Regional Commercial Manager

Role & responsibilities

• Manage customer credit limits, ensuring policy compliance and coordinating dispatch approvals with the sales team.
• Oversee receivables and risk management, including collections follow-up, overdue control, and periodic credit reviews for dealers/distributors to minimize bad debts and achieve DSO targets.
• Enforce strict credit controls pre- and post-dispatch of goods.
• Provide working capital support via channel finance and structured financing, aligned with business growth and customer needs.
• Support credit limit assessment and setting in collaboration with the Manager Credit Control.
• Work with sales to ensure timely collections and resolve receivables-related issues.
• Coordinate with plant/logistics teams for documentation related to receivables and dispatches.
• Conduct periodic reconciliation of major customer accounts for accuracy and transparency.
• Maintain updated customer credit history and prepare regional MIS for management.
• Manage issuance of credit notes for price trends, product incentives, and realizations.
• Ensure custody and collection of Security Deposits and Bank Guarantees.
• Assist internal auditors and provide timely responses during audits.

Preferred candidate profile

• B.Com with MBA/Postgraduate qualification preferred.
• 6 - 10 years of total experience in Sales Commercial roles.
• Strong analytical and financial acumen focused on credit risk management.
• Proficient in credit control, receivables management, and MIS reporting.
• Knowledge of channel financing and working capital solutions.
• Excellent coordination, communication, and stakeholder management skills.
• Ability to work under pressure while maintaining compliance and accuracy.
• Familiarity with Sales Finance and Commercial functions.
• Sound knowledge of GST, VAT, Excise, and Service Tax.
• Experience with SAP and ERP systems.
• Digitally savvy; skilled in using digital finance tools and dashboards.
• Proactive,result-oriented, and comfortable working in cross-functional teams.
• Strong interpersonal skills and customer orientation.