Seeking a Topline Commercial Controller to join our growing finance team and co-pilot the growth plans of the organization. The Topline Controller is a The role will be responsible as a business partner to Sales and Marketing functions and who guides business on all key commercial strategy decisions including right resource allocation with clear view of ROI of resources deployed. She/He also will be responsible for the commercial decision making for branches across the country.

 

The ideal candidate will be an experienced finance leader, who understands how to drive sales growth through right investments in a financially prudent manner while maintaining relationships at all levels in sales and marketing with excellent communication and leadership skills.

 

Responsibilities

1. Co-pilot decision making on Commercial Strategy: [Gross & Net Revenue, Trade spends, Marketing Spends and Sales force overheads]

• Planning and controlling Trade spends, Marketing Spends and Sales force overheads with right mix of working / non-working spend ratio and on the most effective drivers

• Market scanning of competition products and recommend decision for timely commercial/financial decision making interventions

• Provide actionable recommendations basis insights from data (internal and external) and market information for driving brand performance at channel and geography level include ROIl assessment of Trade spends, Marketing Spends and Sales force overheads

• Build and provide dashboards on topline performance to key stakeholders

•  Actively contribute to formulation of business cases for new projects in Sales, marketing and medical sales

• Review and play active role in designing and monitoring of field incentive structure and targets

 

2. Drive Annual / periodic Forecasts and planning cycles for Net Sales, trade spends, marketing spends and sales force overheads

• Provide annual and periodic forecast for with high accuracy % (+95%); for Net Sales, it    covers forecast of channel and key customer level brand sales; for marketing at brand and nature of spend level and for sales force costs the forecast cover FTE count and total costs

3. Cost Management and Financial closing :

• Identify and drive efficiencies in all spend domains

• Close monitoring of actual spends vs plans and analyzing variances and doing course corrections

• Review of Field force policies on Travel, incentives and ensuring accuracy of spends on incentives

• Monthly financial closing including accruals and financial reporting within prescribed timelines and with full accuracy (for Net Sales, Trade spends, marketing and sales force spends)

• Review and approve trade spends commitments, advertising purchase contracts, including media contracts

 

4. Branch commercial operations:

• Cost efficient and effective operations of branch commercial operations including managing CFAs, transporters and inventory/ billing at branches.

 

People Results

• Leadership quality through capability build and career conversations.

• Diversity and Inclusion

• Build a strong commercial finance team in the Organization

• Talent Management

• Ensure quality People Plan Process

• Motivate and energize team through appropriate reward and recognition programme

 

Candidate profile:

 

• Degree in Chartered Accountancy and/or MBA Finance

• Proven, successful experience of at least 8+ years in business / commercial controlling in FMCG / FMCD

 

Skills and Behavioral Attributes:

 

• Exceptional communication skills

•  Strong people management and leadership abilities

• Strategic thinking with the capacity to translate vision into actionable plans