Chief Commercial head

Lead end-to-end commercial excellence for RBMs EPC services business (piping, structural fabrication & erection, equipment erection, shutdowns, scaffolding, O&M). Build a high-performance Commercial + Estimation + Contracts function from scratch—driving winning bids, strong contracts, timely billing, claims/variations, subcontractor control, and cashflow stability.

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.

Key Deliverables / KPIs (What Success Looks Like)Role & responsibilities