Associate General Manager - Commercial Contract

Associate General Manager - Commercial Contract

Responsibilities

He will lead the end-to-end commercial function for a large-scale coal trading business, ensuring seamless execution of domestic and international coal transactions. The role is responsible for contract management, Letter of Credit (LC) operations, trade finance, documentation, commercial risk management, customer and supplier settlements, statutory compliance, shipment execution, MIS reporting, and process automation. The incumbent will play a critical role in safeguarding commercial interests, , mitigating contractual and financial risks, and driving operational excellence across the coal value chain.

1. Commercial Strategy & Business Governance

• Lead the commercial operations function for domestic and international coal trading businesses.
• Develop commercial strategies aligned with organizational growth objectives and market dynamics.
• Ensure adherence to corporate policies, regulatory requirements, and internal control frameworks.

2. Contract Management & Commercial Risk

• Lead drafting, review, negotiation, and execution of coal procurement and sales contracts.
• Evaluate and approve contract terms relating to pricing, quantity, quality specifications, payment terms, delivery conditions, penalties, and force majeure provisions.
• Identify commercial, contractual, legal, and operational risks and recommend mitigation measures.
• Ensure compliance with Incoterms, international trade regulations, and corporate contracting standards.
• Manage contract deviations, amendments, claims, disputes, arbitration matters, and contract closures.
• Coordinate with Legal, Marketing, Operations, and Finance teams for contract governance and compliance.

3. Letter of Credit (LC) & Trade Finance Management

• Oversee opening, amendment, negotiation, and closure of Domestic and International Letters of Credit.
• Ensure timely receipt of customer LCs and issuance of supplier LCs as per contractual requirements.
• Review LC clauses for compliance with UCP 600, ISBP guidelines, banking regulations, and contractual obligations.
• Drive LC discounting, bill negotiation, collection arrangements, and trade finance optimization.
• Liaise with banks for LC confirmation, discounting, acceptance, reimbursement, and settlement processes.
• Monitor bank guarantees, performance guarantees, standby LCs, and other trade finance instruments.
• Manage discrepancies in shipping and banking documents to ensure timely realization of funds.

Documentation & Shipment Execution

• Ensure preparation, verification, and control of all trade-related documentation.
• Ensure timely document presentation for payment realization and shipment release.

Receivables, Collections & Working Capital Management

• Drive collection of customer receivables within agreed credit terms.
• Monitor exposure limits, debtor aging, credit utilization, and overdue accounts.
• Ensure timely collection of cargo value, premiums, penalties, interest charges, and logistics-related recoveries.
• Strengthening commercial controls to prevent revenue leakage and financial exposure.
• Build and maintain strong relationships with customers, suppliers, banks, and strategic stakeholders.
• Drive service excellence and enhance customer satisfaction.
• Lead and manage cross-functional commercial teams. 
• Develop high-performance culture through coaching, mentoring, and capability development.

Others :

Key Stakeholders Internal:

• Marketing
• Operations
• Finance and accounting
• Legal
• Logistics
• Customs

Key Stakeholders External:

• ·Customers
• Suppliers/ Vendors
• External Agencies (Government, Banking, Agents, etc.)
• Third party service providers

Qualifications

Educational Qualification

• Bachelor’s degree in commerce, Engineering, Supply Chain, Logistics, Finance, or related discipline.
• MBA / PGDM (Finance, Operations, International Business) preferred.
• Additional certifications in Trade Finance, International Trade, Commercial Management, or Contract Management will be preferred.

Experience

• 10-15 years of experience in Coal Trading, Commodities Trading, Mining, Energy, Metals, or Bulk Cargo industries.
• Proven experience in managing large-value domestic and international trading transactions.
• Extensive exposure to commercial operations, contract management, LC operations, trade finance, documentation, logistics, and regulatory compliance.
• Experience handling multiple stakeholders including customers, suppliers, banks, legal teams, shipping lines, customs authorities, and government agencies.