B.Tech. (Chemical) - NITS, MBA (Finance), LL.B.

Manoj Varma


C/o Rohtang Tunnel Project,

Manali, Himachal Pradesh

Mobile: +91-9418088246



Manager (Contracts and Claims)

EPC ~ Project Management & Control ~ Contract Negotiation and Management, Arbitration and Conciliation~ Project Planning, Scheduling, Budgeting & Site coordination ~ Project Purchases & Vendor Development ~ Expediting and Resource planning ~ Strong ability to draft, analyze, interpret and negotiate complex contract terms; Operation Management including Claim and Change Management; Risk Management; Litigation and Audits


A multitalented seasoned professional, an Engineer from NIT (REC), MBA Finance and Law (LL.B.) graduate with proven track record of 09 years in the field of Project and Contract Management (Pre and Post sales), Business Acquisition (Equipment Sales and Service Contracts) and Project / Operation Management in domestic and International Markets

Currently responsible for successfully managing contracts worth INR 1500 Crore/year with regional and global level recognitions

Major association has been in the field of Power, Sugar, Polymer, Water Treatment, Infra-structure and Construction industry wherein professional engagement and alliance has been with Public and Private Entities



Seeking a challenging Project and Contracts/ Commercial Senior Management position in the business



  • Contract authoring and negotiation
    • Incoterms
  • Contract governance and implementation
    • Pre-sales RFP/RFQ/Tender risk analysis
  • Contract risk analysis and mitigation
    • Cost baseline monitoring
  • Commercial sales and process
    • Account Management & Procurement
  • Legal/Contractual/Commercial audit
    • Corporate litigation
  • 6Sigma/ Hazop Studies/ ISO implementation
    • Claim and Change Management
  • Arbitration and Dispute Resolution
    • Project Planning & Control
  • Procurement System and Procedures
    • EPC Turnkey, FIDIC



Post Graduation

MBA (Finance)




Bachelor of Law (LL.B.) - Professional

CCS Univ



Bachelor of Technology (Chemical Engg.)

NIT/REC Srinagar



Object Oriented Programming



Profile Summary:

ü  Receive, discuss and accept the project hand-off from Sales team, making sure the scope of supply and the contractual terms and conditions are clear. Discuss and accept the target project profitability with team. 

ü  Analyzes contractual requirements, identifies risks and issues, and develops alternatives that lead to the best solution.  

ü  Discuss and negotiate with Engineering Manager the resources required to complete the project within required constraints.

ü  Call and manage internal meetings with project team as required throughout the active life of the project to define initial project schedule, get updates on execution, discuss requests from changes received by customers, discuss any schedule changes and any other relevant issues.  

ü  Focal communication point with customer, including but not limited to: setting expectations at the beginning of the project, schedule, contractual issues, scope of supply. Negotiating schedule with customer to satisfy both their and company’s internal goals. Including travel to customer office or site for meetings, and managing testing activities. 

ü  Acts as the primary contact between the business unit, legal and commercial entities ensuring all statutory and contractual matters are addressed efficiently and promptly.  Work with Finance to trigger customer invoicing.  

ü  Manage supply of external goods and/or services. This includes finding cost-effective solutions compatible with project technical requirements and schedule. Managing the relation with suppliers as required with the help of Purchasing deptt.  

ü  Responsible for driving the project to successful completion, meeting established targets of delivery and project profitability.  

ü  Tracks and reports project status on a periodical basis including:  customer expectations, mandays used by team, material costs, actual project costs vs. budget, monitor receivables and deliverables.

ü  Upon project completion, analyze:  project profitability, revenue, margins, utilization, customer satisfaction. 

ü  Follow all company safety policies and procedures.

ü  Understand basic revenue models, P/L, and cost-to-completion projections.

ü  Demonstrated comprehensive knowledge of general corporate business practices, government and commercial contracting regulations and principles, subcontracting practices, insurance, accounting and finance principles 

ü  Ability to advise and interact with all levels of management

ü  Ability to quickly define problems, collect data, establish facts, draw valid conclusions and develop logical solutions. Ability to interpret an extensive variety of technical instructions and deal with several abstract and concrete variables.



Contract Authoring and Legal Negotiations

  • Authoring, drafting, reviewing, due diligence contracts with views of contractual, commercial and legal risks including complex contracts, MOU’s LOI’s Frame agreements, concession agreements, GCC, SCC, O & M contracts, EPC Turnkey, teaming agreements, amendments, NDA’s including composition of various Joint Ventures, Consortium, Co-operation, Secrecy / Confidential in close sync with legal and sales team
  • Negotiation, acquisition and implementation (legal, contractual, financial, commercial and operational) of CAPEX based contracts from RFP stage
  • Establish and maintain the contractual compliance processes and procedures, identifying non-compliance issues and supporting their resolution along with maintaining a positive business relationship with the client’s legal / contract management and supply chain management team and to foresee process flow for timely replies and assertion of all inquires and documentation
  • Drafting, reviewing and finalizing contracts to manage customer and vendors as per supported supply base under Unified Services Agreements to ensure deliverables against contractual and commercial commitments and “In Contract” performance to ensure business benefit is realized including optimizing of Customer / Vendor / Sub – Contract Agreement for relevant product and services, import / export and antitrust compliance, deeds etc.

Contract Management

  • Create involvement and information exchange to allow suitable contract alignment by preparation of standard contract documentation and business management system related to commercial and contract


  • Facilitate hand over of the Contract from Sales to Delivery / Execution team and implementation of CM process thus acting as a primary contact between project team and / or business unit
  • Monitor commercial and financial KPI’s and develop and follow-up on initiatives for improving margins on the contract in consultation with the customer team / client
  • Participate in strategic and tactical decision making for the key account along with the management team members and cost and contract performance improvement through market benchmarking
  • Responsible for consultation and escalation to senior stakeholders, for contractual, business or CM positioning issues which are not solved satisfactorily by the project team in a timely manner
  • Evaluation of business case including proposal and solution selling strategy and KPI / milestone identification for effective Revenue Recognition
  • Incorporate Contract Management Execution Plan by listing contractual milestones, assumptions, financial boundaries and risks including contract appreciation document
  • Resolve contractual disputes and foster contract development during contract lifecycle
  • Support development of contract database, guidance, tools and templates with support in customer interface, contract reconciliation and contract closure
  • Preparation of project delays, extension of time notice with substantiation of method statements and manuals
  • Assist multiple business units to initiate and conclude business through involvement in pre-sales / post-sales activities by monitoring, managing and / or mitigating legal, contractual and commercial risk and preparation of contract gap analysis for interworking with related functions
  • Bid preparation including preparation of TEFR (Techno-commercial feasibility report), review of estimates, taxes, custom duties, finalization etc., of the project including government contracting practices
  • Pre-sale and post-sales activities for selling products and services to customers e.g., Offer preparation, Compliances for Statement of work with commercial implications, factor sheets, pricing strategy, liaison with OEM partners, freezing contractual and commercial T&C
  • Procuring and maintaining all Insurances, Guarantees and bonds for the Projects

Commercial, Claim and Change Management

  • Contract base Line Management, identification, analysis and Claim and Change Management while organizing and closing Annual / Quarterly / Monthly reconciliation including reward penalty. Maintaining project documentation control centre (DCC)
  • Ongoing Contract and commercial activities for all active contracts so as to protect organizational interest and to insure clarity of implication of business decision by establishing variation and change orders and incorporating them in contracts
  • Prepares and disseminates information regarding contract status, compliance, modifications, etc with improved monetary collection, including cash flow
  • Effectively monitoring all Milestone and Key Performance Indicator (KPI) within the project and to regularly put claim for the achievement of milestone / KPI as well has projecting delay notice and claim for extension of time if any with cost acceleration substantiation


Contractual Risk, Audits, Litigation and Arbitration

  • Initiating and handling contractual and legal audits as per limit of authority and compliance
  • Respond to complex inquiry regarding contract obligation and revisions, identifying and managing contractual risk and issues, suggest alternatives that leads to best solution
  • Initiating and defending corporate litigation for all domestic and global projects
  • Prepare financial scenario for sensitivity analysis for Risk review. Maintaining the demand planning accuracy with views of contract and commercial risks
  • Leading the Legal Governance and Arbitration proceeding for amicable dispute resolution and maintain project definition and effective revenue recognition
  • Litigations pertaining to Summary Suits, Consumer Matters, Writ Petitions, Appeals, Company Petitions, Insurance, Recovery Suits, Execution Proceedings
  • Finalizing all documentation relating to arbitration claim and counter claim, preparation of all applications and petitions in connection with the Arbitral proceedings and related Court proceedings


Account / Project Management, Mentoring and Training

  • Training business teams and stake holders on legal contract and compliance. Manage and coach the team(s) with budget parameters in line with financial, contractual and / or system responsibilities
  • Effectuating pre-planned sales strategies for the accomplishment of performance milestones. Partner/Vendor evaluation and finalization in line with organizational interest
  • Carry out joint Goal setting of direct reportees, conduct their formal appraisals and feedback sessions at least twice a year, identifying their training needs, encourage them to attend development initiatives, participate in mentoring initiatives and implement action plans for improved employee engagement. Managing workload distribution, personnel interview for hiring employees, performance evaluation, career counseling and short / long term strategies
  • Sales and development of international markets (UAE/US/CHINA) for products and services
  • Develops and integrates contract management tools, templates, methods and processes for sales and contract engagement
  • Ensure relevant contract understanding by project team during project execution and facilitate scope and change management
  • Partner / Vendor evaluation and finalization in line with the organizational interest

Project Planning and Control

  • Project scheduling, work break down structure (WBS) and project monitoring through progressive curve and prima vera for all active projects with structuring of contracts
  • Preparation of pre-schedule and post-schedule targets for various projects for improvement of productivity and efficiency
  • Implementing micro level planning with M S Project and implementation
  • Liaison with customer and sub contractors for implementation of various schedules like CIP (coordinated installation plan), schedules, resource cure and progress curves



Date of Birth                :           12th August 1980

Marital Status              :           Married

Languages                   :           Hindi (Native Language) & English (fluent in both)

Passport No.                :           F5150146 (Valid upto Nov. 2015)

Current Location         :           Manali (H.P.)

Expected CTC              :           Negotiable

Reference                     :           Available on request









Date       :                                                                                             (MANOJ VARMA)

Mobile:  +91- 9418088246; E-Mail: