Commercial Controller

1 day ago

Maharashtra, India DP World Full time

**_CA with 15 PLUS years in relevant area _**

**MUST HAVE EXPERIENCE AS COMMERCIAL CONTROLLER IN FMCG (B2C ECOSYSTEM)**

**Roles and Responsibilities**
- **Designing, pre and post evaluation of schemes / discounts.**
- Designing and implementing the products that we sell in conjunction with the CCO and BU Head.
- Designing and recommending the pricing for each product.
- **Monitoring of**:
- **Commercial KPIs**
- **Ageing of debtors**
- **Damages and claims**
- B **eing on top of prices and discounts; both previous months and future months.**
- Analyzing market trend to arrive at pricing for all the products offered by the region.
- Preparation and finalization of Rate Card (one-time, need-based and annual review) for cross billing within different BUs.
- Participate in the contract negotiation process with customers and analyze the financial implications of the commercial terms agreed with customers.
- Must understand drivers of volume, revenue, and operating cost and analyse the same to give prescriptive recommendations to each BU and ensure outcome.
- Must understand the drivers of each BU, customer segmentation, industry segmentation, and the needs of the customer.
- Ensure integrated billing across the portfolio using Oracle.
- Ensure implementation of accounts receivable procedures and policies including updating the same from time to time.
- Must co create with the CCO, solutions to fulfil the needs of the customer.
- Must do competition benchmarking of all drivers of competition of ours and of customers.
- Adherence to commercial policies and updating the same from time to time.
- Analyzing and monitoring sales-person wise performance by BU across the Region.
- Analyzing and monitoring adherence to the SLAs in the contracts executed with the customers.
- Analyzing and monitoring customer-wise profitability by BU across the Region.
- Analyzing and monitoring product-wise profitability by BU across the Region
- 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.
- Ensuring monitoring of dues beyond limits / days and ensuring plans are in place to collect overdues including delivery of the plans
- Planning and forecasting of volumes, revenue, and operating margin
- 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.
- Coaching and training subordinates to make them ready for next move.

**Quaification & Skills**:

- 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.
- Innovative - 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

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