Commercial Control Manager

About Us

Innovation. Sustainability. Productivity. This is how we are Breaking New Ground in our mission to sustainably advance the noble work of farmers and builders everywhere. With a growing global population and increased demands on resources, our products are instrumental to feeding and sheltering the world.

From developing products that run on alternative power to productivity-enhancing precision tech, we are delivering solutions that benefit people – and they are possible thanks to people like you. If the opportunity to build your skills as part of a collaborative, global team excites you, you’re in the right place.

Grow a Career. Build a Future!

Be part of this company at the forefront of agriculture and construction, that passionately innovates to drive customer efficiency and success. And we know innovation can’t happen without collaboration. So, everything we do at CNH Industrial is about reaching new heights as one team, always delivering for the good of our customers.

Job Purpose

Primary responsibility of ownership of India profitability, supporting India Managing Director & Sales Director with timely and accurate analysis to meet/ exceed desired profitability. Assist Management in various Commercial & Marketing decisions and ensure implementation of pricing policies. Other areas of responsibility include:

• Pricing and Margin: Ensure effective price realization at Zonal level and timely action plan to improve the same as targeted.
• Selection and application of mathematical/statistical methods to develop or verify Sales and Margin trends (Commercial and Fully Allocated)
• Review of financials for Budget/ Forecast and ensuring effective explanation of Causals.
• Monthly review and ensuring causals for variance are highlighted timely and action plan are made and executed.
• Application of the relevant costs as a factor in setting product sales prices
• Ensure Compliances are adhered, and controls are maintained. Audit observations are closed in timely manner. Ensure SOX documentation and zero non-compliance.
  
  

Use of Best Practices in terms of Cost-Benefit approach, Controls improvement, Risk Management, Policy Documentations, SOPs and Process Flowcharts etc.

Key Responsibilities

Primary and Secondary duties:

• Sales Management:
• Review and approve price proposals (Regular/Tender/KA/Bulk deal/SAARC) on deal-to-deal basis and push for higher realization by considering all offerings/benefits of the deal to minimize shortfall against targeted Gross Margin. Approval of quarterly Commercial Policy, Review effectiveness of discounts based on scheme, slab, zone, dealer, Product category etc.
• Sales Planning and Dealer target Monitoring
• Control over ageing of inventory and timely action plan
• Price Positioning and report cards: Pricing discussions & decisions for the Brand Positioning, Pricing and Discounts, competitor pricing, and profitability across different models. Facilitate discussions related to Price Realization and Channel Profitability on timely basis. Timely Price interventions as committed in Budget/ Forecast with continuous monitoring and visibility of under-realization/pricing risk.
• Financial Reporting / Budgeting & Forecasting:
• Review and monitor monthly closure and Commercial Controlling activities. Ensure effectiveness of data repository and easy retrieval of information.
• Review of VMD/ Sales allowance/ FOC/ Warranty/ Service Commission/ FG NRV and ensuring effective controls and provision adequacy.
• Ensure timely evaluation of Royality and monitoring warranty data for defining effective and timely action to keep the same under control.
• Budgeting and forecasting by providing key Market/business intelligence of volume/pricing/discounts/business change after discussion of volume /pricing with commercial team.
• Ensure timely submission of data monthly reporting and Budgeting/Planning scenarios. Ensure effective discussion with the Management team in order to keep financials under control.
• Sales Incentive Plan:
  

Discussing and Concluding on SIP variables with India MD and Sales Director to help it align with broader organization goals. Aligning on Target setting, actual tracking, suggestion for improving effectiveness & process improvements. Variable bifurcation at Sales director, RM, BM & Agency level to maintain right balance of Control and influence over results. Ensuring effectiveness of the Plan

• Audit
  
  

Ensuring compliances as per CNH guidelines and assisting Internal/ External Audit teams in periodic audits, and timely implementation of Audit observations

• Sales/ Marketing Schemes
  
  

Ensure monitoring of Schemes and structured reviews. Ensure financial impacts are monitored and timely discussed. Analysis to be presented to the Management for timely actions required.

Leadership/Team Management Responsibility

• Responsible for India P&L with a specific focus on Gross Margin
• Extensive Interactions with India Business team for Business discussion and decisions
  
  

Experience Required

• Should have 10+ years of experience in similar role preferably in Manufacturing domain
• Highest standards of accuracy and precision; highly organized
• Strong commitment to meeting tight deadlines, under certain level of stress, self-motivated and flexible working hours
• Ability to think creatively, and self-motivated
• Articulate with excellent verbal and written communication skills
• Proficient in Microsoft Office, especially Excel and PowerPoint
• Demonstrate ability to analyze, consolidate & interpret financial data
  
  

Preferred Qualifications

ICWA/ CA/ MBA Finance

What We Offer

We offer dynamic career opportunities across an international landscape. As an equal opportunity employer, we are committed to delivering value for all our employees and fostering a culture of respect.

Benefits

At CNH, we understand that the best solutions come from the diverse experiences and skills of our people. Here, you will be empowered to grow your career, to follow your passion, and help build a better future. To support our employees, we offer regional comprehensive benefits, including:

• Flexible work arrangements
• Savings & Retirement benefits
• Tuition reimbursement
• Parental leave
• Adoption assistance
• Fertility & Family building support
• Employee Assistance Programs
• Charitable contribution matching and Volunteer Time Off