Lead Commercial & FPNA

Job Description

Job Summary:

 The Lead - FP&A will be responsible for driving financial planning, cost optimization, and business performance analysis across the business. This role requires deep understanding of CW business, manufacturing cost structures, raw material pricing (copper, aluminum, PVC, etc.), production efficiency metrics, and sales margin analysis across product segments and customer categories.

The Commercial Controller will be responsible for end-to-end commercial governance, ensuring profitability, control, and efficiency across both front-end channel operations and back-end supply chain processes. This role requires strong understanding of the cable and wires industry’s distribution ecosystem, including channel financing, pricing control, credit management, and logistics cost optimization. The incumbent will serve as the key business partner to Sales, SCM, and Finance, driving commercial discipline, optimizing working capital, and safeguarding margins.
 

Key Responsibilities:

• Lead annual operating plan (AOP) and quarterly forecast process for cables and wires business.
• Build detailed volume, price, and margin models by product line (house wires, flexible, power cables, etc.).
• Analyze cost per metre or tonne using input–output ratios and track raw material cost movements.
• Conduct variance analysis (budget vs. actual) for material yield, conversion cost, and power usage. Manufacturing overhead analysis.
• Prepare monthly management dashboards covering GM, contribution, EBITDA margin and working capital ratios.
• Develop financial models for new products, capex projects, and scenario analyses.
• Collaborate with sales, SCM, and production to align operational metrics with financial outcomes.

• 1. Channel & Sales Commercial Management

  • Credit limit management, overdues monitoring, and collection follow-up in coordination with regional sales teams.
  • Administer credit notes, claims, rebates, and incentive schemes.
  • Develop standard discount and pricing approval processes to maintain profitability discipline across distributors, wholesales, and project customers.
  • Ensure commercial due diligence and documentation for all channel partners — agreements, GST compliance, and KYC.
  • Collaborate with banks/NBFCs/fintech to facilitate and expand Channel Financing / Bill Discounting programs, reducing DSO and improving liquidity.

• 2. Pricing & Margin Governance

  • Maintain centralized control on pricing approvals, ensuring adherence to approved contribution margins.
  • Conduct price–cost–margin (PCM) analysis by product, region, and channel segment (house wires, industrial cables, power cables).
  • Partner with Sales and FP&A to analyze impact of raw material price movements (Copper, Aluminum, PVC) on pricing strategy.
  • Provide insights on competitive pricing trends, dealer margins, and regional profitability.

• 3. Credit & Receivables Management

  • Establish and monitor credit policies and control utilization for channel partners and institutional customers.
  • Track overdue receivables, review aging reports, and coordinate with regional sales heads for recovery actions.
  • Implement credit insurance, risk grading, and exposure monitoring systems to minimize bad debts.
  • Drive periodic credit committee reviews and risk mitigation actions (like credit insurance).

• 4. Logistics, Supply Chain & Sourcing Commercials

  • Oversee logistics cost control, including freight rate negotiation, transporter performance tracking, and dispatch optimization.
  • Support vendor commercial negotiations in sourcing of packaging, logistics, and raw material. Ensure governance over this process
  • Validate and control freight claims, demurrage, and inventory losses through strong process governance.
  • Coordinate with SCM to ensure cost-to-serve visibility by product and region.

• 5. Systems, Processes & Compliance

  • Implement commercial SOPs across sales, logistics, and sourcing functions.
  • Drive ERP-based controls (pricing, order blocks, limit checks) and automate reporting for credit and claims tracking.
  • Ensure compliance with company policies, tax regulations (GST, TDS)
  • Address and track internal audit recommendations.
  • Lead commercial risk reviews and report exceptions to CFO and business leadership.

• 6. Business Partnering & Performance Insights

  • Act as a commercial advisor to Sales Head, ensuring profitable growth and cash flow discipline.
  • Support management in margin improvement, cost-to-serve optimization, and working capital reduction.
  • Prepare monthly commercial dashboards and business performance packs linking sales, receivables, discounts, and logistics costs.
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