account settlement
* Vendor closure and reconciliation
* Profitability analysis:
* Planned vs actual margin
* Lessons learned for future projects
H. Reporting & MIS
* Weekly / Monthly reports:
* Project profitability
* Cost variance
* Collection status
* Outstanding liabilities
* Coordinate with:
* Accounts
* Project Managers
* Estimation team
3. Key KPIs (Performance Indicators)
* Gross Profit Margin (%) per project
* Cost deviation (Actual vs Estimated)
* Collection efficiency (Days Sales Outstanding)
* Variation claim conversion rate
* Procurement savings achieved
* Project financial closure timeline
4. Required Education
Minimum
* B.Tech / BE (Civil Engineering)
OR
* B.Arch / Interior Design (with strong commercial exposure)
Preferred
* MBA (Finance / Operations / Construction Management)
* Certifications in:
* Quantity Surveying
* Contract Management (FIDIC knowledge is a plus)
5. Experience Requirements
Mid-Level (Commercial Manager)
* 6–10 years experience
* Must include:
* Estimation + BOQ
* Project cost control
* Vendor negotiation
* Billing & contracts
Pay: ₹40,000.00 - ₹80,000.00 per month
Work Location: In person
