Role Purpose
The Senior Manager – Commercial will be responsible for managing commercial activities related to facility management contracts, including tendering, costing, pricing, contract management, client coordination, billing, collections, MIS and commercial analysis.
The role will work closely with Operations, Finance, Procurement, HR and Business Development teams to ensure commercial accuracy, profitability, contract compliance and timely closure of commercial activities.
Key Responsibilities
1. Commercial Proposals & Costing
· Prepare and review commercial proposals, quotations, rate cards and detailed cost sheets based on client requirements.
· Develop manpower costing, service-wise costing, overheads and profitability calculations for FM contracts.
· Review existing contracts and identify opportunities for cost optimization and margin improvement.
· Support pricing negotiations with clients and internal stakeholders.
2. Tender & Business Support
· Manage commercial activities related to RFQs, RFPs and tender submissions.
· Prepare tender documentation, commercial bids, BOQs, rate schedules and supporting documents.
· Coordinate with Operations and Business Development teams for manpower, material and service costing.
- Track tender status, clarifications, negotiations and final commercial closure.
3. Contract Management
· Review contracts, work orders, service agreements, amendments and commercial terms.
· Ensure contractual rates, scope of work, manpower deployment and payment terms are properly captured.
· Maintain records of contracts, renewals, amendments, rate revisions and client approvals.
- Highlight commercial risks, deviations and contractual obligations to management.
5. Client Coordination
· Manage commercial communication with clients relating to pricing, contracts, rate revisions, billing and commercial clarifications.
· Participate in commercial meetings and negotiations with clients.
· Ensure timely response to client queries and commercial requirements.
· Maintain strong professional relationships with key client stakeholders.
6. MIS & Commercial Analysis
· Prepare regular commercial MIS, dashboards and management reports.
· Analyze revenue, billing, collection, margins, manpower cost and contract profitability.
· Track contract-wise commercial performance and identify variances.
· Provide management with data-driven insights for commercial decision-making.
7. Internal Coordination
· Coordinate with Operations, Finance, Procurement, HR and Business Development teams for commercial requirements.
· Validate manpower and service requirements for costing and billing purposes.
· Coordinate with procurement/vendor teams for commercial documentation and approvals.
· Ensure timely closure of interdepartmental commercial issues.
8. Vendor & Documentation Management
· Coordinate with vendors for quotations, commercial documentation and approvals.
· Maintain proper records of vendor rates, agreements and supporting documents.
· Ensure documentation is complete and available for audits and management review.
Key Performance Indicators (KPIs)
· Timely submission of quotations and tenders
· Accuracy of costing and commercial proposals
· Contract profitability / gross margin
· Timely billing and reduction in billing discrepancies
· Receivables and collection performance
· Contract renewal and rate revision closure
· Commercial MIS accuracy and timeliness
· Client satisfaction and response time
· Compliance with commercial approval processes
Required Skills & Qualifications
· Bachelor’s degree in Commerce, Business Administration, Finance or a related field.
· 5–8 years of relevant experience, preferably in commercial operations within the Facility Management / Integrated Facility Management industry.
· Strong understanding of FM manpower costing, quotations, contracts, tenders, pricing and billing.
· Good knowledge of commercial negotiations and contract management.
· Advanced MS Excel and strong MIS/reporting skills.
· Strong analytical and numerical skills.
· Excellent communication, negotiation and coordination abilities.
· Ability to work with Operations, Finance, Procurement and Business Development teams.
- Strong attention to detail and commercial acumen.
Preferred Experience
Experience in commercial management of housekeeping, security, technical/engineering, horticulture, pest control, MEP or integrated facility management contracts will be preferred.
Pay: ₹668,929.15 - ₹1,437,022.18 per year
Work Location: In person
