Sales Head / Operations Head

Job Title

Commercial Controller - Sales & Operations

Location

Kolkata

Reporting Structure

• Reports To: Head - Finance & Accounts

• Dotted Line: Sales Head / Operations Head

Role Purpose

The organisation is on a strong growth trajectory with ambitious expansion plans over the coming years. To support this growth sustainably, the Commercial Controller role is being institutionalised to bring pricing discipline, margin protection, cost accuracy, and strong commercial governance across Sales and Operations.

This role acts as the single-point authority for all commercial decisions, ensuring profitable growth, predictable execution, and robust internal controls across the business.

Key Responsibilities

1. Sales Commercial Control

• Own and control pricing, margins, and payment terms across products and projects

• Approve quotations beyond defined commercial thresholds

• Define, monitor, and enforce customer credit limits and payment terms

• Act as the final commercial authority prior to order confirmation

• Block sales to overdue or defaulting customers as per company policy

2. Costing, BOM & Margin Management

• Own product costing structures and Bills of Materials (BOM)

• Track BOM versus actual consumption and analyse cost variances

• Work closely with Operations to correct costing inaccuracies and reduce wastage

• Identify low-margin products, customers, and projects and recommend corrective actions

3. Order Quality & ERP Governance

• Ensure all sales orders in ERP (SAP B1) are:

  • Commercially accurate

  • Aligned with approved quotations

  • Free from ambiguities impacting dispatch or billing

  • Minimise post-order disputes, rework, debit/credit notes, and revenue leakage

4. MIS, Analytics & Management Reporting

• Design and publish regular MIS covering:

  • Customer-wise profitability

  • Product-wise margins

  • Order inflow, billing, and collections

  • Provide actionable insights to support pricing revisions and strategic decision-making

5. Receivables & Sales Incentives

• Monitor receivables and ageing on a continuous basis

• Coordinate with Sales teams for timely payment collection

• Own and validate sales incentive calculations and payouts

6. CRM Ownership

• Act as the functional owner of the CRM system

• Ensure disciplined usage, data accuracy, and cross-functional visibility

• Drive CRM adoption as a decision-making and governance tool, not just a tracker

7. Corporate Cost Control & Systems

• Analyse organisational expenses and identify cost leakages

• Design and implement:

  • Approval matrices

  • Commercial SOPs

  • Cost control and governance frameworks

  • Institutionalise best commercial and financial practices across the organisation

Candidate Profile

• Experience: 6-10 years in commercial, costing, or business finance roles

• Education: CA-Inter / CMA-Inter / equivalent qualification preferred

• Strong exposure to manufacturing environments, BOM costing, and ERP systems

• High integrity with the ability to handle sensitive commercial information

• Strong analytical mindset with the ability to stand firm under sales pressure

• Proven capability to build systems, processes, and governance frameworks

What This Role Offers

• High-impact leadership role in a fast-scaling organisation

• Direct influence on profitability, margins, and EBITDA

• Opportunity to build commercial systems and governance from scratch

• Clear progression path to senior commercial or finance leadership roles

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