Role description

Assistant Manager – Commercial Finance, Deal Governance & Pricing

Function

Commercial Finance / Commercial Excellence

Location

Bengaluru, India

Reports To

Head of Commercial Finance

Works Closely With

Sales, Delivery, FP&A;, Legal, and Business Unit Leadership

Role Purpose The role owns commercial governance across the deal lifecycle — from pipeline hygiene and RFP review through pricing, deal structuring, and margin protection — and connects deal-level economics to firm-level P&L.; The manager acts as the commercial control point that ensures every pursuit is priced competitively, structured profitably, and governed with discipline, while giving leadership a transparent, metrics-driven view of the commercial engine.

Key Responsibilities

Pipeline Governance & Review

- Run the periodic pipeline review cadence with Sales and BU leaders, enforcing stage-gate discipline, data hygiene, and realistic close-date and probability tracking in the CRM.
- Maintain a single source of truth for weighted and unweighted pipeline, flagging stalled, at-risk, and slipping deals.
- Track pipeline coverage against booking and revenue targets and surface gaps early.

RFP / RFI Commercial Review & Deal Desk

- Serve as the commercial reviewer for inbound RFPs, RFIs, and large proposals — assessing scope, pricing assumptions, margin, payment terms, risk, and contractual exposure before submission.
- Operate a deal-desk function: standardise commercial approvals, discount thresholds, and escalation paths for non-standard deals.
- Partner with Delivery and Solutions on effort estimates and with Legal on commercial terms, ensuring bids are both winnable and profitable.

Deal Metrics & Commercial Analytics

- Own and report the core deal metrics: Average Day Rate (ADR) / average bill rate, sold rate vs. rate card, win rate, and probability-weighted pipeline value.
- Analyse rate realisation, discount leakage, and win/loss patterns by service line, geography, client tier, and engagement model (T&M;,



fixed-price, outcome-based).
- Build benchmarks that inform pricing strategy and the shift from effort-based to outcome-based commercial models.

Pipeline-to-P&L; Visibility

- Translate deal-level economics into firm-level P&L; impact — connecting bookings, revenue phasing, and gross margin to the financial plan.
- Build margin bridges from pipeline to booked to delivered, explaining variances across rate, mix, utilisation, and cost.
- Support annual operating plans and forecasts with a bottoms-up, deal-informed view of revenue and margin.

C-Suite Commercial Reporting

- Design and present the commercial deck to the C-suite and Board, covering key KPIs — pipeline health, win rate, ADR / rate realisation, margin, and conversion trends.
- Turn commercial data into a clear narrative: what is driving performance, where the risks are, and what actions leadership should take.
- Own the recurring commercial governance dashboard and review rhythm.

Key Metrics Owned

Pipeline coverage ratio · Win rate · Average Day Rate (ADR) / rate realization · Sold rate vs. rate ccard · Discount leakage · Weighted pipeline conversion · Bookings-to-revenue conversion · Deal-level gross margin

Qualifications & Experience

- CA / MBA (Finance) or equivalent; 5–8 years in commercial finance, deal desk, pricing, or FP&A; background.
- Prior experience in IT / analytics / consulting / professional services strongly preferred, with exposure to T&M;, fixed-price, and outcome-based models.
- Demonstrated ownership of pricing, deal governance, or commercial and finance review in a services business.

Skills & Attributes

- Strong grasp of services-business economics (rate cards, utilisation, margin structures, revenue recognition).
- Advanced Excel and financial modelling; comfort with CRM (Salesforce or similar) and BI tools.
- Executive-grade communication and deck-building; able to influence Sales, Delivery, and Finance leaders.
- Governance mindset balanced with commercial pragmatism — protects margin without slowing the deal.

📌 Assistant Manager – Commercial Finance, Deal Governance & Pricing (Bengaluru)
🏢 Tredence
📍 Bengaluru