Designation: General Manager Contracts

Department: Commercial/Contracts

Location: Hyderabad Head Office (Frequent travel to client sites is a must)

Preferred Age: 45-50 years

Reporting to : Managing Director

Role & responsibilities

The General Manager Contracts & Business Development shall be responsible for end-to-end

management of techno-commercial bids, tendering, contract negotiations, client relationship

management, and commercial strategy for domestic and international railway projects. The

incumbent shall represent Unirail before clients, government agencies, port authorities, metro

corporations, mining companies, EPC contractors and international railway organizations.

Key Responsibilities:

Tender & Bid Management

• Identify domestic and international tender opportunities.

• Study tender documents in detail.

• Analyze commercial risks and contractual obligations.

• Coordinate with technical, finance, legal and operations teams for preparation of bids.

• Prepare and submit techno-commercial proposals.

• Ensure compliance with tender conditions.

• Develop winning bid strategies.

• Coordinate bid clarification meetings.

Contract Negotiations

• Lead commercial negotiations with clients.

• Negotiate pricing, payment terms, milestones, KPIs, penalties, liquidated damages,

warranties, indemnities and contractual obligations.

• Negotiate scope variations and change orders.

• Represent Unirail during pre-award and post-award discussions.

• Protect the company's commercial interests during negotiations.

Client Relationship Management

• Represent Unirail before major ports, Indian Railways, metro rail corporations, mining

companies,



steel plants, cement companies, power plants, government agencies and

international railway organizations.

• Develop long-term relationships with key decision makers.

• Conduct client presentations.

• Support business development initiatives.

Contract Administration:

• Review contract documents before execution.

• Coordinate execution of agreements.

• Monitor contractual compliance.

• Handle contractual correspondence.

• Manage claims and counterclaims.

• Resolve commercial disputes.

• Coordinate contract amendments.

Commercial Management:

• Prepare commercial offers.

• Develop pricing strategies.

• Carry out cost-benefit analysis.

• Evaluate project profitability.

• Support budgeting and forecasting.

• Monitor commercial risks.

Legal & Risk Management:

• Review EPC, O&M;, service, framework, JV, consortium, NDA, corporate guarantee and

performance guarantee documents.

• Coordinate with legal advisors.

• Identify contractual risks and recommend mitigation measures.

International Business:

• Participate in international tenders.

• Coordinate with overseas partners.

• Handle FIDIC-based contracts.

• Review multilateral funding agency tender conditions.

• Coordinate with foreign clients and consultants.





Strategic Business Development:

• Develop new business opportunities.

• Identify strategic partnerships.

• Support expansion into current markets.

• Conduct competitor analysis.

• Prepare business presentations for management.

Educational Qualification:

Bachelor's Degree in Engineering (Mechanical/Electrical/Civil/Production/Industrial). MBA

preferred. Qualification in Contracts, Arbitration or Law is desirable.

Experience

15–20 years of experience with at least 10 years in contracts, tendering, business development

or commercial management. Experience in railways, metro, ports, mining, EPC or heavy

engineering; international exposure preferred.

Technical Skills:

Tender preparation, contract drafting, commercial negotiations, cost estimation, bid

management, contract administration, FIDIC, Indian Contract Act, arbitration, risk assessment,

project commercial management, MS Office and ERP systems.

Key Competencies:

Negotiation, commercial acumen, strategic thinking, leadership, integrity, analytical ability,

decision-making, communication, presentation, conflict resolution, stakeholder management,

multitasking and result orientation.

Key Performance Indicators:

Bid win rate, value of orders secured, annual order book, timely tender submission, improved

margins, successful negotiations, reduced contractual risks, client satisfaction and timely

contract documentation.

Compensation:

Competitive salary, performance-linked incentives, medical insurance, travel allowance,

mobile reimbursement and annual performance bonus.

📌 General Manager Contracts Commercial-Railways (Telangana)
🏢 Unirail
📍 Telangana