Regional Commercial Manager

1. Job Description: Manager Commercial (Regional)

Job Requirements Education

• CA

Relevant Experience

• 3-4 years in Operational Commercial

Behavioural Skills

• Persuasion
• Decision making
• Analytical mind-set
• Leadership
• Stakeholder management
• Accountability Knowledge

• Commercial Knowledge
• Retail Industry understanding

KRAs

1. Discuss Annual Operating Plan with Sales / Retail Team
2. Create store and regional expenditure projection based on inputs from HR / Admin Team and Sales / Retail Team
3. Submit projections to Divisional Commercial within agreed timelines

• Budget sheet
• Adherence to timelines

Commercial: Business Plan Review: Variance Analysis

1. Analyze cost variance on monthly basis
2. Prepare and publish monthly Store Profitability Report in coordination with Retail / Sales Team

• Cost Control
• Performance Tracking
• Deviations from projections
• Adherence to timelines

Commercial: Payables / Receivables: Debtor Management

1. Partner with Retail / Sales Team in Debtors management
2. Ensure 100% balance confirmation from all business associates

• Debtors Ageing Report
• Risk Mitigation
• Working Capital Management
• Adherence to timelines
• Balance Confirmation

Commercial: Payables / Receivables: Accounts Payable Management

1. Process all employee claims within SLA period: employee and store petty cash expenses reimbursement including availing GST benefits wherever applicable
2. Process all vendor bills within SLA period
3. Approve processing of all franchisee claims within SLA period

• Claim monitoring, processing and payment
• Adherence to SLA

Commercial: Working Capital Management: Regional fund management (inclusive of revenue reconciliation)

1. Reconcile FIT with treasury team on a monthly basis
2. Coordinate with store and corporate treasury for reviewing and clearance of open line items
3. Provide daily fund requirement to treasury team

• Working Capital Management
• Reconciliation Report
• Number of open items
• Outstanding credits
• Idle funds

Commercial: Business Support: Compliance

1. Ensure all SOPs and laid down policies are followed by team
2. Take proper approvals as per Schedule of authority (SOA) in case of exceptions
3. Liaison with various departments (external and internal) to obtain required permissions for store operations and regional offices
4. Ensure compliance with various statutory laws and regulations

• Avoid process deviations and legal disputes
• Deviations from adherence
• Adherence to timelines
• Number of litigations and audit observations

Commercial: Business Support: Tax Assessment

1. Review forms and details before submission to tax department
2. Coordinate with tax department for pending assessments and statutory forms
3. Coordinate with consultant for submission of VAT audit certification

• Various reports related to tax
• Adherence to statutory requirements

Commercial: Business Support: GL Review

1. Initiate monthly review of region related General Ledgers
2. Monitor and resolve long pending items/issues highlighted after GL review

• GL wise ageing analysis
• Resolution of long pending items/ issues

Commercial: Business Support: Training and Development

1. Supervise and execute quarterly refreshment trainings to Sales / Retail Team related to current SOPs and latest policies
2. Supervise and execute statutory and commercial training to store staff, Associates and Vendors

• Avoid process deviations and legal disputes
• Adherence to timeline
• Number of trainings conducted

Commercial: Business Support: Business Associate and Store engagement

1. Work with Retail / Sales Team to improve SLA on claim processing
2. Meet business associates, document observations and redress issues periodically

• Governance in retail operations
• Number of pending issues

Commercial: Business Support: Policy Creation and Process Improvement

1. Configure channel wise and customer wise Terms of Trade (ToT) for business associates by coordinating with Divisional Commercial Team
2. Crosscheck if initial billing is as per configured Terms of Trade (ToT)

• Risk Mitigation
• Business Transaction Enablement
• Adherence to timeline
• Zero Revenue Leakage

Commercial: Business Support: Month End Book Closing and MIS Management

1. Ensure preparation of month end provisions including submission of various MIS to Regional Commercial Head
2. Ensure reversal of undelivered goods and accounting of all the credits
3. Ensure reversal of earlier provisions and fresh provisions for all pay-outs and overheads

• Reports related to pay-out and overheads
• Bank reconciliation report
• Debtors ageing report
• Accuracy in provisions
• Adherence to timelines