Commercial Controller

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(Tier 1) 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