FC - SALES

Purpose/Objective

To lead the Sales Finance function by providing financial governance, commercial insights, profitability analysis, budgeting, forecasting, revenue assurance, and strategic business partnering support to the Sales leadership team.
The role will drive financial performance, strengthen controls, optimize working capital, and support business growth through data-driven decision-making.

Key Responsibilities of Role

Financial Planning & Business Analysis - Lead annual budgeting, forecasting, and business planning processes for the sales function.
- Monitor sales performance, revenue realization, margins, and profitability.
- Analyze market, region, channel, and customer profitability trends.
- Prepare management reports, dashboards, and financial presentations for leadership review.
Business Partnering - Act as a trusted finance partner to Sales and Commercial teams.
- Evaluate pricing decisions, trade schemes, dealer incentives, and promotional programs.
- Provide financial insights to support business growth initiatives and strategic decisions.
- Identify opportunities for cost optimization and margin enhancement.
Revenue Assurance & Financial Controls - Ensure accuracy of sales transactions, rebates, discounts, and incentive payouts.
- Strengthen financial controls and governance across sales operations.
- Monitor financial risks and ensure compliance with company policies.
- Support implementation of process improvements and automation initiatives.
Working Capital & Receivables Management - Monitor customer receivables and collections performance.
- Drive reduction of overdue debtors and improve cash flow.
- Support credit management and customer risk assessment processes.
- Coordinate with sales teams for timely realization of outstanding payments.
Commercial & Strategic Finance - Conduct profitability analysis by product, market, channel, and customer segment.
- Support strategic projects, business expansion plans, and commercial initiatives.
- Develop financial models and scenario analyses for key business decisions.
- Evaluate ROI for marketing, trade, and pricing initiatives.
Compliance & Audit - Ensure compliance with accounting standards, internal controls, and statutory requirements.
- Coordinate internal and external audits related to the sales finance function.
- Track closure of audit observations and compliance actions.
Leadership & Team Management - Lead and mentor finance professionals within the sales finance team.
- Drive performance management and capability development initiatives.
- Promote a culture of accountability, transparency, and continuous improvement.

Technical Competencies

Sales Finance & Commercial Finance,Financial Planning & Analysis (FP&A),Budgeting & Forecasting,Revenue Assurance

Qualifications and Experience

Qualifications - Chartered Accountant (CA) preferred.
- CMA / ICWA / MBA Finance from a reputed institute may also be considered.
Experience - 15-20 years of experience in Finance, Sales Finance, Commercial Finance, FP&A, or Business Finance.
- Experience in Cement, Building Materials, Manufacturing, FMCG, Infrastructure, or similar industries preferred.
- Strong exposure to business partnering with sales and commercial functions.