JOB DESCRIPTION - Manager / Head - Sales Accounts
Location: Pune (Head Office)
Department: Finance & Accounts
Reporting To: CFO / President
Employment Type: Full-Time
About the Role
Kan Biosys Pvt. Ltd. is seeking an experienced and dynamic Manager / Head - Sales Accounts to lead the Sales Accounting function. The role requires a highly capable professional who can independently manage the complete sales accounting lifecycle, from order processing to collection and recovery, while ensuring strong financial controls, compliance, profitability, and process excellence.
The ideal candidate will have extensive experience managing high-volume sales transactions, dealer networks, receivables, SAP-based operations, and commercial accounting within manufacturing, Agri-input, FMCG, pharmaceutical, or related industries.
Key Responsibilities
1. Sales Accounting & Commercial Operations
End-to-End Operations: Lead end-to-end sales accounting operations for domestic and export business.

- Order Processing: Manage order processing through billing, collections, and recovery.
- Commercial Accounting: Ensure accurate accounting of invoices, discounts, schemes, rebates, debit notes, credit notes, and sales returns.
- Revenue Recognition: Monitor revenue recognition and ensure compliance with accounting standards.
- Cross-Functional Coordination: Coordinate with Sales, Commercial, Logistics, Dispatch, and Finance teams.

2. Accounts Receivable & Credit Control
Receivables Management: Oversee receivables management and collection strategies.

- Ageing & Limits: Monitor customer ageing, outstanding balances, and credit limits.
- DSO Reduction: Drive reduction of DSO (Days Sales Outstanding).
- Reconciliations: Ensure timely customer ledger reconciliations and dispute resolution.
- Financial Instruments: Manage bill discounting and factoring operations.

3. Process Audit & Financial Controls
Cycle Audits: Conduct periodic audits of the complete sales-to-recovery cycle.

- Revenue Protection: Strengthen internal controls and eliminate revenue leakage.
- SOP Compliance: Ensure compliance with defined SOPs and approval mechanisms.
- Audit Support: Support statutory, internal, tax, GST, and cost audits.

4. SAP & ERP Management
SAP SD Leadership: Independently manage SAP SD operations and integration with finance processes.

- Master Data & Billing Controls: Maintain customer master records and billing controls.
- Analytics & Reporting: Generate MIS reports and business analytics through SAP.
- Module Integration: Work closely with SAP FI, SD, and WM modules to optimize processes.

5. MIS & Business Analytics
Core Reporting: Prepare Daily Sales Reports, Collection Dashboards, Outstanding Reports, and Profitability Analysis.

- Financial Parameters: Track EBITDA-related commercial parameters and billing performance.
- Performance Analysis: Analyze dealer-wise, product-wise, and region-wise sales performance.
- Leadership Support: Provide actionable business insights to senior management.

6. Team Leadership
Team Development: Lead and develop a team of Accounts professionals.

- Performance Tracking: Define KPIs, monitor performance, and build process ownership.
- Capability & Collaboration: Drive capability development and cross-functional collaboration.

Candidate Profile
Educational Qualification
MBA (Finance) / M. Com / CMA

- CA preferred but not mandatory
- Additional SAP certification will be an advantage

Experience
10 to 15 years of overall experience in Finance & Accounts.

- Minimum 5 years in Sales Accounting or Commercial Accounting leadership role.
- Experience handling sales turnover of 200 Crore or Higher.
- Experience managing dealer/distributor networks of 1,000+ customers.
- Exposure to manufacturing, agrochemical, biotech, FMCG, pharmaceutical, fertilizer, or process industries is preferred.

Technical Skills
Strong hands-on experience in SAP SD

- Knowledge of SAP WM and SAP FI integration
- Accounts Receivable Management
- Revenue Recognition
- GST Compliance & E-Invoicing
- Credit Management
- MIS Reporting
- Advanced Excel
- Bill Discounting & Factoring

Leadership Competencies
Strong commercial acumen

- Strategic thinking and analytical capability
- Team management and stakeholder engagement
- Excellent communication and negotiation skills
- High integrity and process orientation

Preferred Criteria

- Age: 37-40 years
- Stability: Stable employment history
- Proximity: Candidate residing within 10 km radius of Pune Head Office preferred
- Education Origin: Preference for candidates educated in Pune
- Domain Context:



Experience handling rural dealer networks and retail sales ecosystems will be an added advantage

Preferred Certifications (Mandatory / Highly Preferred)
SAP SD (Sales & Distribution) Certification

- SAP FI (Financial Accounting) Certification
- SAP S/4 HANA Certification
- GST Practitioner Certification
- Advanced Financial Modelling Certification
- Microsoft Excel Expert Certification
- Power BI Certification
- Six Sigma Green Belt
- Internal Auditor Certification

Note: The role requires robust SAP expertise, commercial accounting leadership, GST compliance, and process control capabilities. SAP certifications and finance qualifications will be strong differentiators for screening.

KEY PERFORMANCE INDICATORS (KPIs) & ACCOUNTABILITY
The incumbent will be accountable for achieving agreed business and financial KPIs, reviewed monthly with the CFO / President and escalated to management wherever corrective intervention is required.
KPIKey MeasurementTarget / AccountabilityDSO Days Sales OutstandingAverage receivable days against approved credit termsMaintain within approved business target and drive continuous reductionOverdue Receivables %Overdue receivables • Total Trade Receivables 100Maintain within management-approved threshold; continuous reduction of overdue exposureCollection Efficiency %Actual collections • Due collections 100 95% monthly, or as approved by managementBilling Accuracy %Error-free invoices • Total invoices 100 99.5%Billing TATOrder release to accurate invoice generationWithin defined SLA / same working day wherever documentation is completeCustomer / Dealer DisputesOpen commercial/accounting disputes and ageingReduce open disputes continuously; critical disputes to be escalated within defined SLADispute Resolution TATAverage time taken to close customer disputesRoutine disputes within 7 working days; critical cases escalated immediatelyCredit Note AgeingPending credit notes by ageing bucket100% review monthly; old/unresolved credit notes to be escalatedCredit Note AccuracyValidated credit notes • Total credit notes100% supported by approved documentation and authorizationCustomer ReconciliationCustomer ledgers reconciled and confirmed100% of key/high-value customers periodically reconciledCredit Limit ComplianceSales transactions within approved customer credit limits100% compliance unless specifically approved by authorized managementRevenue LeakageUnauthorized discounts, pricing errors, incorrect schemes, billing lossesZero tolerance for unauthorized revenue leakageGST / E-Invoice ComplianceCorrect and timely statutory transaction processing100% complianceMIS Accuracy & TimelinessAccuracy and submission of daily/monthly MIS100% on agreed reporting timelinesAudit ClosureClosure of internal/statutory/tax audit observationsWithin agreed management timelinesTeam ProductivityKPI achievement and process adherence of Sales Accounts team100% individual/team KPI review monthlyKPI Mechanism

- Daily monitoring of collections, billing, overdue receivables and critical disputes.
- Weekly review of collection position, overdue customers, credit exposure and unresolved disputes.
- Monthly performance review with CFO / President covering DSO, collections, ageing, billing accuracy, disputes, credit notes, profitability and control exceptions.
- Immediate escalation of material financial exposure, significant overdue accounts, unauthorized credit exposure or suspected revenue leakage.

AUTHORITY MATRIX & DECISION RIGHTS
The incumbent will operate within the Company's approved Delegation of Authority (DoA), credit policy, commercial policy and financial controls.
A. The Incumbent Can Independently Approve / Control
Subject to approved Company policies and DoA:
Routine sales accounting transactions and billing controls.

1. Customer ledger reconciliations and accounting adjustments within approved limits.
2. Release of routine billing transactions where all commercial and statutory requirements are fulfilled.
3. Operational follow-up and recovery actions for outstanding receivables.
4. Allocation and reconciliation of customer receipts.
5. Closure of routine accounting/commercial disputes within approved authority.
6. Periodic customer/dealer reconciliation and confirmation.
7. Sales Accounts team work allocation,



process monitoring and operational approvals.
8. Routine MIS and management reporting.
9. Process controls relating to SAP SD/FI transactions within the approved framework.

B. The Incumbent Can Recommend to CFO / President
New customer credit limits and revisions to existing credit limits.

1. Temporary credit-limit extensions or exceptional credit exposure.
2. Order blocking / release for customers exceeding approved credit limits.
3. Write-off or settlement of doubtful / disputed receivables.
4. Exceptional discounts, rebates, schemes or commercial adjustments.
5. High-value credit notes / debit notes outside routine authorization.
6. Settlement of long-pending customer disputes.
7. Legal / recovery action against chronic or high-risk customers.
8. Changes to commercial accounting policies, SOPs or control mechanisms.
9. Process improvements and SAP enhancements affecting Sales Accounts.
10. Manpower requirements, organization structure and succession planning within Sales Accounts.

C. Mandatory Escalation to CFO / President / Management
The incumbent shall immediately escalate:
Material overdue receivables or significant deterioration in customer credit quality.

- Sales/orders exceeding approved credit limits.
- Significant unauthorized discounts or commercial commitments.
- Suspected revenue leakage, fraud or control failure.
- Material billing errors or revenue recognition concerns.
- Significant customer disputes affecting collections or business continuity.
- Large or unusual credit/debit notes.
- Significant audit observations or statutory compliance risks.
- Repeated process deviations by Sales / Commercial / Supply Chain teams.
- Any matter having a material impact on cash flow, profitability, working capital or financial controls.

Important: No authority granted under this JD shall override the Company's approved Delegation of Authority, financial policy, credit policy or statutory requirements.
CROSS-FUNCTIONAL BUSINESS GOVERNANCE
The Head Sales Accounts & Commercial Finance will function as a key business partner to Sales, Finance, Supply Chain and Management and will ensure that commercial decisions are supported by accurate financial information and appropriate controls.
1. Sales Head
The incumbent will work closely with the Sales Head to:
Review customer/dealer outstanding and collection performance.

- Monitor credit limits and customer exposure.
- Identify high-risk and overdue customers.
- Review sales schemes, discounts, rebates and commercial claims.
- Resolve customer billing and accounting disputes.
- Provide dealer-wise, region-wise and product-wise financial analysis.
- Ensure sales growth does not compromise credit discipline or cash realization.

2. CFO / President
The incumbent will provide the CFO / President with:
Daily collection and outstanding position.

- DSO and overdue analysis.
- Weekly cash collection forecast.
- Monthly receivables and working-capital dashboard.
- Customer credit-risk analysis.
- Revenue leakage and control exception reports.
- Sales profitability and commercial-performance analysis.
- Significant dispute, credit-note and recovery status.
- Recommendations requiring management approval.

3. Supply Chain / Logistics
The incumbent will coordinate with Supply Chain and Logistics to ensure:
Billing is aligned with dispatch and documentation.

- Dispatches are not released contrary to approved credit controls.
- Sales returns are properly documented and accounted for.
- Delivery-related disputes affecting collections are resolved promptly.
- Order-to-cash cycle is monitored end-to-end.

4. Commercial Team
The incumbent will work jointly with Commercial to control:
Pricing and approved commercial terms.

- Dealer schemes and rebates.
- Credit/debit notes.
- Sales returns.
- Customer claims.
- Commercial documentation.
- Revenue leakage and margin-impacting transactions.

5. Senior Management / Management Review
The incumbent will participate in periodic management reviews and present:
Sales-to-collection performance.

- DSO and working-capital position.
- Overdue ageing.
- Collection efficiency.
- Major customer exposures.
- Billing and dispute trends.
- Credit-note ageing.
- Commercial leakage/control exceptions.
- Key risks and corrective actions.
- Forward-looking collection and cash-flow outlook.

Expectation
The role is expected to operate not merely as a transaction-processing/accounting function but as a commercial finance control and business-partnering function, ensuring that sales growth is supported by healthy collections, disciplined credit management, accurate revenue accounting, strong internal controls and sustainable working-capital management.

📌 Manager / Head Sales Accounts (Pune)
🏢 Kan Biosys
📍 Pune