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 robust, 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.

📌 GM - Contracts (Pune)
🏢 Saheel Properties
📍 Pune