Commercial Manager

ROLE OBJECTIVE

To independently manage commercial operations covering sales commercial, distributor/dealer claims, credit control, receivables, pricing, GST compliance, inventory and logistics commercial activities, while ensuring strong financial controls and smooth support to the sales function.

KEY RESPONSIBILITIES

• Manage end-to-end sales commercial operations including invoicing, pricing, discounts, debit/credit notes and commercial approvals.
• Monitor customer credit limits, outstanding, ageing and overdue receivables.
• Coordinate with Sales teams for timely collections and control of credit exposure.
• Verify and settle dealer/distributor schemes, incentives, discounts, price differences and other claims.
• Ensure correct implementation of approved trade schemes and commercial policies.
• Handle distributor/dealer account reconciliation and resolve commercial differences.
• Ensure compliance with GST, e-invoicing, e-way bills and applicable statutory requirements.
• Monitor stock transfers, transit inventory, shortages, damages and inventory-related claims.
• Verify freight, transporter and logistics bills, including POD-related issues and claims.
• Coordinate with Supply Chain, Warehouse, Sales, Accounts and Finance teams for smooth order-to-collection operations.
• Maintain control over price masters, customer masters, credit limits and discount structures in ERP.
• Support internal/statutory audits and ensure proper commercial documentation.
• Prepare regular MIS on sales, outstanding, ageing, claims, credit exposure, inventory and commercial exceptions.
• Identify opportunities to reduce overdue receivables, claim leakages and commercial losses.
• Lead and develop the commercial team with clear controls and accountability.

CANDIDATE PROFILE

• 812 years of relevant Commercial experience.
• Strong preference for candidates from Home Appliances / White Goods / Consumer Durables / Manufacturing.
• Strong understanding of General Trade distributor/dealer commercial operations.
• Hands-on experience in credit control, receivables, claims and scheme management.
• Good knowledge of GST, e-invoicing, e-way bills and commercial documentation.
• Experience handling high-volume distributor/dealer transactions.
• Strong working knowledge of SAP/ERP and Advanced Excel.
• Strong analytical, commercial negotiation and problem-solving skills.
• Ability to work closely with Sales while maintaining strong financial and commercial controls.