Responsible for collating of commercial KPIs, pricing recommendation and analysis, strengthening commercial and financial controls, proposing commercial policies, updating credit limits and credit days, monitoring that it is adhered to, commercial review of all Bus, and assisting the Commercial Controller in discharge of his role.
Role and Responsibility
1. Pre and post evaluation of schemes / discounts.
2. Proposing the products that we sell to CC and analysing the same.
3. Recommending the pricing for each product and its analysis
4. Collating and analysing of:
i. Commercial KPIs ii. Ageing of debtors iii. Damages and claims
1. Deep analysis of prices and discounts; both previous months and future months.
2. Analyzing market trend to recommend pricing for all the products offered by the region.
3. Preparation and finalization of Rate Card (one-time, need-based and annual review) for cross billing within different Bus including its analysis.
4. Analyze the financial implications of the commercial terms agreed with customers.
5. Must understand drivers of volume, revenue, and operating cost and analyse the same to give prescriptive recommendations to each BU and ensure outcome.
10.Must understand the drivers of each BU, customer segmentation, industry segmentation, and the needs of the customer. 11.Ensure implementation of accounts receivable procedures and policies including updating the same from time to time.
1. Must do competition benchmarking of all drivers of competition of ours and of customers.
2. Adherence to commercial policies and updating the same from time to time.
3. Analyzing and monitoring sales-person wise performance by BU across the Region.
4.
Analyzing and monitoring adherence to the SLAs in the contracts executed with the customers.
5. Analyzing and monitoring customer-wise profitability by BU across the Region.
6. Analyzing and monitoring product-wise profitability by BU across the Region
7. Analyzing financial and operational results to understand business performance on daily, weekly and monthly basis and recommend actions for the future including monitoring of the recommended actions
Update credit limits and credit days and ensure that it is adhered to.
1. Ensuring monitoring of dues beyond limits / days and ensuring plans are in place to collect overdues including delivery of the plans
2. Planning and forecasting of volumes, revenue, and operating margin
3. Monitor monthly financial results with Plan along with the Financial Controller and give prescriptive recommendations and monitor the outcome so that each BU meets its plan consistently.
QUALIFICATIONS, EXPERIENCE AND SKILLS
- CA with 8-10 years in relevant area
- Proactive self-starter. Able to keep manager informed of progress as appropriate.
- Highly organised with ability to prioritise. Must be able to manage time effectively in a challenging environment.
- Creative able to identify solutions which work in practice and within legislative constraints.
- Professional approach and self-confident able to win confidence and deal with a wide range of customers.
- Ability to drive through and manage change.
- Strong influencing and interpersonal skills able to manage conflict and resistance.
- Decisive able to identify and focus on key issues.
- Possess DPW operating principles.
Key Competencies
- Commercial Acumen: Strong understanding of market dynamics, pricing, and customer economics.
- Analytical Rigor: Ability to model complex deals and interpret financial implications clearly.