Job Description

General Manager – Contracts | Real Estate

Department: Contracts / Commercial

Location: Pune

Reporting To: VP – Projects / Director

Industry: Real Estate – Residential

Experience: 15–20 + Years in Real Estate / Construction Contracts

Position Overview

We are looking for a strategic, commercially strong, and result-oriented General Manager – Contracts to lead the Contracts and Commercial function of the organization.

The ideal candidate should have strong expertise in BOQ preparation and analysis, tendering, rate analysis, contractor/vendor management, contract negotiation, cost control, billing, variation management, claims, and commercial closure.

The role requires a strong leader who can build and manage a high-performing Contracts team, negotiate effectively with contractors and vendors, protect the company's commercial interests, and ensure cost-effective procurement and contract execution.

KEY RESPONSIBILITIES

1. Contracts & Commercial Leadership

Lead the overall Contracts and Commercial function across multiple real estate projects.
Establish standardized contracts, commercial processes, systems, and controls.
Develop and implement contracts strategies aligned with project budgets and business objectives.
Review major contracts, work orders, agreements, commercial terms, and contractual obligations.
Ensure effective contract administration throughout the project lifecycle.
Provide strategic commercial advice to senior management on major contractual decisions.

2. BOQ & Cost Management

Lead preparation, review, and validation of BOQs for civil, finishing, MEP, and other project requirements.
Review quantities, specifications, rates, and scope of work.
Conduct detailed rate analysis and cost benchmarking.
Identify cost-saving opportunities without compromising quality or project requirements.
Ensure alignment of BOQ, project budgets, drawings, specifications, and actual site requirements.
Monitor project cost against approved budgets and identify potential cost overruns.

3. Tendering & Vendor/Contractor Management

Develop and manage the complete tendering process from enquiry to final award.
Identify and evaluate suitable contractors, subcontractors, suppliers, and vendors.
Prepare tender comparison statements and commercial evaluations.
Conduct pre-qualification and capability assessment of contractors.
Negotiate rates, payment terms, scope, timelines, retention, security deposits, penalties, warranties, and other contractual conditions.
Develop and maintain a strong and reliable contractor/vendor network.
Monitor contractor performance and take corrective action wherever required.

4. Negotiation & Commercial Closure

Lead high-value commercial negotiations with contractors, vendors, consultants, and suppliers.
Negotiate rates, quantities, variations, claims, escalation, payment terms, and final settlements.
Ensure the company's commercial interests are protected in all contractual agreements.
Resolve commercial disputes through effective negotiation and structured escalation.
Drive timely closure of pending commercial issues.
Participate in negotiations for major project packages and strategic contracts.

5. Contract Administration

Review and finalize contracts, work orders, LOIs, amendments, and related commercial documents.
Ensure proper documentation of scope, specifications, rates, milestones, payment terms, and contractual obligations.
Monitor contractual milestones, deliverables, extensions, penalties, and obligations.
Manage contractual variations and change orders.
Review contractor claims and certify commercial validity in coordination with Project and Finance teams.
Ensure timely renewal, closure, and termination of contracts wherever applicable.

6. Billing, Variations & Claims

Oversee contractor billing and certification processes.
Review measurements, RA bills, final bills, and supporting documentation.
Monitor variations against approved BOQ and contract scope.
Evaluate contractor claims and counterclaims.
Ensure proper approval and documentation of deviations and additional works.
Drive timely closure of final accounts and outstanding commercial matters.

7. Cost Optimization

Establish cost-control mechanisms across projects.
Benchmark major construction packages and market rates.
Identify opportunities for value engineering and commercial optimization.
Analyse historical project costs and develop cost databases for future projects.
Monitor material and labour cost trends and their impact on project budgets.
Support management in achieving project cost and profitability objectives.

8. Team Leadership & Development

Lead and mentor the Contracts, Commercial, Quantity Surveying, and related teams.
Define responsibilities, KRAs, KPIs, and performance expectations.
Build a strong second line of leadership within the Contracts function.
Develop team capabilities in negotiation, estimation, contract administration, and commercial management.
Conduct regular performance reviews and provide strategic guidance.
Create a culture of accountability, discipline, transparency, and commercial awareness.

9. Cross-Functional Coordination

Work closely with:

Projects / Engineering
Estimation
Purchase & Stores
Finance & Accounts
Planning
QA/QC
Legal
Design & Architecture
Management

Ensure commercial decisions are aligned with project timelines, technical requirements, budgets, and organizational objectives.

LEADERSHIP COMPETENCIES

The candidate should demonstrate strong:

Strategic & Commercial Thinking
Leadership & Team Building
Negotiation Skills
Decision-Making Ability
Cost Management
Vendor & Contractor Relationship Management
Problem-Solving Skills
Conflict Resolution
Business Acumen
Analytical & Financial Understanding
Communication & Stakeholder Management
Ownership & Accountability
Integrity & Professional Ethics

KEY PERFORMANCE INDICATORS (KPIs)

The GM – Contracts will be evaluated on:

Project cost savings / optimization
BOQ accuracy
Tendering and award timelines
Contract negotiation savings
Contractor/vendor performance
Contract compliance
Variation control
Claims resolution
Final account closure
Budget adherence
Commercial dispute resolution
Timely contract awards
Vendor/contractor network development
Team productivity and capability development

CANDIDATE PROFILE

The ideal candidate should:

Have 15–20+ years of relevant experience in real estate / construction contracts.
Have experience handling large-scale residential and/or commercial projects.
Have strong expertise in BOQ, estimation, rate analysis, tendering, contracts, billing, variations, and claims.
Have extensive experience in contractor/vendor negotiations.
Have managed multiple projects and a sizeable Contracts/Commercial team.
Have strong knowledge of construction market rates and commercial practices.
Have experience dealing with senior management, contractors, consultants, and vendors.
Have demonstrated ability to achieve cost optimization without compromising project quality or timelines.
Strong knowledge of MS Excel and relevant ERP/project management systems is preferred.