Sales Controller

Position - Sales Controller

Location - Bangalore, Karnataka

Qualification - CA (rank holder / clear in first/second attempt) or MBA (Finance) from top B School

Experience - 08-12 Years

Responsibilities

Drive financial insights and business partner with the Commerce Team (Sales and Marketing), ensuring sound decision-making with high impact on business performance. Manage budgeting, forecasting, and reporting, create business cases and analyse ROIs, collaborate closely with key stakeholders, and drive margin optimisation. Additionally, oversee process improvements, upskill teams on financial data, and handle month-end close activities and financial evaluations.

Supporting Business Planning and Strategy Formulation

• Partner with sales and marketing team to develop UBL Strategic Plan, Annual Plan (AP) and Rolling Forecasts.
• Undertake relevant assumptions, market research, collate and analyze internal performance and market data to develop hypothesis and forecasts
• Collate and scrutinize sales and marketing functions operating plans, requirements, forecasts, and budget estimates
• Collaborate with sales and marketing teams to finalize annual key performance targets and budgets (ex. sales plan, pricing, expenses etc.)

Present targets and budgets to the management team for review and approval.

Sales and Marketing Business Partnering (Analytics and Operations Support)

• Provide financial insights and performance tracking for the Sales Team, focusing on volume, financials, and margin measurement.
• Review and monthly update sales and marketing operating plan considering business performance across key metrics, market situation and latest estimates (quarterly) to support sales growth/profitability
• Collate and analyze data against key metrics related to sales and marketing performance across portfolio, brands, channels and geographies
• Assess impact of changes to regulations, pricing and products on business profitability
• Identify variances in implementation of operating plan and business performance gaps of sales and marketing team quarterly; Conduct root cause analysis to identify reasons for the variances
• Discuss key finding/insights with sales and marketing team; initiate corrective action plan to manage deviations from business plan
• Present reports and discuss key insights with the commercial and OpCo management team to ensure data driven decision making
• Support sales and marketing team to conduct market research and required analysis for developing business case and implementation plan for new product launch

Build business cases and perform Return on Investment analysis on commercial investments in brands and route to market.

Management, Sales and Marketing Reporting

• Collect, consolidate, and prepare monthly forecasts, business performance and variance reports (month and quarter focus) for all brands, channels and geographies.
• Prepare Brand & State P&L and measure business performance against each component in the P&L.
• Understand ad-hoc requirements from the Director Finance / Sales / Marketing, Head of Commercial Business Control and other key stakeholders.
• Prepare various management presentations (ex. Board presentations, strategy meet presentations etc.) by collating and analyzing relevant information
• Prepare, manage, and monitor accuracy of sales and marketing MIS reports and dashboards
• Present management presentations, new product, research, and business performance reports to the management team
• Ensure sales and marketing team have access to key data required to successfully manage the business

Highlight early warnings/opportunities related to the business performance and growth to the management team for enabling data driven decision making.

Audit and Compliance

System Improvement and Optimization Projects