Head - Commercial Finance - FMCG

Description:

1. Sales Cost Optimization & Profitability:

- Own and monitor all sales-related cost drivers, including trade incentives, channel commissions, customer discounts, and field sales expenses.

- Build and institutionalize metrics like Cost per Active Customer (CPAC), Cost per Order (CPO), and Revenue per Salesperson to measure efficiency.

- Work closely with Finance and Sales Heads to set and track sales cost budgets and profitability targets by channel, category, and region.

- Identify leakage areas (e.g., high-cost customers or inefficient sales routes) and recommend corrective actions.

- Drive initiatives that enhance gross contribution margins without compromising customer growth.

2. Customer-Level Economics & Insights:

- Analyze customer lifecycle value vs cost to serve to prioritize profitable segments.

- Partner with Sales and Account Management to design differentiated engagement models for high-value vs low-margin customers.

- Evaluate the ROI of marketing campaigns, loyalty programs, and retention initiatives through a cost-per-customer lens.

- Develop dashboards showing profitability per customer, per territory, and per sales representative.

3. Commercial Policy & Sales Governance:

- Establish and enforce clear policies around pricing, discounts, and incentive approvals.

- Design sales incentive schemes that drive profitable growth (volume + margin) rather than top-line only.