Sales Commercial Manager - FMCG

One of our leading FMCG Client is looking out for Sales Commercial Manager based in HO

Key Deliverables :

- Ensure that excellent work practices w.r.t to commercial/accounting activities are being followed at Regional Offices and Depots

Lay down the SOPs for all commercial activities being done in the ROs and Depots

Timely resolution of all issues faced by Regional Offices where support is required. This also involves working as an interface between 'Regional Commercial team and Various other centralized Functions such as Legal, Taxation, Finance, Accounts & Auditing, Treasury, Insurance, IT Support function'

Audit of Regional commercial function on half yearly basis

Certification of the depots for commercial operations on annual basis by visiting and auditing once every year

- Owner of, and maintaining, Customer Master, Material Master, Pricing and Schemes Master; based on inputs from Sales & Brand Team; and resolving all queries related to these topics

- Management Reporting for Sales Commercial Function - preparing, monitoring, and reporting the key performances indicators.

- Sales, Discount and Marketing variable costs Accounting

Responsible for accurate and complete sales accounting

Responsible for accurate and correct accounting of all sales related costs including FOH, distribution costs, secondary discounts, distributor claims, etc for correct monthly profitability of brands through allocation

- Outstanding debtors tracking and management

Tracking of check dishonors and recovery

Ageing and management of outstanding debtors

Reconciliation of cheque collection with that of book entries

- Budgeting and monitoring of Fixed Overheads for entire sales function, including ROs and Depots

Annual budgeting and monthly variance analysis of Fixed overheads

- Sales related IT initiatives

Function as a sales commercial resource for IT initiatives/developments related to sales in the web based software interface or the software at the distributor point

- Analysis of All S&D related Costs with the objective of Cost Redusction

Analysis of L&D costs, finding the reasons for the variances, and develop the system/policies to minimize the same

Minimize the collection costs by implementing improved and new Banking systems

- Monthly closure of Sales related accounting and regular interaction with Corporate Accounts team, Internal and External Auditors.

Competencies -- Must have:-

Business Perspective

Organised Planning

Financial Acumen

Customer Orientation

Auditor perspective

Influencing Decisions

Competencies - Wants:-

Domain Knowledge - Must have proficiency in modules of SAP R/3, Expertise in financial and commercial areas, Knowledge of Sales Tax, Octroi Laws

Managing People

Strong in process controls

Personal Effectiveness

Reporting relationships:-

The positions reports into - Head Sales Commercial

The Following positions report into this position

- Accounts Executive

- Accounts officers

Other key interfaces

- Regional Operations Manager

- Regional Accounts Executive

- CFAs

- Manager - Corporate accounts

- Manager - Business Finance

The Future of the Incumbent:

Value proposition of this role for a prospective candidate - Exposure to one of the Frontend Commercial Practices in FMCG Industry

Possible growth avenues for a successful incumbent - Future growth of this position is at the Regions for ROM role - Sales or Plant or he (if functionally competent) may also be looked at for a Corp Finance Role.