ROLE OVERVIEW

The Closing Head Commercial will lead and close commercial real estate transactions for Roswalt Realtys luxury commercial project at Khar, driving high-value deals from first negotiation to final closure. The role owns the revenue number for the project and leads the Closing department from strategy to transaction execution.

We are looking for a senior commercial real estate leader with a verifiable track record of personally leading 100 Crore+ commercial transactions, strong understanding of corporate governance and procurement processes, exceptional personality and executive presence, confidence to engage with CXOs, promoters and institutional investors, and strong negotiation, team leadership and complex deal-closing capabilities.

KEY EXPECTATION

Verifiable track record of PERSONALLY LEADING 100 Crore+ commercial transactions able to name specific deals, buyer profiles, transaction values and the candidates own role on each is a non-negotiable requirement for this role. References will be checked on at least two named transactions pre-offer.

3. KEY RESPONSIBILITIES

3.1 Department Leadership & Revenue Delivery

Head the Closing Commercial department and set its structure, deal-desk cadence, team mandates and review discipline.

Own the revenue number for the Khar commercial project commit to and deliver quarterly / annual signed-booking value.

Mentor and build the capability of Closing Managers, Documentation Executives and Deal-Desk Coordinators.

Present deal pipeline health, probability-weighted forecast, win-loss analysis and competitive intelligence to the Principal Sourcing & Closing on a weekly / monthly cadence.

Manage and evaluate external advisors: transaction lawyers, bankers, panel architects, due-diligence firms.

3.2 Complex Commercial Transaction Leadership

Personally lead complex commercial transactions with corporate buyers, institutional investors, family offices and HNIs.

Understand the buyers business requirements, space requirements, capital budget and purchase objective.

— Conduct professional project presentations and site visits for business owners, investors and corporate buyers.

— Position the Khar commercial proposition on location, connectivity, building specifications, parking, possession and payment terms.

— Lead 100 Crore+ transactions personally from first meeting to signed agreement, protecting Roswalt’s commercial interests at every stage.

3.3 Deal Structuring, Pricing & Negotiation

— Drive deal structuring, pricing and commercial terms — payment schedules, milestone-linked tranches, escrow arrangements, GST timing, agreement timing.

— Manage price negotiations and value defence — defend our rate without relying on discounts as the primary closing strategy.

— Handle objections from CFOs, promoters, founders, investors and their professional advisers (CAs, lawyers, bankers).

— Negotiate complex transaction terms — earn-outs, lease-back arrangements, parking entitlements, floor premiums, agreement timing.

— Walk away from deals where margin or terms drop below acceptable — principled stance on value, documented in deal-desk review.

3.4 Buy-vs-Lease Positioning & Investment Economics

— Prepare and defend comparative buy-versus-lease analysis using verified inputs — capital value, lease rental, security deposit, outgoings, net yield.

— Prepare investment-return illustrations for institutional investors and family offices — gross yield, net yield, 5-year rental appreciation, exit cap rate, IRR.

— Apply strong knowledge of commercial real estate norms, corporate policies, leasing structures, portfolio valuation and investment economics.

— Position our Khar proposition credibly against BKC, Lower Parel and Andheri alternatives on a full-cost, full-value basis.

3.5 Corporate Governance, Due Diligence & Closure

— Apply solid understanding of corporate governance, procurement processes, approval hierarchies and corporate transaction policies on every institutional buyer deal.

— Coordinate due diligence — title verification, document discovery, approval status, MahaRERA compliance — with Legal, Technical, Approvals and Finance teams.

— Manage booking documentation, allotment letters, agreements and registration coordination through to signed closure.

— Coordinate with Legal, Finance, Technical, CRM and Registration teams through the full closure process.

— Maintain a live negotiation pipeline with closure probability, expected value, next action and realistic timeline per deal.

3.6 Pipeline Discipline, MIS & Deal-Desk Reviews

— Run the weekly deal-desk review covering every live deal — stage, probability, expected value, next action, risk flags.

— Maintain project-wise closure MIS covering pipeline value, conversion ratios, average ticket, average closure cycle and brokerage disbursed.

— Track visit-to-negotiation and negotiation-to-booking conversion ratios across every channel; drive corrective action.

— Share lead-quality feedback with the Sourcing Head to refine the sourcing filter and improve downstream conversion.

3.7 Internal & External Coordination

— Partner with the Sourcing Head on qualified lead hand-offs, buyer context briefings and conversion feedback.

— Coordinate with Legal on agreement drafting, buyer-side objection responses and documentation discipline.

— Coordinate with Finance on payment schedules, GST timing, escrow coordination and bank-guarantee handling.

— Coordinate with the Approvals and Technical teams on buyer due diligence queries, project specification walk-throughs and OC-related representations.

— Represent Roswalt Realty professionally in every CXO, promoter,



family office and institutional buyer interaction.

4. TRANSACTION & MARKET KNOWLEDGE REQUIRED

The candidate must know each of the following thoroughly, including how it shapes buyer negotiations and closure discipline.

Area / Knowledge

What the Candidate Must Know

Why It Matters

1 Bandra-Khar-BKC Capital Values

Current capital value bands by project, floor plate, floor premium, parking rate

Core credibility in every CFO / promoter / investor pricing conversation

2 Commercial Lease Rentals

Current market rents in Khar / BKC / Lower Parel, escalation norms, lock-in periods

Essential for buy-vs-lease framing and yield positioning for investors

3 Security Deposits & Lease Terms

Deposit norms, lease tenure, escalation (fixed vs CPI-linked), exit clauses

Shapes the economic case for institutional / corporate investor buyers

4 Outgoings, Maintenance & Property Tax

Typical outgoings per sq ft, maintenance structures, property tax calculation

Required to defend net yield numbers against buyer scrutiny

5 Buy-vs-Lease Analysis

5-year / 9-year cash flow modelling, NPV comparison, break-even analysis

Core objection handling for CFO buyers evaluating buy vs BKC lease

6 Investment Yield Economics

Gross yield, net yield, 5-year rental appreciation, exit cap rate, IRR, equity multiple

Positions our project credibly to institutional and family office investors

7 Corporate Procurement Processes

RFP, tender, board approval, committee review, approval hierarchy at listed companies

Realistic timeline setting and milestone management for institutional buyers

8 Board Approval Cycles

Board calendar at listed companies, committee reviews, procurement sign-offs

Shapes payment schedule and agreement timing for listed-company buyers

9 Family Office SPV & Trust Structures

SPV formation, trust structures, KYC requirements, investment committee approvals

Shapes due diligence timelines and buyer-side legal processes

10 GST on Commercial Sales

GST rate, input credit, timing of liability, impact on effective rate

Prevents late-stage objections; shapes full-cost conversation with buyer

11 Stamp Duty & Registration

Stamp duty rates, registration mechanics, timing implications for commercial transactions

Essential for full-cost framing and buyer document hand-off coordination

12 MahaRERA Compliance

Project registration, disclosures, amendment process, quarterly compliance

Frequently probed by institutional buyers’ advisors; shapes buyer confidence

13 Development Agreement & Title

DA structure, title verification norms, 7/12 extract, property card, DP remarks

Essential for buyer due diligence coordination and legal hand-off

14 Payment Structures & Escrow

Milestone-linked tranches, escrow arrangements, bank guarantees, letters of credit

Shapes negotiation flexibility and commercial safeguards

15 Launch Pricing & Incentive Dynamics

Pre-launch, launch and post-launch pricing dynamics; incentive structures across buyer segments

Shapes closure strategy aligned with the business plan and inventory release

5. DEAL CLOSURE LIFECYCLE OWNED BY THE ROLE

The role is accountable end to end, across every stage below.

1 Qualified lead hand-off from Sourcing — buyer profile, intent, decision-maker, budget, timeline, procurement process.

2 Discovery meeting with the buyer — business requirements, space needs, capital budget, decision cycle, purchase objective.

3 Site visit & product presentation — professional walkthrough, specifications, buyer segment-specific positioning (CFO / promoter / investor).

4 Buy-vs-lease / yield analysis delivery — 5-year / 9-year cash flow, NPV, IRR, net yield, exit cap rate illustrations.

5 Price negotiation & commercial terms — value defence, levers (payment schedule, parking, floor premium), objection handling.

6 Due diligence & documentation — title, approvals, MahaRERA, DA review coordination with Legal, Technical, Approvals, Finance.

7 Agreement, booking amount & registration — signed agreement, allotment letter, booking tranche, stamp duty, registration.

8 Handover coordination & buyer relationship continuity — milestone tracking, buyer updates, reference activation for future referrals.

6. QUALIFICATIONS & EXPERIENCE

6.1 Essential

— Graduate (any discipline) with 8–10 years of hands-on commercial real estate closures / investment sales / institutional brokerage experience in Mumbai.

— Verifiable track record of PERSONALLY leading 100 Crore+ commercial transactions — able to name specific deals, buyer profiles, transaction values and own role.

— Thorough working knowledge of commercial real estate norms, corporate policies, leasing structures, portfolio valuation and investment economics.

— Experience with JLL, CBRE, Colliers, Cushman, Knight Frank, Savills or a leading commercial developer at Director / AVP / VP / DGM level.

— Experience of leading a closing team in a reputed developer or institutional brokerage firm.

6.2 Preferred

— MBA (Finance / Marketing / Real Estate / Business Management) from a reputed institute.

— RICS, MRICS or peer international property credentials.

— Prior experience closing 100 Cr+ transactions in Bandra-Khar-BKC, Lower Parel or peer Grade-A micro-markets.





— Experience with portfolio-scale institutional investor transactions, REIT deals or family office SPV structures.

— Prior experience leading transaction documentation and legal coordination at scale.

7. IMPORTANT SKILL SETS REQUIRED

These are the non-negotiable skill sets for this role. Candidates must demonstrate them with specific transaction examples.

Skill Set

What It Means in Practice

1 Complex Commercial Closures

Personally leading 100 Cr+ deals from first meeting to signed agreement

2 Deal Structuring & Pricing

Payment schedules, milestone tranches, escrow, GST timing, agreement structure

3 CXO / Promoter / Investor Negotiation

Credible, numerate conversations with CFO, Founder, Family Office, Institutional PM

4 Corporate Governance & Procurement

Navigating RFP, tender, board approval, committee review processes

5 Buy-vs-Lease & Yield Math

Full-command cash flow, NPV, IRR, net yield, cap rate illustrations

6 Value Defence (not discount-led)

Defending our rate via payment, parking, floor premium, timing levers

7 Due Diligence Coordination

Driving Legal, Finance, Technical, Approvals coordination on buyer DD requests

8 Documentation & Closure Discipline

Agreement review, booking documentation, allotment letters, registration

9 Pipeline MIS & Deal-Desk Discipline

Probability-weighted pipeline, conversion ratios, win-loss analysis

10 Team Leadership

Running a department, delegating by deal / segment, building capability

11 Executive Presence & Communication

Personality, grooming, articulation suited to CXO and institutional interactions

8. TECHNICAL & BEHAVIOURAL COMPETENCIES

Technical Competencies

- Reading and negotiating commercial deal documents — SPAs, Development Agreements, Allotment Letters, PAAAs
- Interpreting corporate governance and procurement policies at listed and private companies
- Structuring complex payment schedules, escrow, milestone-linked tranches and bank guarantees
- Working knowledge of CRM, deal-desk pipelines and probability-weighted revenue forecasting
- Buy-vs-lease modelling, 5-year cash flow, NPV, IRR, exit cap rate on command
- MahaRERA compliance, GST, stamp duty, registration mechanics for commercial transactions

Behavioural Competencies

- Exceptional personality, executive presence and powerful communication skills
- Confidence to lead CXO, promoter, institutional investor and family office negotiations
- Strong negotiation, objection handling, follow-up and closure discipline
- Ability to defend value without discounting as the primary closing strategy
- Clear communication in English, Hindi and Marathi
- Ability to lead a team and manage several complex deals in parallel
- Calm under pressure, principled stance in difficult commercial negotiations

9. BUYER, PARTNER & STAKEHOLDER NETWORK

The candidate must have strong, established working relationships across the ecosystem below.

Partner / Stakeholder

Nature of Interface

Corporate CFOs, CEOs & Founders

Buy-side negotiations, procurement coordination, board-approval timelines

Family Office Decision Makers & Investment Committees

UHNI investor closures, SPV structures, trust-level approvals

Institutional Investor Portfolio Managers & REIT Teams

Portfolio-scale commercial purchase conversations, long-cycle deals

IPC Investment Sales Advisors (JLL, CBRE, Colliers)

Buyer-side advisors on institutional transactions

Chartered Accountants, Tax Advisors & Investment Consultants

Buyer-side professional advisors; trusted-advisor positioning

Buyer-Side Transaction Lawyers

Agreement negotiations, due diligence coordination, closure discipline

Internal Sourcing Head & Team

Qualified lead hand-off, buyer context, lead-quality feedback

Internal Legal Team

Agreement drafting, buyer-side objection responses, documentation

Internal Finance Team

Payment schedules, GST timing, escrow coordination, bank guarantees

Internal CRM, Technical & Approvals Teams

Buyer onboarding, DD queries, specification walk-throughs, OC representation

External Law Firms, Bankers & Panel Advisors

Transaction structuring, buyer-side legal coordination, market intelligence

10. KEY RESULT AREAS (KRAs)

KRA

How It Will Be Measured

1 Revenue delivery

Signed-booking value delivered against quarterly / annual target

2 Pipeline health

Probability-weighted pipeline value, stage distribution, forecast accuracy

3 Average ticket size

Mix of 20 Cr+, 50 Cr+ and 100 Cr+ transactions vs plan

4 Win-rate

Visit-to-booking conversion ratio across channels and buyer segments

5 Value defence

Realised rate vs list rate; discount-level discipline

6 Closure timeline

Average time from lead to signed agreement; stage-wise cycle time

7 Team performance

Closing Manager productivity, capability building, retention

8 Compliance & documentation

Zero documentation or regulatory lapses; audit-ready closure files

11. REPORTING & OTHER DETAILS

— Reporting line: Directly to the Principal — Sourcing & Closing (Commercial).

— Direct reports: All members of the Closing — Commercial department (Closing Managers, Documentation Executives, Deal-Desk Coordinators).

— Compensation: Commensurate with experience and industry standards; fixed + variable + closure incentive structure. Not a constraint for the right candidate.

— Travel: Frequent local travel to buyer offices, boardroom briefings, family office meetings, legal counsel coordination and the Khar site across the Bandra-Khar-BKC catchment.

MANAGEMENT DISCRETION

This job description is indicative and not exhaustive. The Management retains the discretion to modify the roles, responsibilities and reporting structure of this position in line with business requirements. Any such change shall be communicated in writing by the HR Department.

📌 Closing Head - Luxury Commercial Real estate (Mumbai)
🏢 F.A. Builders Developers
📍 Mumbai