Assistant Manager, Commercial Operations_ India

Job Title: Assistant Manager – Commercial Operations

Location: Gurugram

Reports To: Commercial Operations Lead

Direct Reports: None (Individual Contributor)

Assistant Manager – Commercial Operations will support disciplined commercial execution by managing distributor operations, sales force effectiveness, analytics, claims, and sales order processes. The role will collaborate cross-functionally to improve operational efficiency, strengthen compliance, and enable data-driven decision-making.

Distributor Management

• Manage distributor contract renewals, onboarding and offboarding, and timely settlement of claims in accordance with company policies and agreed service levels.
• Build and strengthen relationships with channel partners by developing and executing channel engagement and marketing programmes in partnership with Sales and Marketing leaders.
• Monitor distributor performance against agreed business and operational metrics, identify gaps, and recommend corrective actions.
• Maintain distribution hygiene by partnering with Sales leaders to establish efficient processes, robust controls, and accurate distributor data.

Sales Force Effectiveness

• Develop and publish dashboards that provide actionable insights into sales call activity, field-force productivity, and execution of go-to-market plans.
• Track and report customer conversions, repeat purchases, and the effectiveness of key marketing programmes through intuitive and reliable dashboards.
• Drive effective implementation of Special Rate Approvals (SRA) by training the Sales team, coordinating approvals, and ensuring adherence to defined processes.
• Partner with Quality Assurance to coordinate Product Incident Report training and reinforce timely, compliant reporting practices.

Sales Analytics

• Analyse sell-in and sell-out trends, channel inventory, SRA account performance, and the impact of trade schemes and discounts to generate fact-based insights and recommendations.
• Analyse Zylem data to identify business trends, performance gaps, and opportunities, and communicate clear insights to relevant stakeholders.

Claim Management

• Manage the end-to-end chargeback process to ensure timely, accurate, and efficient claim settlement.
• Ensure all claims are processed in accordance with company policies, approval requirements, and internal controls.
• Review and audit chargeback claims submitted by the Claims Coordinator, resolve discrepancies, and escalate exceptions as required.
• Collaborate with the Genpact Invoice-to-Cash (I2C) team to facilitate the accurate and timely issuance of credit notes.

Sales Order Management

• Coordinate with the Quote-to-Cash and Sales teams to ensure accurate and timely order processing and facilitate the resolution of order-related issues requiring escalation beyond the sales coordinator.
• Facilitate timely and accurate updates to customer master data and pricing in collaboration with sales coordinator and master data team.
• Work closely with Finance, Sales, and other relevant stakeholders to review and update customer credit limits in line with business requirements and approval policies.