Job Title

Commercial Controller – Sales & Operations

Location

Kolkata

Reporting Structure

Reports To: Head – Finance & Accounts

Dotted Line: Sales Head / Operations Head

  Role Purpose

The organisation is on a strong growth trajectory with ambitious expansion plans over the coming years. To support this growth sustainably, the Commercial Controller role is being institutionalised to bring pricing discipline, margin protection, cost accuracy, and strong commercial governance across Sales and Operations.

This role acts as the single-point authority for all commercial decisions, ensuring profitable growth, predictable execution, and robust internal controls across the business.

  Key Responsibilities

 

1. Sales Commercial Control

Own and control pricing, margins, and payment terms across products and projects

Approve quotations beyond defined commercial thresholds

Define, monitor, and enforce customer credit limits and payment terms

Act as the final commercial authority prior to order confirmation

Block sales to overdue or defaulting customers as per company policy

  2. Costing, BOM & Margin Management

Own product costing structures and Bills of Materials (BOM)

Track BOM versus actual consumption and analyse cost variances

Work closely with Operations to correct costing inaccuracies and reduce wastage

Identify low-margin products, customers, and projects and recommend corrective actions

  3. Order Quality & ERP Governance

Ensure all sales orders in ERP (SAP B1) are:

Commercially accurate

Aligned with approved quotations

Free from ambiguities impacting dispatch or billing

Minimise post-order disputes, rework, debit/credit notes, and revenue leakage

  4. MIS, Analytics & Management Reporting

Design and publish regular MIS covering:

Customer-wise profitability

Product-wise margins

Order inflow, billing, and collections

Provide actionable insights to support pricing revisions and strategic decision-making

  5. Receivables & Sales Incentives

Monitor receivables and ageing on a continuous basis

Coordinate with Sales teams for timely payment collection

Own and validate sales incentive calculations and payouts

  6. CRM Ownership

Act as the functional owner of the CRM system

Ensure disciplined usage, data accuracy, and cross-functional visibility

Drive CRM adoption as a decision-making and governance tool, not just a tracker

  7. Corporate Cost Control & Systems

Analyse organisational expenses and identify cost leakages

Design and implement:

Approval matrices

Commercial SOPs

Cost control and governance frameworks

Institutionalise best commercial and financial practices across the organisation

  Candidate Profile

Experience: 6–10 years in commercial, costing, or business finance roles

Education: CA-Inter / CMA-Inter / equivalent qualification preferred

Strong exposure to manufacturing environments, BOM costing, and ERP systems

High integrity with the ability to handle sensitive commercial information

Strong analytical mindset with the ability to stand firm under sales pressure

Proven capability to build systems, processes, and governance frameworks

  What This Role Offers

High-impact leadership role in a fast-scaling organisation

Direct influence on profitability, margins, and EBITDA

Opportunity to build commercial systems and governance from scratch

Clear progression path to senior commercial or finance leadership roles