Commercial Sales Manager

Job Description

Order Management: Manage sales orders from approval to dispatch, validating pricing, credit, dues, schemes, availability, and commercial terms while monitoring blocked and pending orders.

Pricing & Commercial Controls: Maintain customer/channel/SKU pricing; validate discounts, schemes, freight and special pricing; flag unauthorised deviations; maintain the Price & Commercial Master.
Sales Schemes & Incentives: Operationalise approved schemes in ERP; track achievement and liability; validate distributor claims; coordinate settlement with Finance; track accrual versus payout.

Credit Control: Monitor credit limits and overdue receivables; flag breaches; control dispatches as per policy; provide credit-status reports to Sales and management.

Billing & Dispatch: Ensure accurate invoicing; coordinate with warehouse/logistics; resolve price, GST, discount, scheme, freight and quantity discrepancies; monitor order-to-dispatch TAT.

Returns & Claims: Manage sales returns, damages, shortages, pricing differences and distributor claims; validate claims before approval; coordinate credit/debit notes.

Sales MIS: Report gross/net sales, SKU/region/distributor/channel sales, target achievement, returns, schemes, outstanding, collection, credit exposure, blocked orders and pending dispatches; reconcile Sales, ERP and Finance.

ERP / SAP Responsibilities

• Act as business owner/key user for Sales & Distribution commercial processes.

• Coordinate customer master, SKU/material master, pricing conditions, customer hierarchy and credit-limit processes.

• Support sales orders, billing, returns, credit/debit notes and scheme configuration.

• Participate in SAP UAT, SOP creation, process design and user training. • Ensure commercial processes are scalable, controlled and properly documented in SAP.