Vertical Head - Commercial Finance & Revenue Growth Management

REPORTING TO: Chief Financial Officer (CFO)

TYPE OF ROLE: People Management Role

LOCATION: Corporate Office, Mumbai.

JOB PURPOSE:

Own the commercial economics driving profitable growth through superior pricing, mix, trade investment, channel profitability, working capital discipline & strategic partnering.

KEY RESPONSIBILITIES:

Commercial Finance:

Business Planning & Performance Management:

- Partner on Annual Operating Plans (AOPs), rolling forecasts, KPI tracking, and monthly performance reviews with early warning systems.

Branch & Channel Profitability:

- Analyze unit/branch P&Ls, benchmark margins, flag leakage, and recommend corrective actions.

Commercial Strategy Support:

- Provide financial insight for growth initiatives across modern trade, e-commerce & quick commerce.

Revenue Growth Management (RGM):

- Optimize pricing, trade investments, and promotions to maximize ROI, premiumization, and margins.

Gross-to-Net (GTN) Governance:

- Control trade discounts, schemes, rebates, and claims to ensure every commercial rupee earns its return.

Credit & Working Capital Management:

- Strengthen collections, credit discipline, and reconciliations to reduce DSO and working capital risk.

Cost Leadership & Controls:

- Drive overhead optimization via zero-based budgeting and robust internal controls across operations.

Capability & Process Excellence:

- Build finance business partnering capability, drive automation, and move teams from reporting to influencing.

Revenue Growth Management (RGM):

RGM is the analytical core of the role a dedicated discipline, that sits at the intersection of Finance, Sales, and Marketing to convert commercial data into profitable growth decisions. The incumbent will own and industrialize RGM across five levers:

1. Pricing Strategy & Governance:

- Design and periodically review list price and net price architecture by SKU/channel; conduct price elasticity and competitive benchmarking studies; recommend price corrections ahead of cost inflation and govern the price approval process.

2. Pack-Price Architecture (PPA):

- Build the right price-pack architecture across price points and pack sizes by channel to capture the full consumer pyramid, in coordination with Marketing and category teams.

3. Promotion & Trade Investment Optimization:

- Evaluate promotional effectiveness (volume lift, ROI, cannibalization); optimize trade/promo budget allocation by customer, channel and scheme type; build a pre- and post-promo evaluation discipline.

4. Mix Management:

- Track and steer product, channel and customer mix to protect and expand blended margins; identify premiumization opportunities and manage portfolio rationalization (SLOB/long-tail SKUs).

5. Trade & Commercial Terms:

- Harmonize trade terms across channels and accounts; move terms toward performance-based structures; benchmark margin structure and net realization against competition.

EDUCATIONAL QUALIFICATIONS:

- Chartered Accountant (CA) / CMA / MBA (Finance) from a reputed institute.

WORK EXPERIENCE:

- 12-18 years of finance experience, with at least 5 years in Commercial Finance / Revenue Growth Management / Sales Finance in an FMEG, FMCG, consumer durable, or similar B2C manufacturing environment.

PREFERRED/ ADDITIONAL REQUIREMENT:

- Demonstrated track record in pricing analytics, price-pack architecture, trade promotion ROI, mix management, and trade term harmonization (the standard RGM toolkit across leading FMCG organizations).

- Hands-on experience in dealer/distributor credit management, collections and SOX/internal-controls compliance, gained through business partnering with Sales.

- Strong exposure to SAP (or equivalent ERP), advanced Excel, and MIS/dashboarding tools; working knowledge of BI tools (Power BI/Tableau) preferred.

- Proven people-leadership experience managing teams of finance business partners embedded with regional and channel sales leadership.

- Working knowledge of export documentation, FX exposure, and incentive schemes is an added advantage.

- Excellent stakeholder management skills to partner effectively with Sales, Marketing, Supply Chain, and Legal functions, and to present confidently to the CFO and leadership team.

INTERNAL / EXTERNAL INTERFACE:

Internal:

- CFO, CEO's office, Sales & Marketing leadership, Supply Chain, Legal, Corporate FP&A, Statutory Auditors.

External:

- Distributors & dealers, e-commerce marketplace teams, government/institutional buyers, banks (LC/collections), export logistics partners.