Posted 1 month ago

Position Details

Position: Commercial Head
Designation: General Manager (GM) / Senior General Manager (SGM)
Department: Commercial
Location: Dhalbhumgarh
Reporting To: Executive Director / Chief Financial Officer (CFO) / Managing Director (MD)

Position Summary

We are seeking a seasoned and strategic Commercial Head to lead the organization’s end-to-end commercial operations for its integrated steel manufacturing facilities. The role is responsible for driving procurement excellence, contract management, logistics, inventory optimization, vendor development, and commercial governance while ensuring uninterrupted availability of raw materials, engineering spares, consumables, and services essential for plant operations.

The incumbent will play a pivotal role in strengthening the supply chain, optimizing procurement costs, improving working capital, enhancing operational efficiency, and building long-term strategic supplier partnerships to support the organization’s growth and profitability.

Key Responsibilities

1. Commercial Strategy & Leadership

  • Develop and implement the organization’s commercial strategy in alignment with business objectives.
  • Lead and manage Procurement, Contracts, Stores, Logistics, Supply Chain, and Commercial functions.
  • Establish robust commercial policies, governance frameworks, and internal controls.
  • Drive continuous improvement initiatives to enhance operational efficiency and reduce procurement costs.
  • Provide commercial support for plant expansion, modernization, and capital investment projects.

2. Strategic Procurement

  • Ensure timely procurement of raw materials, engineering spares, consumables, project materials, capital equipment, and services required for uninterrupted plant operations.
  • Lead strategic sourcing of key materials, including:
    • Iron Ore
    • Coal
    • Dolomite
    • Limestone
    • Quartz
    • Manganese Ore
    • Ferro Alloys
    • Graphite Electrodes
    • Refractories
    • Chemicals
    • Oils & Lubricants
    • Industrial Gases and other critical consumables
  • Develop alternate sourcing strategies to ensure supply continuity, competitive pricing, and risk mitigation.
  • Monitor commodity markets and procurement trends to support informed purchasing decisions.

3. Vendor Development & Contract Management

  • Identify, evaluate, qualify, and develop strategic suppliers and service providers.
  • Lead commercial negotiations for pricing, payment terms, delivery schedules, and long-term agreements.
  • Manage Purchase Orders (POs), Work Orders (WOs), Annual Rate Contracts (ARCs), and Service Agreements.
  • Ensure contractual compliance while minimizing commercial and legal risks.
  • Evaluate vendor performance and implement supplier development initiatives.

4. Logistics & Supply Chain Management

  • Oversee inbound logistics for raw materials and outbound logistics for finished products.
  • Coordinate with transporters, railways, ports, freight forwarding agencies, and logistics partners.
  • Optimize freight costs, transportation efficiency, and supply chain performance.
  • Ensure timely material movement to support uninterrupted manufacturing operations.

5. Inventory & Stores Management

  • Maintain optimum inventory levels while minimizing excess stock and carrying costs.
  • Monitor inventory turnover, stock ageing, slow-moving, obsolete, and non-moving materials.
  • Improve warehouse operations, material handling processes, and inventory accuracy.
  • Implement inventory optimization initiatives to improve working capital efficiency.

6. Cost Optimization & Commercial Excellence

  • Drive procurement savings through strategic sourcing, value engineering, and commercial negotiations.
  • Identify opportunities for cost reduction without compromising quality or operational reliability.
  • Improve procurement turnaround time and overall commercial productivity.
  • Support working capital optimization through effective procurement planning and inventory management.

7. Cross-Functional Collaboration

  • Partner closely with Production, Maintenance, Projects, Finance, Quality, HR, and Plant Leadership teams.
  • Ensure timely availability of materials for production, maintenance shutdowns, and project execution.
  • Support cross-functional initiatives to improve operational performance and business outcomes.

8. Compliance, Governance & Risk Management

  • Ensure adherence to procurement policies, statutory regulations, corporate governance standards, and audit requirements.
  • Promote ethical sourcing practices and robust internal controls.
  • Identify, assess, and mitigate commercial, contractual, and supply chain risks.
  • Ensure compliance with all legal and regulatory requirements related to procurement and commercial operations.

9. Digital Transformation & MIS

  • Drive SAP-enabled procurement and commercial processes to improve efficiency and transparency.
  • Develop and monitor dashboards and MIS reports for procurement, inventory, logistics, and commercial performance.
  • Lead digital transformation, process automation, and continuous improvement initiatives.
  • Present commercial performance reports, strategic insights, and cost optimization initiatives to senior management and promoters.

Key Performance Indicators (KPIs)

  • Procurement cost savings
  • Material availability for uninterrupted production
  • Purchase Order turnaround time
  • Inventory turnover ratio
  • Vendor performance and supplier reliability
  • Logistics cost per metric ton
  • On-time delivery performance
  • Contract compliance
  • Procurement cycle time
  • Procurement budget adherence
  • Working capital optimization
  • Commercial audit compliance
  • SAP adoption and digital process automation
  • Warehouse efficiency and inventory accuracy

Financial Responsibilities

  • Annual procurement and sourcing budget
  • Capital and operational procurement management
  • Contract value management
  • Inventory valuation and control
  • Cost reduction and value engineering initiatives
  • Vendor payment planning in coordination with the Finance department
  • Commercial budgeting and expenditure monitoring

Decision-Making Authority

  • Strategic supplier selection and vendor development
  • Procurement strategy and sourcing decisions
  • Commercial negotiations and contract finalization
  • Approval of purchase and service contracts within delegated authority
  • Inventory optimization and stocking strategies
  • Supply chain planning and logistics decisions
  • Cost optimization initiatives
  • Commercial risk assessment and mitigation

Educational Qualifications

Essential

  • Bachelor’s Degree in Engineering (Mechanical, Electrical, Metallurgical, Industrial, or related discipline) or Commerce.

Preferred

  • MBA/PGDM in Supply Chain Management, Operations Management, Materials Management, Finance, or a related discipline.

Experience

  • 18–25 years of progressive experience in Commercial, Procurement, Supply Chain, Contracts, and Materials Management within the integrated steel industry.
  • Minimum 5–8 years in a senior leadership role managing end-to-end commercial operations.
  • Proven experience in strategic sourcing, contract management, supply chain optimization, and commercial governance for large manufacturing organizations.

Preferred Industry Experience

Candidates with experience in one or more of the following sectors will be preferred:

  • Direct Reduced Iron (DRI) Plants
  • Captive Power Plants (CPP)
  • Ferro Alloy Plants
  • Steel Melt Shops (SMS)
  • Rolling Mills
  • Integrated Steel Manufacturing
  • Mining & Raw Material Procurement
  • Heavy Engineering & Metals Industry

Core Competencies

  • Strategic Procurement & Sourcing
  • Commercial Leadership
  • Supply Chain Management
  • Contract Negotiation & Administration
  • Vendor Development & Relationship Management
  • Inventory & Warehouse Management
  • Logistics & Distribution
  • Cost Optimization & Value Engineering
  • Working Capital Management
  • Risk Management & Commercial Compliance
  • SAP/ERP Systems
  • Digital Transformation
  • Financial Acumen
  • Stakeholder Management
  • Leadership & Team Development
  • Analytical Thinking & Decision-Making

This position is ideal for an accomplished commercial leader with extensive experience in the integrated steel industry, capable of driving procurement excellence, strengthening supply chain resilience, optimizing commercial performance, and supporting the organization’s long-term growth through strategic sourcing, operational efficiency, and strong governance.

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