We have an urgent opening for one of the leading pharmaceutical company for the profile of Commercial Manager/Manager finance in Mumbai.

Role of department :

- This department will provide finance business partner support to distribution channel i.e. CWH and CFA network by ensuring seamless dispatch to stockiest and monitoring of credit limits

- This department will ensure that all credit memos are reviewed in accordance with SOP- s/DOA

- This department will manage Opex budget for distribution function and work towards creating cost efficiencies for CFA related costs and freight

- The department will create suitable MIS for distribution function to facilitate decision making

Key deliverables :

- Timely collection monitoring from Stockists

- Dynamic credit limit monitoring and extension/ reduction

- Identification and blacklisting of Stockists with poor credit/ claims history

- Management of claims and credit notes

- Commission/ Rent settlement support for CFAs/ CWHs

- Performance management of CFAs/ CWHs

- Monitoring and reporting of Freight and other distribution overheads

Expectations from other functions :

- Timely collections

- Measures for Statutory and Tax compliances are to be taken on time

- Field force and Trade Management team support on credit limit enforcement

Key Roles/Responsibilities :

Operational (Frequency: Monthly/ Ongoing) :

Commercial :

- Timely collection monitoring from Stockists

- Dynamic credit limit monitoring and extension/ reduction

- Identification and blacklisting of Stockists with poor credit history

- Identification and blacklisting of Stockists with suspect claims process

- SOP compliance in billing and accounting at CFA

Cost Control :

- Monitoring and Reporting of CWH to CFA Freight Costs

- Monitoring and Reporting of all other fixed and variable distribution costs - Rent, CFA Commission, Cold Chain Related reimbursements, Personnel cost related reimbursements, Outward freight reimbursements, Sales office admin expenses

- Periodic stock reconciliation

Metrics and measurement :

Monitor key commercial and dispatch related metrics on a monthly basis

- Days of Sales Outstanding

- % Credit Note to Net Sales

- % Outstanding - 90 Days

Validate root cause analysis done by team and approve corrective actions for improvement

Others :

- Provide all finance related support to Trade Management/ Supply Chain team

- Act as a liaison between Trade Management/ Supply Chain and BFG

Essential Skills :

- Deep understanding of Business Finance

- Excellent analytical skills

- Ability to understand and contribute to organizational strategy

- Understanding of business impact of decisions

- Ability to plan and execute

- Ability to manage multiple stakeholders

- Effective communication skills

- Decision making, ability to prioritize on a dynamic basis

- Ability to anticipate critical situations

- Ability to understand and work around constraints

Essential qualifications :

- Chartered Accountant/ Cost Accountant/ MBA, Finance

Essential experience :

- 5-8 years of experience in working in Finance/ Accounting/ Control functions

Ritu Agarwal
Senior HR Consultant

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