Sr. Manager - Commercial (Sales & Marketing)

Job Purpose:

To lead and drive commercial excellence by managing pricing strategies, scheme administration, sales analytics, budget control, and order book monitoring, ensuring alignment with organizational goals, safeguarding commercial discipline, and supporting sustained business growth through effective decision-making and stakeholder collaboration.

Principle Accountabilities with Perspectives:

Responsibilities & Expectations

Safety

Ensure all commercial processes comply with company safety policies and promote a safe work environment for self and team.

Financial

Develop and execute pricing strategies and schemes that maximize profitability; manage budgets with strict cost controls; prevent revenue leakages.

Customer

Ensure pricing and scheme offerings enhance customer satisfaction and market competitiveness; timely order fulfillment aligning with customer expectations.

Process

Implement robust pricing and scheme administration processes; maintain accurate data for analytics and reporting; enforce compliance with internal and external policies.

People

Lead, mentor, and develop the commercial team; foster cross-functional collaboration with Sales, Finance, Supply Chain, and other departments.

Key Responsibilities:

1. Pricing & Scheme Management

• Formulate and implement dynamic pricing strategies aligned with business goals and evolving market conditions.
• Monitor competitor pricing trends and market intelligence to recommend proactive adjustments.
• Design, evaluate, and administer trade and non-trade schemes ensuring profitability and competitiveness.
• Ensure accuracy, transparency, and compliance in scheme disbursements through internal audits and controls.

2. Sales Analytics & Reporting

• Track sales performance across regions, products, and customer segments through detailed data analysis.
• Deliver timely, actionable insights and reports (dashboards, MIS) to Sales & Marketing leadership.
• Perform variance analysis comparing actual sales versus budgets/forecasts and propose corrective actions.

3. Budget & Cost Control

• Prepare and monitor the annual commercial budget for the Sales & Marketing department.
• Enforce budgetary compliance, highlighting variances and recommending corrective measures.
• Lead cost optimization initiatives without impacting business growth or market competitiveness.

4. Order Book & Non-Trade Price Management

• Manage order book execution to ensure alignment with sales forecasts and timely delivery.
• Implement stringent controls on non-trade pricing to mitigate revenue leakage.
• Collaborate with sales and supply chain teams to optimize order allocation and inventory fulfillment.

5. Stakeholder Management & Compliance

• Collaborate closely with cross-functional teams Sales, Finance, Supply Chain to enhance commercial effectiveness.
• Ensure compliance with statutory laws, internal policies, and audit requirements.
• Support senior leadership with accurate, data-driven commercial insights for strategic decisions.

Key Performance Indicators (KPIs):

• Achievement of targeted pricing margins and scheme profitability.
• Accuracy and timeliness of sales analytics and MIS reporting.
• Budget adherence and variance minimization.
• Order book fulfillment rates and revenue leakage reduction.
• Compliance audit results and process adherence.
• Team development and cross-functional collaboration effectiveness.

Major Challenges:

• Balancing competitive pricing with profitability in dynamic market conditions.
• Preventing revenue leakage through effective scheme and non-trade price management.
• Aligning cross-functional stakeholders towards commercial goals.
• Managing large data sets for insightful analytics and timely reporting.
• Adapting quickly to market disruptions and regulatory changes.

Interactions:

• Internal: Sales Teams, Marketing, Finance, Supply Chain, Legal, Audit, Senior Leadership.
• External: Customers, Competitors (market intelligence), Regulatory Bodies.

Geographical Scope

Regional (Udaipur/Rajasthan) with interface across other zones as required.

Systems & Tools

ERP (SAP/Oracle/MS Dynamics), BI tools, Advanced Excel.

Skills and Knowledge:

• Strong expertise in pricing strategy formulation and scheme management.
• Proficient in sales analytics, MIS reporting, and budget management.
• Advanced knowledge of ERP systems (SAP/Oracle/MS Dynamics) and Business Intelligence tools.
• Exceptional analytical skills with a data-driven decision-making approach.
• Excellent communication and stakeholder management skills.
• Strong leadership capability to mentor and motivate teams.
• Deep understanding of commercial, financial, and market dynamics, preferably in manufacturing, cement, or FMCG sectors.
• Ability to work under pressure and manage multiple priorities efficiently. 

Qualifications & Experience

• CA / MBA (Finance/Marketing) or equivalent professional qualification.
• 10–15 years of experience in commercial/finance/sales operations roles, preferably in manufacturing or cement/FMCG sectors.
• Strong expertise in pricing, schemes, analytics, and budget control.
• Advanced proficiency in MS Excel, ERP systems (SAP/Oracle/MS dynamics), and BI tools.