This role is responsible for managing the financial aspects of our sales operations, including financial reporting, forecasting, and analysis. The Sales Finance Manager will also oversee accounts receivable, ensuring timely and accurate reconciliation with customers. This position will report directly to the Finance Director and collaborate with cross-functional teams to optimize sales performance and profitability
Key Responsibilities:
Sales Performance Monitoring:
Analyze and report on sales trends, variances, and KPIs (key performance indicators).
Prepare regular sales performance reports for senior management, highlighting opportunities for improvement and areas of concern.
Provide actionable recommendations based on financial analysis to optimize sales performance.
Closely follow up on all payments with clients and internal teams.
Conduct weekly reconciliation meetings with clients.
Manage invoices and communicate with clients regarding any questions.
Sales Contract Review & Pricing Strategy:
Review and approve pricing and contract terms, ensuring compliance with company policies and financial goals.
Provide financial guidance on pricing strategies, margin improvement, and contract negotiations.
Develop and implement risk control strategies to mitigate financial risks associated with sales activities.
Ability to identify and forecast potential risks, understand client demands, develop solutions, and bridge gaps between the company and the client.
Manage and monitor letters of credit, ensuring compliance with financial regulations and company policies.
independently lead financial discussions with clients and handle LOC and Surety Bond cases professionally and efficiently.
Able to provide immediate support on day one. Need be to very familiar with Letter of Credit process and must thoroughly review and ensure that all documents prepared for submission to the bank are 100% accurate. If there are any discrepancies, he needs to communicate with the bank and the client to find solutions.
Accounts Receivable & Customer Reconciliation:
Oversee the management of accounts receivable related to sales transactions, ensuring accurate invoicing and timely collection.
Liaise with customers to resolve any disputes or discrepancies in payments, ensuring smooth communication and prompt resolution.
Perform regular customer reconciliations to verify the accuracy of accounts, coordinating with the sales and accounts teams as needed.
Monitor outstanding receivables, follow up with customers on overdue payments, and escalate issues as necessary to ensure timely cash flow.
Commission & Incentive Calculation:
Oversee the calculation and distribution of sales commissions and incentives, ensuring accuracy and timeliness.
Work with HR and the sales team to develop and manage incentive programs that align with company goals and sales targets.
Cost Management:
Monitor and control sales-related costs, including discounts, rebates, and promotional expenses.
Partner with other departments to ensure effective cost management and alignment with sales strategies.
Financial Planning & Analysis:
Develop and manage sales forecasts, revenue projections, and annual budgets.
Provide financial analysis and insights related to sales performance, cost management, and profitability.
Collaborate with the sales team to assess the financial impacts of sales targets, pricing strategies, and promotional activities.
Collaboration & Communication:
Work closely with cross-functional teams, including sales, marketing, operations, and senior leadership, to ensure financial alignment with business goals.
Communicate effectively with internal and external stakeholders, particularly the sales and customer service teams, to resolve financial issues, improve sales processes, and drive business growth.
Support business leaders with ad hoc financial analysis and decision-making to improve sales performance and profitability.
Process Improvement:
Identify opportunities to streamline financial processes, particularly in sales reporting, forecasting, and accounts receivable management.
Implement best practices in sales finance processes, tools, and systems.
Qualifications & Requirements:
Education:
Bachelor's degree in Finance, Accounting, Business Administration, or a related field. A Master's degree or professional certifications (e.g., CFA, CPA) is a plus.
Experience:
At least 5 years of experience in finance, with a strong background in sales finance, accounts receivable, and financial analysis.
Proven experience managing accounts receivable processes, customer reconciliations, and financial reporting related to sales operations.
Experience working with cross-functional teams, particularly in sales and customer service, to achieve business objectives.
Skills:
Strong proficiency in financial modeling, Excel, and other financial analysis tools (e.g., ERP systems, financial reporting software).
Excellent analytical and problem-solving skills, with the ability to translate complex financial data into actionable insights.
Strong understanding of sales operations, pricing strategies, commission structures, and accounts receivable management.
Excellent communication and interpersonal skills, with the ability to build relationships and influence stakeholders at all levels of the organization.
Personal Attributes:
Detail-oriented, highly organized, and able to work in a fast-paced, dynamic environment.
Strong business acumen and strategic thinking.
Proactive and results-driven, with a focus on continuous improvement.