Essential Duties and Responsibilities

Business Partnering

- - Partner with Sales, Marketing and Business leaders to drive profitable growth.

- Provide financial insights into commercial strategies, customer negotiation tracking, and business investment.

- Participate in CRM calls to review pipeline for future business growth.

- Support in strategic decision-making through financial modeling and scenario analysis.

- Review business assumptions, validate those and recommend actions to improve profitability.

Business forecasting

- - Lead annual budgeting, monthly forecasting, and LRFF cycles. Review unit forecast viz-a-viz revenue forecast and function as a SPOC between FP&A; and Sales/ CSD. Review effectiveness of unit forecast and suggest improvements, wherever needed.

- Monitor performance against major business KPIs (Revenue, SGM, Pricing, Recent business, Channel expansion, etc.).

- Prepare review deck for monthly business presentations for India leadership team.

- Track macro-economic factors, measure business performance against those to identify growth opportunities.

Commercial performance monitoring

- - Monitor customer, product, and channel profitability by business segment.

- Track monthly and quarterly performance of channel partners. Work closely with business leaders to do root cause analysis for distributors lagging behind to maximize revenue.

- Track major RM indexes to spot price increase opportunities. Work closely with business leaders to support top line margin expansion.

- Evaluate product rebates, schemes, discounts and promotional or marketing spending to assess their effectiveness and linkage to company goals (mid-term and long term). Review return on investments in commercial initiatives.

- Perform competitor and customer benchmarking/ analysis.

Financial Reporting and Controls





- - Mange distribution claims settlement process (Turnover Incentive, Product Schemes, Rebates, etc.). Support these with proper working files per approved incentive policies, product promotion schemes, etc.

- Maintain strong controls around commercial processes, including rebates and discounts disbursement.

- Support external and internal audits relating to commercial processes. Ensure compliance with SOX requirements.

Decision support

- - Conduct business case evaluation for new products and capital investments.

- Maintain strong controls around commercial processes, including rebates and discounts disbursement.

- Support external and internal audits relating to commercial processes. Also ensure compliance with Sox requirements.

Process Improvement

- - Drive improvement and automation around commercial processes.

- Improve reporting efficiency through dashboards and analytics.

- Leverage ERP and Power BI to enhance decision making, KPI tracking, etc.

Keys to Success

1. Budgeting and business planning

2. Commercial Finance and business modeling

3. Pricing Strategy

4. Business case development

5. Revenue Management

6. Power BI, Tableau, or similar analytical tools

Supervisory Responsibilities

The Commercial Controller will be responsible for driving financial performance by partnering with sales, marketing, and business leadership team. The role will provide strategic insights, support pricing and profitability initiatives, strengthen financial controls, and ensure accurate forecasts to support business growth and will report ot Head of Finance.

Requirements and Preferred Skills

Education

- Bachelor’s degree in finance and accounting.

- CA, CMA or equivalent.

Experience

- Minimum 8-10 years of experience in a US MNC (preferred).

- 4-7 years of experience in Commercial finance, FP&A; and business partnering role.

- Experience of working in a manufacturing organization.

- Exposure to US GAAP, IND AS.

📌 Finance Controller - Commercial (Gurugram)
🏢 Gates
📍 Gurugram