Overview
Key Responsibilities
1. Customer Onboarding, Credit, and Contract Management:
– Define and manage credit policies and exposure limits for each customer based on financial health, performance, and internal risk frameworks.
– Drive robust contract management practices – ensuring commercial clauses and payment terms are clearly documented and aligned with internal policies.
– Oversee credit evaluation and approval processes for all new customer onboarding.
2. Order-to-Cash (O2C) Process Management:
– Lead and enable the team to execute end-to-end O2C execution – from PO validation, credit clearance, and invoice issuance to payment tracking and reconciliation.
– Ensure accurate payment knock-off and maintain real-time visibility into receivables and collections.
– Coordinate with internal teams to resolve payment disputes and deduction mismatches.
3. MIS, Reporting & Commercial Hygiene:
– Maintain and publish real-time dashboards and trackers for customer-wise ageing, collections, open claims, and outstanding deductions.
– Lead monthly reporting of commercial performance to Finance and Sales channels – highlighting risks, exceptions, and actionable insights.
– Ensure compliance with audit requirements, tax regulations (GST/TDS), and internal controls across all B2B commercial processes.
4. Customer Spend Management:
– Monitor customer-level budgets for visibility and trade spends
– Validate and process claims in alignment with agreed commercial terms and internal SOPs.
5. Team Development & Process Improvement:
– Manage and mentor the AR team members to build a rigorous and detail-oriented process.
– Identify gaps in current commercial workflows and partner with Tech/ERP teams to drive automation, systemization, and scalable process enhancements.
6. Stakeholder Management:
– Collaborate closely with Sales, Finance, and cross-functional teams to ensure seamless commercial operations.
– Serve as the go-to person for all customer-facing commercial issues – ensuring timely resolution of disputes, reconciliations, and escalations.
Skills You Bring:
– Strong command over P&L drivers in FMCG; Deep understanding of B2B commercial dynamics across Offline, Q-Com, and E-commerce/Platform channels.
– Proven expertise in credit control, scheme and promo planning, customer hygiene, and cash flow management.
– Excellent proficiency in MS Excel, and dashboarding tools.
– Knowledge of GST, TDS, and accounting standards for audit-readiness mindset. –
– Strong communication, negotiation, and stakeholder management skills.
– Ability to lead a team and build scalable processes in a high-growth environment.
Who You Are?
– A qualified CA/ CMA with 5+ years of post-qualification experience in commercial finance, preferably in a high-growth FMCG or consumer startup.
– You’ve handled complex offline operations across geographies and can preempt commercial risk.
– You’re detail-obsessed, love clean processes, and bring structure without slowing the hustle.
– Most importantly, you believe in transparency – in numbers, in intent, and in how business should be done.