Manager - Commercial & Contracts
17 hours ago
A. Role Identifier
Job Title
Manager – Commercial & Contracts
Department
Domestic Sales
Location/Unit
Gurgaon/Mumbai/Chennai
Band
1D
Reporting to
Regional Sales Director
Roles Reporting into this position
NA
B. Job Objective
Job Purpose
The role will be responsible for driving commercial excellence, contract management, financial governance, and stakeholder collaboration across the Zone. This role ensures that all business transactions, pricing, and commercial strategies align with Vikram Solar's corporate and regional objectives.
C. Primary Responsibilities
Strategic
Support the Regional Sales Director in devising and implementing commercial strategies for the Zone.
Evaluate commercial risks and propose risk mitigation strategies aligned with company policies.
Analyse market trends, customer insights, and competitor practices to support pricing and contracting strategies.
Lead contract negotiations with clients to secure favourable commercial terms and manage exposure.
Collaborate with cross-functional teams (Legal, Finance, SCM, Technical) to ensure seamless execution of commercial goals.
Finance
Ensure adherence to approved pricing policies, discount structures, credit policies, and revenue recognition standards.
Monitor receivables, resolve disputes, and work with customers and internal teams to ensure timely collections.
Conduct financial analysis and modelling to support bids, contract terms, and pricing decisions.
Optimize project profitability by evaluating commercial terms and payment schedules.
Ensure proper documentation and audit readiness for all contracts and commercial transactions.
Process
Draft, review, and manage contracts, NDAs, MoUs, LoIs, and other commercial documents.
Drive standardization and process efficiency in commercial operations across the region.
Maintain contract lifecycle management systems ensuring traceability and document compliance.
Interface with legal and compliance teams to ensure alignment with statutory requirements.
Ensure accurate and timely commercial reporting to support strategic decision-making.
People
Lead and mentor a small commercial support team (if applicable), fostering a culture of accountability and excellence.
Act as a liaison between sales and support departments, ensuring clear communication of commercial terms.
Collaborate with internal stakeholders to resolve conflicts and build cross-functional alignment.
Train sales and operations staff on commercial policy updates, contract risks, and financial awareness.
D. Role Requirements / Specifications
Desired Qualifications
Graduate in Commerce, Business, or Engineering (preferably Electrical/Mechanical) or related fields; LLB with MBA/LLM preferred.
Desired Experience
Min 10 years of Solar EPC, Renewable Energy, Power Projects, Infrastructure, or related sectors.
Sound understanding of EPC, module supply, and solar project commercial models.
Knowledge & Skills
In-depth knowledge of contract law, risk management, and commercial terms (LDs, BGs, PBGs, warranty clauses). Working knowledge of SAP, CRM tools, and contract management systems.
Strong commercial acumen with negotiation and analytical capabilities.
Excellent communication, interpersonal, and presentation skills.
Attention to detail with an ability to manage multiple priorities.
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