The General Manager, Commercial & Contract is accountable for the end-to-end performance of the commercial execution chain, from contract award through operational delivery to final payment collection.

The role ensures that commercial commitments made to customers are translated into efficient operational execution, strong contract governance and compliance, and sustainable financial performance. By integrating site operations, sales administration, and contract management, the position guarantees seamless contract-to-cash execution, operational reliability, and long-term customer satisfaction.

The General Manager acts as the organizational bridge between sales, operations, finance, engineering, and supply chain, ensuring that business growth is supported by disciplined execution, controlled risk exposure, and consistent service quality.

Responsibilities

1. Strategic Leadership & Business Ownership

• Lead and structure the Sales Administration, Contracts & Commercial, and Site Administration functions under a unified governance framework.
• Define and implement the strategy governing commercial execution, contract management, and site operational performance in alignment with company objectives.
• Ensure strong alignment between commercial commitments, operational capabilities, and financial performance.
• Provide senior leadership guidance on matters relating to contract execution, operational capacity, project delivery, and commercial risk exposure.
• Drive initiatives that enhance operational efficiency, improve service reliability, and strengthen customer satisfaction.
• Promote a culture of operational discipline, safety, accountability, and continuous improvement across commercial and operational teams.

2. Commercial & Contract Governance

• Ensure robust governance of the full contract lifecycle, from contract validation to project completion and final payment collection.
• Safeguard the company’s commercial interests by ensuring that contractual commitments are executed in accordance with agreed terms and financial objectives.
• Identify and manage contractual risks, implementing mitigation strategies in collaboration with legal, finance, and operational stakeholders.
• Ensure that all sales orders are processed accurately in ERP systems and fully aligned with approved quotations, contracts, and commercial approvals
• Supervise the management of contract amendments, claims, and dispute resolution when necessary.
• Maintain strong oversight of contractual compliance while enabling efficient project execution.
• Monitor and improve KPIs related to OTIF, order accuracy, and backlog management

3. Site Operations Performance

• Hold overall accountability for the performance of nationwide site operations related to machine installation, threading activities, and technical service delivery, ensuring consistent performance across all operational locations.
• Ensure that site operations deliver according to company standards in terms of quality, safety, productivity, and customer specifications.
• Optimize operational capacity through effective allocation of manpower, equipment, and technical resources and monitor daily, weekly, and monthly operational performance including: production output, quality control, workforce productivity, equipment utilization, operational costs
• Ensure preventive and corrective maintenance programs are implemented to maintain operational reliability and equipment availability.
• Drive the standardization of work procedures, technical instructions, and safety practices across all operational sites.
• Support continuous improvement initiatives to increase productivity, reduce operational costs, and improve service quality.
• Ensure operational resources (manpower, equipment, tooling) are effectively allocated to meet customer demand and project timelines.

4. Sales Administration & Order Fulfillment

• Lead the Sales Administration and Order Management teams, ensuring efficient management of the entire order lifecycle.
• Oversee processes including: contract entry and validation, order processing, production coordination, delivery scheduling, invoicing and documentation
• Ensure close coordination with production, logistics, and supply chain teams to meet delivery commitments.
• Monitor compliance with contractual terms regarding pricing, delivery schedules, and payment conditions.
• Resolve customer escalations and operational challenges in collaboration with sales and technical teams.
• Enhance the use of ERP and CRM systems to ensure data accuracy and operational efficiency.

5. Forecasting, Planning & Demand Management

• Collaborate with commercial teams to consolidate sales forecasts and demand projections.
• Align market demand with production capacity, site capabilities, and inventory levels.
• Analyze historical performance, sales pipeline, and market trends to anticipate shifts in demand.
• Ensure planning information is shared efficiently between sales, operations, and supply chain teams to prevent disruptions.
• Support strategic decision-making regarding capacity planning and operational investments.

6. Customer & Key Account Coordination

• Work closely with sales team to maintain strong relationships with key customers and strategic partners.
• Provide necessary support to sales team for all escalation point for complex commercial or operational matters affecting major projects or accounts.
• Ensure proactive communication with customers regarding project progress, delivery schedules, and operational constraints.
• Support sales teams in managing major accounts and ensuring long-term customer satisfaction.
• Sales and Key Account teams with commercial intelligence, contract interpretation, and risk assessments.

7. Financial Performance & Risk Management

• Ensure strong financial discipline across operations and contract execution.
• Monitor key financial indicators including: project margins, operational costs, contract profitability, working capital impact, budget adherence
• Drive effective cash collection processes, ensuring payment terms are respected.
• Make decisions regarding delivery prioritization or delivery suspension in case of payment delays.
• Implement risk analysis processes to identify and mitigate operational and commercial risks.

8. Cross-Functional Collaboration

• Act as the key interface between:
• Sales teams
• Site operations
• Production and supply chain
• Engineering and product development
• Finance and credit control
• Lead regular operational and commercial reviews to ensure alignment between market demand, operational capacity, and delivery performance.
• Support engineering teams in evaluating product modifications, engineering changes, or technical improvements required for projects.

8. Leadership & Team Development

• Lead geographically distributed teams across site operations, sales administration, and contract management.
• Develop strong operational leadership at site level by coaching and mentoring regional managers.
• Create a culture of collaboration, accountability, and operational excellence.
• Ensure clear roles, responsibilities, and performance expectations are established across teams.
• Support talent development through training, succession planning, and leadership development initiatives

• Able to work 2 Saturdays per month; In months with 5 Saturdays, attendance on 3 half day Saturdays is required
• At least a Bachelor’s degree in Engineering (Mechanical or Civil), , Operations Management, or related fields. A Master’s degree (MBA or equivalent) is considered an advantage.
• Additional certifications in operations management, supply chain, project management, or Lean / Six Sigma are a plus.
• Minimum 15 years of experience in industrial, engineering, construction, or manufacturing environments.
• At least 5 years in senior leadership roles with multi-site operational responsibilities and a proven track record in leading cross-functional teams.
• Experience working in environments involving on-site production or technical services with complex customer or project-based requirements, handling multiple projects at a time; preferably pan-India.
• Demonstrated experience in sales administration, contract execution, and customer service, ideally in a business-to-business (B2B) and project-driven context.
• Proven ability to bridge commercial and operational functions, translating business needs into effective operational plans.
• Fluent English (spoken and written) is essential
• Strong proficiency in Microsoft Office Suite, particularly Excel.
• Experience with ERP and CRM systems used for contract management, order processing, and operational monitoring.
• Knowledge of data visualization or business intelligence tools (e.g., Power BI) is an advantage.
• Solid understanding of operational processes, including production, quality control, inventory, and logistics coordination.
• Strong capability in forecasting, demand planning, and performance monitoring through KPIs.
• Ability to understand technical, commercial contracts documentation and civil engineering drawings when required.
• Good financial acumen, including analysis of costs, margins, and overall P&L performance.
• Willingness to travel within India when required.
• Strong communication and negotiation skills, able to engage effectively with customers, partners, and internal stakeholders.
• Pragmatic and hands-on leader with strong business acumen and strategic thinking.
• Able to balance strategic planning with operational execution in dynamic environments.
• Strong problem-solving and decision-making capabilities.
• Proven ability to lead, motivate, and develop teams across multiple locations.
• Demonstrates integrity, resilience, and accountability.