Zonal Commercial Manager South (Bangalore/Chennai based for Kerala, Tamil Nadu, Karnataka, Andhra Pradesh & Telangana)

Key Functions:

Dealer/Customer Material Servicing and Secondary Logistics Management

- Partnering with Regional Sales team towards achieving the growth trajectory of the company including planning for new warehouses and logistics/infrastructure arrangement in all warehouses in the Region/Zone.
- Regular review and monitoring of the CFAs and Secondary Transportation partners in the region/zone to ensure that material servicing norms of Berger are achieved and warehouse operations norms are fully met. Ensure that the CFA and transporters provide the best of services at optimal cost with complete adherence to Bergers commercial and financial policies.
- Ensuring that Dealers material servicing benchmark achievement index is upwards of 90%.
- The material servicing benchmark to be monitored and reviewed critically every month for further improvements.
- Strictly adhere to Companys Stock management policies at warehouses and RDCs and ensure that companys working capital in terms of stock holding is in optimum state and at the same time ensure that dealers order fill rate is not less than 95%.
- Monitor and lead the admin and commercial team including the CFA teams in tasks like Random Stock Taking, Surprise Audit of Stocks, Damage liquidation, Material Return from Dealers to ensure that all checks and control systems are working accurately and there are no process gaps or violations in the warehouse operations.
- Lead the implementation and updation to current system and technology for enhancement in efficiency and control in warehouse operations like Vertical Racking, ASRC, WMS, Robotics,



Vehicle Tracking, E- Auction and E Procurement.

Credit and Accounts Receivable Controls

- Ensure that Dealers Schemes and Incentives are uploaded accurately and timely in the Dealers Ledgers.
- Timely and Correct Accounting of Sales Incentive and Marketing Expenses.
- Correct and timely opening of new dealer with right credentials like GST, PAN, Credit days, Credit Limits.
- Ensure that payments from Debtors are received on time and AR cycle is reduced to the max extent possible.
- Reconcile and resolve queries related to account statement of any dealer in the region.
- Ensure that product pricing and profitability is monitored and analysed on regular basis.
- Implement newer concepts like Channel Financing, Online payment, Online Debtor Credential Validation among others.
- Monitoring and review of overdue receivables on monthly basis and reduce the OD as % to sales over time.

Cost, Financial and Statutory Control Areas

- Negotiation with vendors and procuring/getting services at the best possible rates.
- Onboarding new vendors and thereby increasing competitiveness and extracting further cost reduction ~ use modern and new technologies to drive this.
- Doing zero based budgeting, forecasting of overhead and capital expense and regular monitoring of actual versus budget variance analysis.




- Extract maximum credit from Vendors without compromising on quality/delivery timeline.
- Timely and correct accounting of expenses and liabilities to help publish correct financials early every month/quarter.
- Maintain uniform system of payment and accounting and bring in efficiency and superior control in vendor payment system and accounts payables.
- Introduce modern financial tools for enhancing accounts receivables management like Online Bill Discounting, Expense tool, Online Hotel booking, Vehicle Tracking system for all warehouse related expenses.

Taxation and Statutory Compliances

- Ensuring GST, Income Tax, and other regulatory compliance in the states/regions. Help the dealer network and sales team comply with the latest tax rules. Keep the team updated with latest taxation rules/regulations/procedures to ensure that there is no non-compliance on tax related matters.
- Ensure and enable full and complete compliance to fire safety, labour, municipal and any other commercial or local rules and regulations applicable to the warehouses/offices in the states/region.

Team Management

- Must have leadership abilities to lead a large team consisting of senior executives, managers and Off-role employees of four different regions.
- Must have good interpersonal relationship management skills as will have to co-ordinate, engage and align with senior level regional sales managers and senior managers of Sales/Supply Chain/Manufacturing/Finance/IT/Legal and other functions.
- Must possess good analytical, communication and presentation skills.

Note:: This role will have extensive travel across south

📌 Zonal Commercial Manager - South (Bengaluru)
🏢 berger paints
📍 Bengaluru