Sales Finance Business Partner Manager

A brilliant career opportunity has arisen for an experienced Sales Finance BP Manager to work for Godrej Indonesia.

Godrej Consumer Product Limited (GCPL), an India-based company, acquired the PT Megasari Makmur group (now operating as PT Godrej Consumer Products Indonesia) engaged in home care in 2010. GCPI has now grown into a leading Home and Personal Care company in Indonesia, with factories located in Bogor and Bekasi. GCPI is committed to fostering an inclusive work environment where individuals of all ethnicities, social background, age, religion, gender, also people with disabilities are welcomed and empowered to express themselves.

GCPI's flagship brands includes HIT in the household insecticide category, Stella in the air freshener category, and Mitu in the baby care and baby wipes category which are all market leaders in their respective categories. GCPI's brand portfolio also includes other household favorites such as NYU, Proclin, Biosol, Klinpak, Polytex, Carrera, Cap Gajah, Shock, Saniter, all popular brands that can be found in most Indonesian households.

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ABOUT THE ROLE

Partner Sales and Trade Marketing across GT, MT and E-commerce to drive profitable growth. Own commercial finance support across planning, forecasting, trade spend (BTL) governance, channel/customer profitability, and robust BTL claim validation—delivering insights that improve decisions and ROI.

Key Responsibilities

1) Business Partnering & Decision Support (GT, MT & E-com)

• Act as the lead finance partner to Sales; shape decisions on growth, investment and execution priorities.
• Lead monthly reviews (NSV, GM, trade spend, mix); flag risks/opportunities and drive gap-closure actions.
• Provide scenario analysis for pricing, promotions, channel strategy, customer terms, and mix shifts.
• Challenge assumptions and balance growth ambition with profitability and control.

2) Trade Spend (BTL) Governance & ROI

• Own BTL governance across budgeting, tracking, accruals, post-evaluation, and ROI improvement.
• Strengthen promotion effectiveness through pre-checks, post-event ROI, learning loops, and portfolio optimisation.
• Enforce spend discipline and policy compliance through strong controls and analytics.
• Use TPM/TPO tools to standardise promotion planning, tracking, and optimisation.

3) BTL Claim Validation (Pre-Processing Control)

• Own BTL claim validation before claims move to the processing team.
• Validate eligibility, approvals, terms, documents, and timing; ensure alignment to accruals.
• Track ageing and exceptions; close gaps with Sales and address root causes.
• Maintain audit-ready documentation and traceability in SAP and related systems.

4) Planning, Forecasting & Revenue Management

• Lead AOP, rolling forecast, and monthly outlook for GT/MT/E-com across revenue, discounts, mix, BTL, and profitability.
• Improve forecast accuracy through disciplined reviews of primary/secondary, pipeline, and promotion plans.
• Identify early warning signals and lead mitigation with Sales and Supply Chain.
• Track FOH spend with the Head of Sales and drive them within allocated budget.

5) Channel/Customer Profitability & GT Operating Economics

• Own channel and customer profitability views and recommend corrective actions.
• Identify leakage across pricing, discounts, rebates, schemes, and execution; tighten terms and simplify where needed.
• Bring a strong GT lens on distributor ROI, working capital, stock norms, and primary-secondary alignment; flag pipeline risks.
• Support MT and E-com models across listing fees, trade terms, platform fees, fulfilment, and digital spend; evaluate ROI.

6) Controls, Systems & Process Excellence

• Ensure strong controls over discounts, rebates, trade spend, and settlements; enforce policy and approval compliance.
• Mandatory: Hands-on SAP experience for extracting and validating pricing, rebates, customer conditions, accruals, and reporting.
• Drive data hygiene across SKU, channel, customer, and claims data; automate reporting and analytics where possible.
• Partner with Sales Ops, Customer Service, Supply Chain, and IT to simplify processes and improve speed and accuracy.

QUALIFICATION

Must-have requirements

• 10–12 years in FMCG Commercial Finance, Sales Finance, or Business Finance partnering across GT, MT, and/or E-com.
• Strong GT operations exposure, including schemes execution, distributor economics, stock management, and working capital.
• Mandatory SAP experience in pricing, rebates/conditions, trade spend, accruals, and commercial MIS.
• Strong command of P&L drivers, trade spend governance, and performance management.
• Proven ability to influence senior stakeholders, challenge constructively, and drive disciplined decisions.

Good-to-have / Added advantage

• Hands-on experience with BTL TPM/TPO tools.
• Exposure to planning or automation tools such as Anaplan and dashboarding.
• Experience in claim validation, audits, and process improvement.
• Prior people management or mentoring experience.

Core competencies

• Commercial acumen: understands trade structures, channel dynamics, and value drivers; links field reality to financial outcomes.
• Analytical rigour: strong problem structuring, large-data analysis, and clear storylining.
• Controls mindset with agility: protects compliance and reduces leakage without slowing the business.
• Communication and influence: delivers clear executive narratives and drives alignment across Sales, Trade, and Finance.
• Execution speed: strong follow-through, bias for action, and ability to perform under pressure.