Commercial Accounts Manager

Key responsibilities

1. Credit note and debit note control

• Verify, approve and book all customer credit notes and debit notes (rate difference, quality, quantity, discount, scrap/return, freight) against policy and supporting documents.
• Maintain a credit/debit note register with reason codes; report monthly on value, reason and customer-wise trends.
• Flag repeat or unusual claims to the Director before approval.

2. Order status and commercials

• Track order status from receipt to dispatch to invoice, and confirm that agreed prices, discounts and terms are reflected correctly in the order and invoice.
• Maintain customer-wise commercial files: agreed rates, validity, surcharges, aluminium price-variation clauses, rebates.
• Prepare comparative statements of similar products across customers (rates, discounts, terms, realisation) to expose pricing inconsistency and margin leakage.

3. Receivables: overdues and balances

• Monitor customer-wise outstanding, ageing and overdue balances; follow up with marketing and customers for collection.
• Reconcile customer balances regularly and resolve disputes with accounts and marketing.
• Recommend credit limits and hold/release of orders based on overdue position.

4. Letters of Credit (LCs)

• Review LC terms against the order before acceptance; flag discrepancies and risky clauses.
• Track LC opening, amendment, shipment deadlines, document presentation, discrepancies, payment and expiry, in coordination with the bank and the Export/Dispatch team.
• Maintain an LC register with status and exposure.

5. Pricing & Discount structures and policies

• Administer pricing policies, quantity discounts, cash discounts, rebates and other discount structures; calculate, verify and book them correctly.
• Draft, update and enforce the marketing policies with financial impact: payment terms, cash discount, credit, discounting and claims policies.
• Report policy exceptions and their cost to management.

6. Reporting and system discipline

• Produce weekly and monthly MIS: credit notes, overdues, discount cost, LC status, order status, customer-wise commercial summary.
• Support the SAP and CRM teams so that commercial data (terms, discounts, limits) is accurate in the systems.
• Support audits and statutory/finance closing for all commercial entries.

Candidate profile

Education: B.Com / M.Com essential; CA Inter, ICWA/CMA Inter, MBA (Finance) or equivalent preferred.

Experience: Minimum 7 years in sales accounts, receivables/credit control, or commercial accounting in a manufacturing company. Experience in metals, aluminium, auto components or any B2B industrial company with customer-wise pricing and rebates is preferred.

Must have

• Strong accounting base: GST, invoicing, credit/debit notes, receivable accounting, reconciliation.
• Working knowledge of Letters of Credit and bank documentation (domestic and export).
• Ability to read a commercial agreement or price list and compute discounts, rebates and payment-term impact.
• Advanced Excel (pivot tables, lookups, comparative statements); hands-on SAP S/4HANA experience is essential.

Good to have

• Exposure to export documentation, forex and bill discounting.
• Experience framing or revising commercial policies (credit, discount, payment terms).
• Exposure to CRM tools and MIS dashboards.

Behavioural

• Firm but diplomatic: able to say no to a sales colleague or a large customer, with numbers to back it.
• Detail-oriented, with a habit of checking every document against the agreed terms.
• Clear written reporting; comfortable presenting exceptions to senior management.