Manager Finance - Commercial

Reporting To: CFO
Function: Commercial Finance
Qualification: CA CMA MBA Finance preferred

ROLE PURPOSE

Lead the commercial function for the Distribution, General Trade and Export business, with end-to-end responsibility for pricing, margins, collections, credit control, customer reconciliation, export commercial activities and audit support. The role will partner closely with Sales and Finance to drive profitable growth, working-capital efficiency and strong commercial governance.

KEY RESPONSIBILITIES

1. Pricing & Commercial Management

• Own customer/channel-wise pricing, discounts, schemes and trade terms.
• Monitor SKU/customer-wise margins and identify margin leakage.
• Ensure pricing approvals, controls and system implementation.
• Review commercial deviations and ensure appropriate approvals.

1. Collections & Credit Control

• Drive customer collections and monitor DSO, ageing and overdue receivables.
• Set and monitor customer credit limits and payment terms.
• Work closely with Sales to resolve overdue accounts and improve cash conversion.
• Escalate high-risk chronic overdue customers to management.

1. Customer Reconciliation

• Ensure regular reconciliation of customer accounts and statements.
• Resolve differences relating to invoices, payments, credit/debit notes, schemes, returns and claims.
• Ensure timely closure of long-pending reconciliation items.

1. Export Commercials

• Manage commercial aspects of export orders including pricing, customer terms, payment terms and margins.
• Monitor export receivables, advance payments and overdue collections.
• Ensure proper documentation and commercial compliance for export transactions.
• Monitor export claims, credit notes, freight and other commercial costs.

1. Schemes, Claims & Commercial Controls

• Review and validate distributor/customer schemes, incentives and claims.
• Establish controls to minimise revenue and margin leakage.
• Ensure adherence to approved commercial policies and Delegation of Authority.
• Develop and strengthen commercial SOPs and controls.

1. Audit & Compliance Support

• Coordinate commercial requirements for Internal Audit, Statutory Audit and other reviews.
• Provide reconciliations, schedules and supporting documents to auditors.
• Track and ensure timely closure of audit observations.
• Maintain strong documentation and audit trails for commercial transactions.

1. MIS & Business Analytics

• Prepare and review MIS covering sales, margins, pricing, collections, DSO, ageing, credit limits, claims, schemes, exports and customer profitability.
• Provide actionable commercial insights to CFO Business Head.
• Identify opportunities for improvement in profitability and working capital.

KEY KPIs

Timely billing, Credit control, Pricing Compliance, Collection Efficiency/ DSO, Customer Reconciliation, Credit Limit Compliance, Export Receivables, timely closure of Customer Claims