Sales Finance Controller With leading Construction Equipment's OEM

Position: Sales Finance Controller

Reporting to: Head of Finance / CFO

Department: Finance (Sales & Commercial business unit)

Location : Pune

Role Purpose

To act as the financial/business partner to the sales organisation in a heavy industrial equipment company, overseeing the financial control, forecasting and analysis of the sales business including large project sales, equipment orders, aftermarket services, margin management, working capital and commercial agreements and to drive financially sound growth and profitability of the sales division.

Key Responsibilities

• Lead the annual sales budgeting and long-range forecasting process for the industrial equipment sales business (new equipment, services, spare parts).
• Monitor actual vs budget/forecast sales revenue, costs, margins (by product line, customer segment, geography) and provide variance analysis.
• Analyse proposed sales contracts, pricing, discounts, rebates, payment terms, and ensure optimal margin outcome; partner with sales leadership to ensure commercial terms are financially viable.
• Support large equipment deals: evaluate cost-to-serve, revenue recognition, project margin, working capital, service life cycle profitability.
• Manage key sales-finance KPIs: e.g., margin by customer/product, sales cost to revenue, receivables days, inventory/spares turnover, project ROCE / equipment life-cycle profitability.
• Oversee sales cost structure: sales team cost, travel, promotions, demos, trade show participation, warranty cost, service cost ensure cost efficiency.
• Work with finance / accounting to ensure sales revenue, advances, deferred revenue (if applicable), rebates/allowances are correctly accounted for and disclosures made per Indian GAAP or IND-AS.
• Partner cross-functionally with operations (manufacturing), supply-chain/logistics, service, and sales to ensure cost of goods sold (COGS) and cost of sales-support are understood and managed.
• Ensure working capital optimisation for the sales division: manage receivables (large industrial customers), spares inventory, project contract-related advance payments, and cash conversion.
• Provide regular management reporting (monthly/quarterly) to senior management: sales P&L, margin trends, major variances, scenario modelling, business highlights and risks.
• Drive process improvements and automation in the sales-finance function: e.g., sales forecasting tools, margin dashboards, contract review templates, incentive schemes for sales aligned with margin/profit.
• Ensure compliance and internal controls in relation to the sales finance area: audits (internal/statutory), tax and regulatory compliance (including transfer pricing if relevant), contract approvals, credit risk management.
• Lead and mentor a small sales finance team (analysts/business-partners) and liaise with global/parent-company finance if applicable (for MNC heavy-equipment firms).

Qualifications & Skills

Education:

• Bachelors degree in Finance, Accounting, Commerce, or equivalent business discipline.
• Preferably professional qualification: CA / ICWA / CMA / MBA (Finance) especially in manufacturing/project environment.

Experience:

• 8-15 years of progressive experience in finance or commercial finance roles, ideally within a manufacturing/industrial equipment company or project-based business.
• 3-5 years (or more) specifically in a business partnering or sales-finance role is highly desirable (contracting, large equipment sales, industrial projects).
• Exposure to costing, margin analysis, forecasting, working capital, contract review, large customer sales, service or aftermarket in heavy equipment industry.
• Experience of ERP/BI tools (SAP, Oracle, etc), advanced Excel modelling.