Commercial Manager

Job Description Commercial Manager

Experience

8–12 years of relevant experience in Commercial Finance, Sales Finance, Commercial Operations, or Business Finance.

Qualification

• Chartered Accountant (CA) – Preferred
• MBA (Finance) from a reputed institute may also be considered.
• Strong analytical and commercial acumen.

Job Summary

The Commercial Manager will be responsible for managing commercial finance activities, ensuring effective implementation of trade schemes, accurate scheme reconciliation, profitability analysis, and supporting business decisions through financial insights. The role requires close coordination with Sales, Finance, Supply Chain, and Business teams to drive commercial excellence while maintaining financial controls.

Key Responsibilities

Commercial Finance & Business Support

• Analyze business performance and provide commercial insights to support strategic decision-making.
• Monitor sales performance, margins, and profitability across products and customers.
• Partner with Sales and Business teams to optimize commercial outcomes.

Profit & Loss (P&L) Management

• Strong understanding of Profit & Loss (P&L) statements and profitability analysis.
• Monitor product-wise, region-wise, and customer-wise profitability.
• Identify opportunities for cost optimization and margin improvement.
• Support budgeting, forecasting, and variance analysis.

Trade Scheme Management

• Design, implement, and monitor trade schemes in coordination with Sales and Marketing teams.
• Evaluate the financial impact and effectiveness of trade promotions.
• Ensure proper accounting and compliance of trade schemes.

Scheme Reconciliation

• Perform timely and accurate reconciliation of trade schemes, discounts, incentives, and promotional claims.
• Validate customer claims against approved schemes.
• Resolve discrepancies through coordination with Sales, Finance, and distributors.
• Ensure timely settlement and reporting of scheme liabilities.

Commercial Controls & Compliance

• Establish and maintain strong commercial controls.
• Ensure compliance with company policies and financial governance.
• Support internal and statutory audits by providing relevant documentation and reconciliations.

MIS & Reporting

• Prepare periodic commercial MIS reports and dashboards.
• Present profitability analysis, scheme performance, and financial insights to management.
• Monitor key commercial KPIs and recommend corrective actions.

Cross-functional Coordination

• Collaborate with Sales, Finance, Accounts Receivable, Supply Chain, and Business teams.
• Support pricing decisions, customer agreements, and commercial negotiations from a financial perspective.

Required Skills

• Strong understanding of P&L and financial statements
• Hands-on experience in Trade Scheme Management
• Expertise in Scheme Reconciliation
• Excellent analytical and financial modeling skills
• Advanced MS Excel proficiency
• Experience with ERP systems such as SAP (preferred)
• Strong communication and stakeholder management skills
• High attention to detail and problem-solving ability

Preferred Skills

• Experience in FMCG, Manufacturing, Consumer Durables, or Industrial sectors.
• Exposure to Sales Finance and Commercial Operations.
• Knowledge of pricing strategy, rebates, discounts, and channel partner management.