Sr Mgr - Commercial/Sales Finance - FMCG

Sr Manager - Commercial/Sales Finance

Role: Senior Manager Finance

Reports to: Head Finance

Direct reports: 12

Location: Mumbai

- Background and experience: CA/MBA Finance with 7-8 years of experience in Business Finance, Business partnership, Sales commercial and working in a commercial role with an FMCG background only

- Sales experience is a must

About the Client: Global player in the Consumer goods segment

Key responsibilities:

Business Partnering Role:

- Assist the business head for Trade as a Business Partner

- Update the business performance information on a monthly basis

- Share the same with the distributors to gain understanding on market feedback and build joint understanding/solutions to leverage the sales potential

- Assist in formulating schemes and review the A&P/scheme spends in terms of effectiveness and provide solutions for alternate use

- Work with the business in ensuring timely pricing corrections and validate requests for the business customers to ensure that they are in line with the plan

- Work with the planning team in finalizing the planning process throughout the year

- Partner with the business to design and implement strong policies, processes and internal controls for the commercial and financial activities of trade to promote strong business discipline and compliance

- Monitor business performance (revenue/profit/overhead/utilization/pipeline & other KPIs), investigate variances and provide analysis of differences with focus on improving performance

- Own the planning and budgeting process and provide accurate forecasts aligned to strategic plans

- Act as a commercial auditor, undertake regular audits and work on deep dive requests from the business unit leaders and report findings

- Generate strong incisive management analysis reports which would provide insights to all stakeholders

Commercial Role:

- Develop a commercial system for the business by formulating a robust credit policy wherein all the credit limits are periodically reviewed, credit holds are released to facilitate invoicing

- Credit notes are released after due approval and formulate a credit note processing policy

- Build processes which facilitate smooth invoicing

- Build and develop a robust secondary sales tracking mechanism by expanding the distributor software to more distributors and linking the same to the organization incentive plans

- Build a regional structure across regions to support the growth and efficiency

- Build on Monthly reconciliation ledgers of distributors and key accounts and drive effectively closure on outstanding if any

- Develop Approval matrix for regional structure to facilitate expeditious settlement of claims

Market & Field Interaction

Ensure 1 market visit per month including retailers and stockists

- Ensure participation in all cycle meetings w.r.t. the Business finance agenda ensuring a minimum of 3 visits to depots per year

- Ensure Distributors audits are done periodically and a report discussed with the BU head (Alignment of distributor audits to be done with the BU Head alongwith defining the scope, discuss/report the findings to augment the process)

- New business initiative for Ex Markets. Understanding business dynamics and assist in formulating a business plan for growth

If this opportunity interests you, please write to me with your CV at apandey@antal.com and I will get in touch with you for a detailed discussion.