Job Description

The Head Commercial & Business Control is an executive leader responsible for the Sales Estimation, Commercial Contracts, Purchasing, timely invoicing and collections for the company, across the different Strategic Business Units. This position works in close coordination with Head Business Development & Sales Intel and the Head of Operations and is accountable for the company's performance in increasing tender winnings, ensuring smooth execution of purchasing processes to support the efficient execution of projects and ensuring invoices are raised and accounts receivables are collected on time. This position is empowered to lay down robust processes, policies for governance and establish a structured and high-performing team.

Experience

15-20 years of experience in commercial roles, with at least 5-7 years in a senior leadership capacity

Prior experience in ship repair, refit, or marine EPC industry is mandatory

Sales, Estimation & Tendering (Lead to Bid)

Lead and mentor a cross-functional team of 5 direct employees and 4 subject matter experts from operations for PAN India Naval, Coast Guard, and Merchant ship tender estimations.

Coordinate with business heads and MD to shortlist viable leads and ensure timely information collection for accurate bottom-up costing.

Train, develop, and deploy "Inspect/Examine-Report officers" (mechanical/electrical/electronic) for precise assessment of job scope, site conditions, WBS, and risks for blank sheet estimations.

Liaise with the Purchasing team to develop vendor relationships and obtain precise BQs (Bill of Quantities) for materials.

Ensure accuracy in bid pricing to maximize L1 wins.

Commercial Coordination (Bid to Order to Kick-Off)

Post-award, develop and document vendor/OEM strategies in collaboration with the Purchasing team to drive cost savings.

Organize and lead "Commercial Strategy Review Meetings" to align pricing strategies and minimize customer discounts during PNC or reverse auctions.

Participate in customer discussions to secure favourable commercial outcomes.

Ensure timely receipt of Purchase Orders/Work Orders and coordinate with Budget & MIS Head to finalize project budgets before Kick-Off.

Purchasing, Inventory & Supply Chain

Supervise the Central Procurement Team (7 employees) to ensure timely and cost-effective purchasing.

Oversee implementation of a robust inventory, logistics, and supply chain framework to ensure site-wise timely material availability and optimized cash flow.

Monitor PR/PO accuracy in ZOHO ERP, led by HOD Procurement.

Drive structured Vendor Development initiatives and maintain continuous engagement with suppliers, OEMs, and outsourcing partners.

Invoicing & Accounts Receivable

Lead a 2-member team in coordination with operations and PMs to gather work completion documents and raise invoices on time.

Monitor receivables and proactively follow up with customers and government departments for timely collections.

Sales, Profitability & P&L Accountability

Accountable for achieving project-wise sales and profit contribution targets, ensuring alignment with division G&A budgets.

Deliver cost savings through effective procurement, logistics, and inventory control strategies.

Customer & Employee Engagement

Cultivate and maintain strategic relationships with customers and vendors.

Plan routine site visits, business development events, and sales promotion activities.

Job Types: Full-time, Permanent

Pay: ₹3,500,000.00 - ₹3,800,000.00 per year

Experience:

Commercials: 10 years (Required) Ship Repair Inds.: 10 years (Required)
Location:

Mumbai, Maharashtra (Required)
Work Location: In person