Manager – MIS & Commercial
Role Purpose
To drive business performance through effective management of Sales MIS, Pricing Governance, Sales Schemes, Incentive Administration, Commercial Analytics, and Performance Tracking. The role will be responsible for delivering accurate business insights, ensuring pricing discipline, monitoring sales effectiveness, and supporting commercial decision-making through robust analytics and reporting.
Key Responsibilities
Sales MIS & Business Analytics
Prepare, maintain, and analyze daily, weekly, monthly, and quarterly Sales MIS reports and dashboards.
Develop automated reporting solutions to improve reporting accuracy, efficiency, and decision-making.
Track key business metrics including sales performance, market trends, product-wise performance, region-wise sales, and channel effectiveness.
Generate actionable insights through data analysis to support business growth and profitability.
Ensure timely dissemination of management reports to leadership and business stakeholders.
Pricing Management & Commercial Controls
Manage product pricing updates across systems and ensure accurate implementation.
Monitor pricing adherence and recommend corrective actions to maintain pricing discipline.
Evaluate pricing structures and provide analytical support for pricing strategy decisions.
Ensure compliance with commercial policies and approval frameworks related to pricing and discounts.
Sales Scheme & Discount Management
Design, implement, monitor, and evaluate sales schemes, incentive programs, and promotional campaigns.
Track scheme utilization, effectiveness, and return on investment (ROI).
Validate discount approvals and ensure adherence to commercial guidelines.
Analyze the impact of schemes and discounts on sales growth, profitability, and channel performance.
Sales Performance Management
Monitor target versus achievement performance across regions, products, channels, and sales teams.
Develop and maintain KRA/KPI tracking dashboards for sales personnel and business units.
Identify performance gaps and provide analytical recommendations for performance improvement.
Support leadership with periodic performance reviews and business presentations.
Incentive Management
Calculate, validate, and administer sales incentive payouts in line with approved incentive policies.
Ensure accuracy, transparency, and timely processing of incentive calculations.
Resolve incentive-related queries and maintain audit-ready documentation.
Recommend improvements to incentive structures based on business performance and market practices.
Process Improvement & Automation
Drive continuous improvement initiatives in MIS reporting, incentive management, pricing controls, and commercial processes.
Collaborate with IT and business teams to automate manual reporting and analytical processes.
Ensure data integrity, governance, and standardization across reporting systems.
Role Specifications
Experience
5–8 years of experience in MIS, Commercial Operations, Sales Analytics, Business Finance, Pricing, or Sales Operations.
Experience in manufacturing, building materials, FMCG, consumer durables, retail, or distribution-driven industries will be preferred.
Education
MBA (Finance/Marketing), PGDM, B.Com, M.Com, BBA, Engineering, or equivalent qualification from a recognized institution.
Technical Knowledge
Advanced proficiency in Microsoft Excel including Pivot Tables, Power Query, Power Pivot, Dashboards, VLOOKUP/XLOOKUP, and Data Modeling.
Strong knowledge of ERP systems; SAP experience preferred.
Familiarity with BI tools such as Power BI, Tableau, or QlikView will be an added advantage.
Strong understanding of pricing structures, sales schemes, incentive calculations, and commercial controls.
Desired Candidate Profile
Strong analytical and problem-solving capabilities with a data-driven mindset.
Hands-on experience in Sales MIS, Pricing, Commercial Analytics, and Incentive Management.
Ability to interpret large datasets and convert them into meaningful business insights.
Strong understanding of sales performance metrics and business KPIs.
Excellent stakeholder management and cross-functional collaboration skills.
High attention to detail with a focus on accuracy and compliance.
Ability to work in a fast-paced environment and manage multiple priorities effectively.