Closing Head - Luxury Commercial Real estate

F.A. Builders Developers; Mumbai; Vor Ort; INR 6.000.000 - 10.000.000; Vollzeit

Zusammenfassung

Roswalt Realtys in Mumbai seeks a senior Closing Head Commercial to lead and close high-value commercial real estate transactions for the Khar project, owning revenue and guiding the Closing department from strategy to final closure.

The role requires a verifiable track record of personally leading 100 Crore+ deals, strong governance understanding, executive presence, and exceptional negotiation and leadership capabilities to engage CXOs, promoters and institutional investors.

Qualifikationen

• Must have verifiable track record of personally leading 100 Crore+ commercial transactions with named deals and buyers.
• Strong understanding of corporate governance and procurement processes.
• Excellent negotiation, leadership and deal-closure capabilities with CXO-level stakeholders.

Aufgaben

• Head the Closing Commercial department, set structure, deal-desk cadence, team mandates and review discipline.
• Own revenue number for the Khar project and deliver quarterly/annual signed-booking value.
• Mentor Closing Managers, Documentation Executives and Deal-Desk Coordinators.
• Present deal pipeline health and forecast to leadership on a regular cadence.
• Manage external advisors such as lawyers, bankers and due-diligence firms.
• Lead complex commercial transactions with corporate buyers, institutional investors and HNIs.
• Coordinate buy-vs-lease analysis and investment economics for institutional buyers.
• Ensure governance, approvals, and due-diligence across legal, finance and technical teams.
• Maintain live negotiation pipeline with timing and value estimates.

Kenntnisse

Negotiation

Executive leadership

Deal closing

CXO engagement

Governance knowledge

Team mentoring

Jobbeschreibung

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.

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 strong 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

Area / Knowledge

What the Candidate Must Know

Why It Matters

1. 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

1. 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

1. 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

1. 4 Outgoings, Maintenance & Property Tax

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

Required to defend net yield numbers against buyer scrutiny

1. 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

1. 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

1. 7 Corporate Procurement Processes

RFP, tender, board approval, committee review processes

Realistic timeline setting and milestone management for institutional buyers

1. 8 Board Approval Cycles

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

Shapes payment schedule and agreement timing for listed-company buyers

1. 9 Family Office SPV & Trust Structures

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

Shapes due diligence timelines and buyer-side legal processes

1. 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

1. 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

1. 12 MahaRERA Compliance

Project registration, disclosures, amendment process, quarterly compliance

Frequently probed by institutional buyers’ advisors; shapes buyer confidence

1. 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

1. 14 Payment Structures & Escrow

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

Shapes negotiation flexibility and commercial safeguards

1. 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

1. 1 Qualified lead hand-off from Sourcing