POSITION PURPOSE
The Techno-Commercial Executive will serve as the critical interface between engineering rigor and commercial acumen within the organisation's steel and metals business. The incumbent will be responsible for translating technical product specifications and process requirements into commercially viable propositions — spanning procurement of raw materials, customer and supplier negotiations, contract management, and market intelligence. The role demands an individual who can converse fluently with metallurgists on the shop floor and equally so with commercial counterparts on pricing, terms, and deal structures.
POSITION REQUIREMENTS
Education
B.E. / B.Tech in Metallurgy, Mechanical Engineering, Mining Engineering, or Materials Science (mandatory).
MBA / PGDM desirable.
Experience
4–5 years of experience in steel industry operations, with mandatory exposure to plant / shop floor environments. Candidates from trading or pure commercial backgrounds without plant-site experience will not be considered.
SKILL/COMPETENCIES REQUIREMENTS
- Demonstrable understanding of steel manufacturing routes: Blast Furnace – Basic Oxygen Furnace (BF-BOF), Electric Arc Furnace (EAF), and DRI / sponge iron-based steelmaking.
- Hands-on experience managing commercial negotiations on either the buy-side (raw material procurement) or the sell-side (finished product sales) — not necessarily both. Candidates are expected to have depth in one function rather than superficial exposure across both.
- Proficiency in MS Office — advanced Excel (cost modelling, data analysis, MIS) and PowerPoint (ability to independently prepare well-structured decks for stakeholder reviews, bank meetings, management presentations, and investor discussions); familiarity with SAP SD/MM or equivalent ERP modules.
NETWORK
WITHIN THE ORGANIZATION
OUTSIDE THE ORGANIZATION
- Shareholders
- Business and function heads
- Finance and accounting team
- Compliance and legal team
- Advisors
- Legal firms and Lawyers
- Banks
- Income Tax department
- External M&A agencies and consultants
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AREA
KEY ACTIVITIES
1
Technical Evaluation & Support
- Evaluate and validate technical specifications for steel products (HRC, CRC, TMT bars, wire rods, billets, slabs, plates, structural sections) against customer requirements and applicable standards (IS, ASTM, EN, JIS, DIN).
- Assess raw material inputs — iron ore, coking coal, scrap, DRI/sponge iron, ferroalloys — for quality parameters, grade compliance, and process suitability.
- Liaise with production, quality assurance, and R&D teams to resolve technical queries arising in commercial negotiations and order fulfilment.
- Prepare and review technical offer documents, material test certificates (MTCs), deviation requests, and technical compliance matrices.
- Support development of new steel grades or product variants in alignment with emerging customer or market requirements.
2
Commercial Negotiations & Deal Management
- Lead or support negotiations with customers, raw material suppliers, and service providers on pricing, payment terms, delivery schedules, and quality warranties.
- Manage end-to-end tender and RFQ processes — preparation of bids, techno-commercial offers, and post-bid clarifications.
- Structure and review commercial contracts, including supply agreements, tolling arrangements, and long-term supply-and-offtake deals; escalate legal or risk concerns appropriately.
- Conduct cost analysis, margin computations, and price benchmarking to support commercial decision-making and management approvals.
- Manage customer relationships at the technical-commercial interface; handle escalations and dispute resolution on quality, specification, or pricing matters.
3
Market Intelligence & Commodity Management
- Monitor commodity price movements relevant to the steel value chain: LME, SHFE, spot iron ore indices (IODEX / Platts 62%), coking coal benchmarks, domestic steel price notifications.
- Track global and domestic demand-supply dynamics for steel and metals; prepare periodic market reports for commercial and leadership teams.
- Analyze competitor product offerings, pricing strategies, and market positioning to inform go-to-market decisions.
- Build and maintain a database of approved vendor / customer profiles, pricing history, and contractual terms.
4
Procurement Coordination & Supply Chain Linkage
- Coordinate with the procurement and logistics teams to ensure technical specifications are accurately communicated in purchase orders and dispatch plans.
- Evaluate supplier capability, develop new sources for critical raw materials, and maintain continuity of supply.
- Support import/export documentation requirements for international raw material procurement or steel exports, including Letter of Credit (LC) terms, Incoterms application, and customs coordination.
- Track order status, delivery performance, and invoice reconciliation for key accounts and critical materials.
5
Reporting & Cross-Functional Coordination
- Prepare MIS reports covering order book position, realization per ton, raw material cost trends, and margin analysis.
- Support annual budgeting and quarterly forecasting for sales volumes, product mix, and raw material pricing assumptions.
- Coordinate with finance on receivables management, credit limit assessment, and payment follow-ups with customers.
COMPETENCY PROFILE
Technical Competencies
Behavioral Competencies
Steel product & process knowledge
Commercial negotiation & persuasion
Raw material evaluation (ore, coal, scrap, ferroalloys)
Analytical thinking & structured problem-solving
Commodity pricing & market analysis
Cross-functional collaboration
Contract structuring & commercial terms
Attention to detail & accuracy under pressure
Cost analysis & margin management
Stakeholder management – internal & external
ERP / SAP (SD & MM modules)
Adaptability in a dynamic commodity environment