Purpose/Objective

The Lead – Commercials will be responsible for end-to-end commercial management for the UUV / NSG business, covering bid commercials, pricing and costing, contract management, negotiations, risk assessment, and commercial governance.

The role will work closely with Business Development, Program Management, Engineering, Finance, Supply Chain, Legal, and Contracts teams to ensure commercially competitive and compliant proposals for defence and government opportunities.

Key Responsibilities of Role

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Bidding & Commercial Proposals - Lead the commercial aspects of RFI, RFP, RFQ and tender responses for defence opportunities.

- Prepare and review commercial proposals, pricing sheets, cost models and business cases.
- Ensure commercial submissions comply with customer requirements, internal policies and approval frameworks.
- Coordinate with cross-functional teams for timely submission of techno-commercial proposals.

2.

Pricing & Costing - Develop detailed product and project costing models covering material, manufacturing, engineering, manpower, logistics, warranty and lifecycle costs.

- Drive pricing strategy considering cost competitiveness, margins, market dynamics and customer requirements.
- Conduct sensitivity, profitability and scenario analysis for major opportunities.
- Support Make/Buy and indigenous versus imported component commercial evaluations.

3.

Contract Management & Negotiation - Review commercial terms and conditions of customer contracts, tenders, purchase orders and agreements.

- Lead commercial negotiations with customers and partners.
- Evaluate key contractual provisions including payment terms, milestones, liquidated damages,



performance guarantees, warranties, taxes and delivery obligations.
- Identify commercial and contractual risks and coordinate appropriate mitigation strategies.

4.

Defence & Government Business - Support commercial activities for defence procurement opportunities involving government agencies, armed forces and institutional customers.

- Maintain solid understanding of government tendering and defence procurement processes.
- Coordinate documentation required for commercial evaluation, negotiations and contract finalisation.

5.

Program Commercial Management - Monitor project revenue, costs, margins, billing milestones and collections.

- Track commercial performance against approved business cases.
- Support change-order management, claims, amendments and contract variations.
- Identify potential cost overruns or margin risks and initiate corrective actions.

6.

Internal Stakeholder Management - Work closely with Business Development, Engineering, Program Management, SCM, Finance, Legal and Operations.

- Drive internal commercial approvals for bids and contracts.
- Prepare commercial summaries and decision-support presentations for senior management.

Technical Competencies

Qualifications and Experience

- Education: B.

E.

/B.

Tech or equivalent technical qualification preferred.

MBA/PGDM in Finance, Marketing, Operations or related discipline would be an advantage.

- Experience: 10–15 years of relevant experience in Commercial, Contracts, Pricing, Bid Management or Business Finance.
- Preference for candidates from Defence, Aerospace, Naval Systems, Shipbuilding, Marine Systems, UAV/UUV, Electronics or other complex engineering businesses.
- Experience handling large government/defence tenders and complex techno-commercial proposals preferred.

Lead - Commercials - UUV & NSG

📌 Lead - Commercials - UUV & NSG (New Delhi)
🏢 Adani Group
📍 New Delhi