REPORTING TO : Chief Financial Officer (CFO)
TYPE OF ROLE: People Management Role
LOCATION: Corporate Office, Prabhadevi, Mumbai.
JOB PURPOSE:
Own the commercial economics — driving profitable growth through superior pricing, mix, trade investment, channel profitability, working capital discipline & strategic partnering
KEY RESPONSIBILITIES
Commercial Finance
Business Planning & Performance Management
- Partner on Annual Operating Plans (AOPs), rolling forecasts, KPI tracking, and monthly performance reviews with early warning systems.
Branch & Channel Profitability
- Analyze unit/branch P&Ls, benchmark margins, flag leakage, and recommend corrective actions.
Commercial Strategy Support
- Provide financial insight for growth initiatives across modern trade, e-commerce & quick commerce.
Revenue Growth Management (RGM)
- Optimize pricing, trade investments, and promotions to maximize ROI, premiumization, and margins — detailed further under Revenue Growth Management: Role Charter below.
Gross-to-Net (GTN) Governance
- Control trade discounts, schemes, rebates, and claims to ensure every commercial rupee earns its return.
Credit & Working Capital Management
- Strengthen collections, credit discipline, and reconciliations to reduce DSO and working capital risk.
Cost Leadership & Controls
- Drive overhead optimization via zero-based budgeting and robust internal controls across operations.
Capability & Process Excellence
- Build finance business partnering capability, drive automation, and move teams from reporting to influencing.
- Revenue Growth Management (RGM)RGM is the analytical core of the role — a dedicated discipline, that sits at the intersection of Finance, Sales, and Marketing to convert commercial data into profitable growth decisions. The incumbent will own and industrialize RGM across five levers:
1. Pricing Strategy & Governance
- Design and periodically review list price and net price architecture by SKU/channel; conduct price elasticity and competitive benchmarking studies; recommend price corrections ahead of cost inflation and govern the price approval process.
2. Pack-Price Architecture (PPA)
- Build the right price-pack architecture across price points and pack sizes by channel to capture the full consumer pyramid, in coordination with Marketing and category teams.
3. Promotion & Trade Investment Optimization
- Evaluate promotional effectiveness (volume lift, ROI, cannibalization); optimize trade/promo budget allocation by customer, channel and scheme type; build a pre- and post-promo evaluation discipline.
4. Mix Management
- Track and steer product, channel and customer mix to protect and expand blended margins; identify premiumization opportunities and manage portfolio rationalization (SLOB/long-tail SKUs).
5. Trade & Commercial Terms
- Harmonize trade terms across channels and accounts; move terms toward performance-based structures; benchmark margin structure and net realization against competition.
EDUCATIONAL QUALIFICATIONS
- Chartered Accountant (CA) / CMA / MBA (Finance) from a premium institute.
WORK EXPERIENCE
- 12–18 years of finance experience, with at least 5 years in Commercial Finance / Revenue Growth Management / Sales Finance in an FMEG, FMCG, consumer durables, or similar B2C manufacturing environment.
PREFERRED/ ADDITIONAL REQUIREMENT
- Demonstrated track record in pricing analytics, price-pack architecture, trade promotion ROI, mix management, and trade term harmonization (the standard RGM toolkit across leading FMCG organizations).
- Hands-on experience in dealer/distributor credit management, collections and SOX/internal-controls compliance, gained through business partnering with Sales.
- Strong exposure to SAP (or equivalent ERP), advanced Excel, and MIS/dashboarding tools; working knowledge of BI tools (Power BI/Tableau) preferred.
- Proven people-leadership experience managing teams of finance business partners embedded with regional and channel sales leadership.
- Working knowledge of export documentation, FX exposure, and incentive schemes is an added advantage.
- Excellent stakeholder management skills to partner effectively with Sales, Marketing, Supply Chain, and Legal functions, and to present confidently to the CFO and leadership team.
INTERNAL / EXTERNAL INTERFACE
Internal:
- CFO, CEO's office, Sales & Marketing leadership, Supply Chain, Legal, Corporate FP&A, Statutory Auditors.
External:
- Distributors & dealers, e-commerce marketplace teams, government/institutional buyers, banks (LC/collections), export logistics partners.
