Commercial Controller

Job Description

Overall Roles & Responsibilities As a Commercial Controller, you will play a strategic role within the Finance function & be a business partner to Sales. You will be responsible for driving commercial excellence through robust financial controls, insightful performance analysis, and proactive risk management. This role demands a collaborative mindset, strong interpersonal & communication skills, and the ability to influence cross-functional teams while fostering a culture of innovation and continuous improvement. You will ensure effective implementation of commercial policies / processes, esp. with regards to credit risk management, schemes management, performance / profitability reviews, channel finance activities, along with driving new initiatives, automation & improving efficiency. Commercial Performance & Controls Lead the achievement of key commercial KPIs (DSO, DSOD, Debtors Provision, Leakage) with a focus on data-driven decision-making. Conduct in-depth profitability reviews across regions, branches, and channels; identify variances and drive corrective actions in collaboration with Sales. Develop and institutionalize a customer profitability review framework. Support the Annual Operating Plan (AOP) process for regional and branch-level planning. Design, implement, and regularly update Standard Operating Procedures (SOPs) and commercial policies. Monitor audit findings and ensure timely implementation of corrective measures. Customer Credit Risk Management Ensure adequate credit management process balancing controls with growth objectives. Monitor receivables ageing, analyze payment trends, recovery efforts and proactively identify risk exposures. Aid growth through channel and consumer finance initiatives. Continuously improve collection processes and drive accountability across teams. Scheme Management Overseeing effective implementation of Schemes & Discounts and thereby drive Growth & Profitability Drive standardization in policies and procedures related to scheme operations incl. timely settlements, exception management, tax compliance etc. Review discounts / schemes effectiveness to deliver growth objectives and Develop monitoring system for Spends vs. budget Contribute to the design of sales incentive structures and customer scheme policies. New initiatives Lead the commercial setup for new sales formats, models, and channels, including digital and transformation initiatives. Drive automation, process improvements, and change management to enhance commercial agility and efficiency. Qualifications / Knowledge / Skills Requires CA/ MBA with 10 to 12 years of relevant experience (Prior experience pertaining to credit strategy in FMCG/ FMEG industry preferred) Ability to merge the domain knowledge with business requirement. Strong customer management and risk evaluation experience Stakeholder management