Director - Commerical

The Director - Commercial will lead the complete commercial function for Design & Build (Transform by Awfis), with direct ownership of Estimation and Procurement, ensuring accurate and competitive project costing, cost-efficient buying, and protection of project margins from tender to final account while collaborating closely with cross-functional teams.

Responsibilities

A. Commercial Strategy and Leadership

• Own the commercial strategy for Design & Build, covering estimation, procurement, contracts and cost control across all projects and cities.
• Protect and improve project margins through sound pricing, sharp buying and strict cost discipline.
• Partner with the Business Head and Sales to shape bid strategy, pricing decisions and commercial terms for key pursuits.
• Present commercial performance, margin trends, risks and savings to senior leadership on a regular basis.

B. Estimation, Costing and Tendering

• Lead preparation of cost estimates, Bills of Quantities (BOQs) and rate analysis for civil, interiors, MEP, furniture and allied packages.
• Review and sign off all bid pricing, ensuring estimates are complete, competitive and aligned to target margins.
• Build and maintain a live cost database and benchmark rates by city, specification and project type.
• Drive value engineering with Design and Projects teams to meet client budgets without compromising quality.
• Support pre-bid clarifications, client negotiations and commercial closure of new projects.

C. Procurement and Vendor Management

• Lead end-to-end procurement for all Design & Build projects, from sourcing and negotiation to purchase orders and delivery.
• Develop category-wise sourcing strategies and rate contracts for high-value and repeat items.
• Build, empanel and evaluate a strong network of vendors, subcontractors and OEMs across cities, including backup options for critical packages.
• Plan procurement against project timelines so materials reach site on time and lead-time risks are managed early.
• Deliver measurable savings every year through negotiation, consolidation and alternate sourcing.

D. Contract Management and Cost Control

• Oversee subcontract and vendor agreements, making sure terms, scope and payment conditions protect Awfis's interests.
• Track budget versus actual and cost-to-complete for every project, and flag overruns early with corrective action.
• Manage variations, change orders and claims with clients and vendors, and ensure timely closure of final accounts.
• Work with Finance on client billing, vendor payments and project reconciliations.

E. Governance, Systems and Compliance

• Set and enforce procurement and estimation policies, approval limits and standard processes.
• Ensure full transparency, audit readiness and compliance with company policies and applicable laws.
• Drive use of ERP and costing tools for purchase, inventory and cost tracking, with accurate and timely MIS.

F. Team Leadership and Development

• Lead, build and mentor the Estimation and Procurement teams across regions.
• Set clear goals, review performance and build capability for a growing business.
• Create a culture of accountability, integrity and close working with Projects, Design and Sales teams.

Qualifications

• B.E. / B.Tech in Civil, Mechanical or Electrical Engineering, or B.Arch; MBA or a qualification in Quantity Surveying / Construction Management (such as NICMAR or RICS) preferred.

Required Skills

• 15+ years of experience in interior fit-out, Design & Build or commercial construction, with at least 5 years leading estimation and procurement.
• Strong track record of handling large, multi-city project portfolios across civil, interiors, MEP and furniture packages.
• Experience of owning margins and managing significant annual procurement spend.

Preferred Skills

• MBA or a qualification in Quantity Surveying / Construction Management (such as NICMAR or RICS).