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.
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