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Regional Commercial Head - Cement Marketing

Rising Sun Business Solutions

Regional Commercial Head - Cement Marketing

Rising Sun Business Solutions

Location not specified

Not disclosed

Work from Office

Full Time

Min. 5 years

Job Description

Regional Commercial Head-East Boring Canal Road, Patna - Bihar | Cement Marketing Division | Cement

Job Purpose

To implement all the financial and commercial systems & processes of Cement Marketing Division in the Region and ensure their smooth working, ensure adherence to processes and defined norms, identify deviations and get required approvals as per DOA, manage audits and query resolution, work towards optimisation of sales and distribution costs and track and monitor statutory compliances for the Region.

Job Context & Major Challenges

UltraTech Cement is the largest cement manufacturer in India with an installed capacity of about 68 million tonnes. The company has production facilities in 17 locations spread across the country and has plans to grow further than acquisition and green field expansion. The UltraTech brand occupies a premium position with a market capitalization of Rs. 81438 crores. The Indian cement industry has a capacity of 409 million tonnes and a supply demand gap putting pressure of prices due to excess capacity. The market has strong regional players in each Zone and has strong brand competition.

The role of Finance & Commercial includes managing Accounting, Finance & Commercial activities for the business. The function plays the role of a caretaker for the business and undertakes the responsibility of MIS, sensitivity analysis, exercising of internal controls, and cost and risk management. The function is also entrusted with the responsibility of designing and implementing business processes / SOPs and for other allied activities like P&B, Capex management, taxation, auditing, credit control and facilitating day to day operations of Marketing.

The role holder will be required to effectively balance the operational and strategic aspects of the Region to ensure delivery of desired results. While doing so, the role holder will be expected to identify and highlight deviations and exceptions and undertake corrective action / action planning. Compliance of SOP / guidelines for each and every sales transaction is another challenge that the role holder is likely to face owing to large number of depots and billing points. Moreover, managing the same with the given constraints in terms of skill availability is also a major challenge.

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)	Supporting Actions (Max 1325 Characters)
KRA1	Banking and Accounting Bricks Division Legal and Contingent Liability	Banking and Accounting • (A) Ensure no pending entry is there in BRS of collection accounts; preparation, analysis and follow up for pending bank transactions • (R) Ensure speedy generation of debit / credit notes and timely reconciliation of banks, physical stock verification and reconciliation of accounts • (R) Ensure timely and accurate processing of all accounts, records and financial information Bricks Division • (R) Manage and oversee the accounting, commercial, finance and procurement for the division • (R) Management of supply chain for entire division for inward and outward transportation • (R) Monitor key activities like reporting procedures, accounting, audit, legal issues, planning & budgeting, cost drivers, Capex • (R) Optimization of supply chain cost by using various options Legal and Contingent Liability • (A) Keep track of various laws, rules and regulations applicable to Cement business and ensure adherence to the same • (A) Provide timely details for filing of cheque bouncing cases • (R) File new criminal complaints and civil suits • (R) Follow up on next date, adjournment of matters, and legal status by liaisoning with advocates
KRA10	System Review and Internal Control UBS Budgeting, Planning and Commercials	System Review and Internal Control • (R) Co-ordinate with internal auditors, review and analysis of internal audit reports, follow up for action taken on points raised by internal auditor, if any • (R,A) Maintain details of VAT 47 forms, details of forms received, used and balance • (R) Ensure physical verification of IT and other assets in all Zones and numbering UBS Budgeting, Planning and Commercials • (A) Ensure proper commercial working and accounting in UBS operations • (A) Make payments to UBS vendors after verification • (A) Monitor all UBS parties' credit limits • (R) Regular review of performance of UBS outlets critically and highlight deviations
KRA2	Commercial Control 1	• (A) Assist Marketing in resolving issues pertaining to customer credit management • (A) Checking the advertising bills with the P.O. for terms and conditions; processing of the bills by checking for proper acknowledgement; physical verification of wall / shop paintings on a regular basis as per requirement • (A) Ensure preparation of legal agreements with dealers and TPC parties • (A) Manage commercial activities like Godown rent, disposal of damaged material etc. in the Region • (A) Preparation of DO, DI invoicing, collection • (A) Proper identification and action on inactive and overdue customer accounts and other irregular activities • (A) Review and finalization of various temporary Godowns keeping in view Plant capacity utilization, imbalance in demand supply scenario, high penal charges at Rail Head etc. • (A) Seek expertise of legal consultants for VAT, Excise, Service tax and other legal matters • (A) Tracking and monitoring of balance confirmation of Trade, Non trade and Key Customers and checking of document for remarks, if any • (A) Verification of Non trade and Key Customers benchmark NCR with PAM
KRA3	Commercial Control 2	• (R) Enforce credit control guidelines for customers and maintain credit control • (R) Evaluate, develop credit control guidelines for customers • (R) Preparation of Non trade and Key Customers RD working and checking of discount scheme from time to time i.e. tons and tours etc. • (R,A) Collect data about critical outstanding and liaise with the advocates to initiate court proceedings • (R,A) Keep stock of Gold / Silver coins and maintain register pertaining to it • (R,A) Review and propose opening of non MRP Godowns based on financial feasibility
KRA4	Government Incentives Invoicing and Billing	Government Incentives • (A) Frame time to time guidelines to adhere to the requirements for availment of any benefits under any scheme / policy of Central / State government • (A) Keep track of various incentives available under various schemes of Central and State government Invoicing and Billing • (A) Resolve dealers' queries within three days of receipt of query • (A) Verification of challan with invoice and ensure proper rate • (A) Distribution of invoices once in a week; distribution of ledger / debit note / credit note/ CD statement latest by 15th of next month • (A) Ensure 100% invoicing same day through DCA • (A) Ensure timely invoicing; ensure that the invoices are prepared based on rate circulars and provide copies to customers; ensure and check the delivery challans for quantity and rate • (A) Ensure verification and timely passing of bills and releasing payment to C&F agents, employees, landlords and professionals • (A) Monitor ship to party billing • (A) Process vendor bills after checking for advances paid and checking accounts of vendors for advances / debit balances, verify with work order, cross verify with the register maintained in Godown
KRA5	Logistics and Freight	• (A) Analysis of GPS data for processing of freight bills • (A) Check shipment cost on a daily basis (primary and secondary) • (A) Controlling of rake operation • (A) Monitor and process Plant debit note / credit note • (A) Monitor delayed delivery cases / non-receipt of material by customers • (A) Pass primary freight bills, toll tax, incentive etc. as per guidelines, policy and SOP • (A) Prepare stock transfer details for incoming rakes, issuance of road permit, and monitoring of rakes to ensure that there is no damage or delay in rake handling for lack of statutory papers • (A) Verification and processing of secondary freight / Octroi, CRM and admin bills • (R) Analyze and make recommendations for finalization of handling rates, freights • (R) Exercise secondary freight control and minimize depot and operational cost to meet customer requirements • (R) Provide support to Logistics in the appointment of handling agents, sales promoters and transporters and ensure proper commercial analysis in the process • (A) Review of the network proposals put up by Logistics and Marketing and submit proper remarks for the same
KRA6	Market Feedback and Competitor Analysis	• (R) Collect and provide market information on market trend, competition, price etc. to help the Management take appropriate initiatives • (R) Interact with the dealers / retailers / local level officials of the competitors, collect information on prices, arrivals, discounts, schemes, advertising and sales promotion activities etc. • (R,A) Continuous market visits with the objective of capturing market conditions and latest action taken and policies followed in the market
KRA7	MIS, Tracking and Reporting	• (A) Analyze and highlight variances against budgeted performance and assist in corrective action • (A) Carry out a comparative analysis and provide inputs to Zonal Head Commercial for disposal of damaged cement • (A) Compilation of dealer profitability on quarterly basis and sharing with the Marketing team and dealers, if required • (A) Detailed analysis of TLC, identification of non economical areas and suggestion for improvement of the same (primary and secondary) • (A) Maintain proper and relevant MIS related to all taxes at Plant / Region Level • (A) MIS and analysis reports in the areas of sales targets, realizations, stocks and receivables and costs for effective Management control • (A) Prepare analytical report of Logistics • (A) Prepare exceptions report basis the data collected from Depots and ensure remedial actions are taken • (A) Prepare reports pertaining to Service tax details, Excise details, TPC details and freight details • (A) Verification and updation / creation of retailer / mason / engineer / contractor data along with supporting documents
KRA8	Planning and Budgeting Sales, Collection and Cost Control	Planning and Budgeting • (R) Monitor adherence to budget, highlight variances against budgeted performance and take corrective action • (R) Provide information pertaining to credit appraisal, ughai, managing recoverable, sales discount schemes and variance analysis, vet the credit rating of new parties and suggests necessary steps to ensure effective planning and budgeting • (R,A) Prepare Regional plan and budget Sales, Collection and Cost Control • (A) Ensure 100% online collection • (A) Monitor control over cheque bouncing parties • (A) Monitor the payment positions of the dealers / customers and ensure timely collections, take action in case of overdue; review of ughai and follow up with Marketing for corrective actions • (A) Strictly adhering to call cycle plan, collecting orders • (R,A) Consult with the Regional Head (Marketing) for continuation of the further business with a dealer / customer based on payment history • (R) Identification of dealer requirement for channel finance for Trade and Non trade (DFS) segment; based on requirements, submitting COR to bank / ABFL for providing facility of channel finance • (R,A) Review the possibility to avail CD for non CD parties
KRA9	Statutory Review and Compliance	• (A) Attend all appeal hearings on behalf of Grasim and UltraTech • (A) Check the statutory compliance at Plant level related to various taxes like Service tax, Excise and Sales tax • (A) Filing of VAT returns and assessment • (A) Month wise tax calculation on sales along with calculation of input tax and adjusted taxes and pay net taxes in time • (A) Service tax calculation 01-24 & 25-31 of every month, proper calculations as per tax guidelines; provide details to Zone for payment to government authorities • (R) Ensure that all eligible benefits under Sales tax are claimed and granted • (R) Monitor and ensure statutory compliance of Service tax, Entry tax, Octroi, Excise, Income tax etc. to meet the legal requirements; ensure timely submission of monthly and annual returns under Sales and Income Tax Acts • (R) Regular visit to Depot / market, checking and ensuring SOP compliance • (R,A) Obtain Sales tax assessment orders from the assessing authorities • (R,A) Follow up with Marketing, TPC agents for pending statutory forms etc. • (R,A) Manage compliances pertaining to C form, prepare details, maintain pending list of C forms, verify details, update the received C forms in SAP • (R,A) Manage compliances pertaining to F form, prepare details, maintain pending list of F forms, verify details