Manager - Commercial Finance

Key Responsibilities

1. Customer Onboarding, Credit, and Contract Management

- Define and manage credit policies and exposure limits for each customer based on financial health, performance, and internal risk frameworks.

- Drive robust contract management practices - ensuring commercial clauses and payment terms are clearly documented and aligned with internal policies.

- Oversee credit evaluation and approval processes for all new customer onboarding.

2. Order-to-Cash (O2C) Process Management

- Lead and enable the team to execute end-to-end O2C execution - from PO validation, credit clearance, and invoice issuance to payment tracking and reconciliation.

- Ensure accurate payment knock-off and maintain real-time visibility into receivables and collections.

- Coordinate with internal teams to resolve payment disputes and deduction mismatches.

3. MIS, Reporting & Commercial Hygiene

- Maintain and publish real-time dashboards and trackers for customer-wise ageing, collections, open claims, and outstanding deductions.

- Lead monthly reporting of commercial performance to Finance and Sales channels - highlighting risks, exceptions, and actionable insights.

- Ensure compliance with audit requirements, tax regulations (GST/TDS), and internal controls across all B2B commercial processes.

4. Customer Spend Management

- Monitor customer-level budgets for visibility and trade spends

- Validate and process claims in alignment with agreed commercial terms and internal SOPs.

5. Team Development & Process Improvement

- Manage and mentor the AR team members to build a rigorous and detail-oriented process.

- Identify gaps in current commercial workflows and partner with Tech/ERP teams to drive automation, systemization, and scalable process enhancements.

6. Stakeholder Management

- Collaborate closely with Sales, Finance, and cross-functional teams to ensure seamless commercial operations.

- Serve as the go-to person for all customer-facing commercial issues - ensuring timely resolution of disputes, reconciliations, and escalations.

Skills You Bring

- Strong command over P&L drivers in FMCG; Deep understanding of B2B commercial dynamics across Offline, Q-Com, and E-commerce/Platform channels.

- Proven expertise in credit control, scheme and promo planning, customer hygiene, and cash flow management.

- Excellent proficiency in MS Excel, and dashboarding tools.

- Knowledge of GST, TDS, and accounting standards for audit-readiness mindset. - Strong communication, negotiation, and stakeholder management skills.

- Ability to lead a team and build scalable processes in a high-growth environment.

Who You Are

- A qualified CA/ CMA with 5+ years of post-qualification experience in commercial finance, preferably in a high-growth FMCG or consumer startup.

- You've handled complex offline operations across geographies and can preempt commercial risk.

- You're detail-obsessed, love clean processes, and bring structure without slowing the hustle.

- Most importantly, you believe in transparency - in numbers, in intent, and in how business should be done.

Success in this role means faster cash cycles, zero claim backlogs, clean books, and commercially smart customer management.