Head - Commercial Controller - Building Material Industry

We have been mandated by a global conglomerate is into "Building Material" industry.

Position Details:

Head Commercial Controller

Location: Kolkata

Qualification & Skills : CA/MBA

Experience: 10 +

- The incumbent will be responsible for driving commercial excellence, operational efficiency, and governance across all zonal and state-level operations.

- This role requires expertise in process adherence, market insights, financial analysis, logistics management, and audit governance.

- The incumbent will collaborate closely with sales, logistics, and finance teams to optimize channel performance while ensuring compliance with internal policies and external regulations.

Key Responsibilities:

Process Guardian & Governance:

- Develop, implement, and enforce Standard Operating Procedures (SOPs), guidelines, and best practices for commercial processes.

- Ensure adherence to credit limits for the channel partners as per SOPs and act on internal audit findings.

- Implement process controls for stock movement, pricing, and commercial approvals.

Market Insights & Competitive Benchmarking:

- Engage with channel partners, vendors, and industry stakeholders to gather market intelligence and industry best practices.

- Conduct peer analysis by monitoring competitors' discounting strategies, incentive structures, and pricing models.

- Provide insights to optimize revenue schemes and discounts in collaboration with sales teams.

Sales Commercials & Profitability Analysis:

- Perform critical analysis of credit limits, channel exposure, and discount effectiveness.

- Track provisions vs. actuals for incentives and discounts.

- Conduct periodic CFA/SP performance evaluations and EBITDA improvement analysis at the depot level.

- Support new project planning by assessing feasibility, ROCE, and payback period.

Logistics Commercials & Cost Optimization:

- Evaluate primary and secondary freight costs, negotiate secondary freight in collaboration with zonal logistics teams.

- Validate new network proposals (HA/CFA/Godown) to ensure cost efficiency.

- Analyze logistics cost variations, eliminate inefficiencies, and ensure real-time cost monitoring.

Godown Operations & Stock Management:

- Ensure adherence to godown SOPs, stock audits, and timely registration with GST authorities.

- Oversee physical stock verification, evacuation of cut/torn bags, and reconciliation of stock records.

Reporting, Audit & Compliance:

- Own audit responses and corrective actions to ensure strong governance.

- Finalize books of accounts, oversee trial balances, provisions, tax payments, and ensure GST compliance.

- Provide regular reports on commercial performance, financial health, and logistics efficiency to senior leadership.

Qualifications & Experience:

- Chartered Accountant (CA)/MBA (Finance) or equivalent qualification.

- 12-18 years of experience in commercial finance, logistics, or channel operations, preferably in the cement, FMCG, or manufacturing sector.

- Strong understanding of EBITDA analysis, sales commercials, credit exposure, and logistics cost control.

Skills & Competencies:

- Analytical Excellence: Ability to perform deep financial and operational analysis

- Process Optimization: Experience in drafting SOPs, automating processes, and enhancing controls.

- Negotiation Skills: Expertise in vendor management, freight negotiations, and contract reviews.

- Regulatory & Compliance Awareness: Strong knowledge of audit, tax regulations, and financial reporting.

- Stakeholder Management: Ability to work cross-functionally with sales, finance, logistics, and external partners.

- Team Leadership: Proven experience in managing and mentoring large teams across multiple locations.