Zonal Commercial Manager - North

Key Result Areas

Supporting Actions

Agreements & Contracts Management

• Monitor and maintain the agreements of the depot in the zone and ensure timely renewal and negotiation.
• Prepare agreements & contracts for all major commercial transactions in line with management guidelines & SOP
  
  

Cost Control and Servicing

• Review and monitor the cost items at a head level for the depots and other sales and commercial related areas
• Find ways of optimizing the cost and ensure that they are booked in the right GL, CC and right period
• Ensure material is delivered within the defined SLA with minimum cost
  
  

Credit Assessment & Credit Control

• Review receivables regularly and ensure recovery on a timely basis
• Help the sales team in assessing the credit for determining the credit limit
• Periodic review of credit limits of customers, with regard to their payment patterns and make appropriate recommendations in their credit limit if required
  
  

Customer Account Management

• Awareness creation and education to customers on various business initiatives & processes from commercial perspective
• Balance confirmations from all customers periodically and address any non-conformations
• Closures of customer disputes such as issue of credit / debit notes, shortage claims, etc.
• Visit market to meet the concerned Dealers, Customers and build rapport to execute a smooth commercial transaction & operations.
  
  

Finalization of Financial Statements

• Physical stock verification as per the defined SOP
• Resolve audit queries by coordinating with respective task owners
  
  

Indirect Tax Management- GST

• Ensure real time availability of infrastructure at inventory/Dispatch point to avoid delay in dispatch and adhere to GST laws
• Timely responses on all GST related queries of internal & external customers to ensure adherence to GST regulations across organization
  
  

Invoicing & Banking

• Follow up on collection and overdues with sales and customers
• Facilitate dealer requirement for channel finance for Trade and Non trade segment and arranging channel finance facility
• Push dealers for adopting new modes of payment as and when rolled like ECMS
  
  

Logistics Cost Control and Servicing

• Identification of integration opportunities of freight & Monitoring / Reporting.
• Identify and finalize hiring of temporary godowns & negotiate the same
• Negotiate & Finalize the Secondary freight rates by comparing the same with peers – both new and existing routes
• Validation of new network proposals
• Validation of sub-optimal movement proposals
  
  

Market Intelligence

• To keep the existing customers / retailers updated on the company's prevailing discount schemes, balance confirmations, business policies
• Analyze peers' policies, schemes and share the insights to the management for suitable decision making
• Gather Market information on pricing trends, discount schemes, capacity addition and share the intelligence findings for suitable internal decision making
• To gather and analyze industry trends and provide inputs to the marketing team on price positioning prevailing in the market for suitable internal decision making
  
  

MIS & Analytics

• Review and track actual fixed cost against budget on monthly basis, indicate deviations and taking corrective action
• Conduct scheme analysis and monitor its effectiveness
  
  

Vendor Management

• Identification and vendor negotiation for cost optimization and best value for money for the zonal spend
• Ensure to collect timely NDC from vendors
  
  

Innovation and Execution

• Ability to come up with disruptive and new ideas to improv e servicing
  
  

Training

• Ability to train the C&F and other employees the nuances of Paint industry commercial