Assistant Manager Commercial Finance, Deal Governance & Pricing

Assistant Manager – Commercial Finance, Deal Governance & Pricing

Function

Commercial Finance / Commercial Excellence

Location

Bengaluru, India

Reports To

Head of Commercial Finance

Works Closely With

Sales, Delivery, FP&A, Legal, and Business Unit Leadership

Role Purpose

The role owns commercial governance across the deal lifecycle — from pipeline hygiene and RFP review through pricing, deal structuring, and margin protection — and connects deal-level economics to firm-level P&L. The manager acts as the commercial control point that ensures every pursuit is priced competitively, structured profitably, and governed with discipline, while giving leadership a clear, metrics-driven view of the commercial engine.

Key Responsibilities

Pipeline Governance & Review

•Run the periodic pipeline review cadence with Sales and BU leaders, enforcing stage-gate discipline, data hygiene, and realistic close-date and probability tracking in the CRM.

•Maintain a single source of truth for weighted and unweighted pipeline, flagging stalled, at-risk, and slipping deals.

•Track pipeline coverage against booking and revenue targets and surface gaps early.

RFP / RFI Commercial Review & Deal Desk

•Serve as the commercial reviewer for inbound RFPs, RFIs, and large proposals — assessing scope, pricing assumptions, margin, payment terms, risk, and contractual exposure before submission.

•Operate a deal-desk function: standardise commercial approvals, discount thresholds, and escalation paths for non-standard deals.

•Partner with Delivery and Solutions on effort estimates and with Legal on commercial terms, ensuring bids are both winnable and profitable.

Deal Metrics & Commercial Analytics

•Own and report the core deal metrics: Average Day Rate (ADR) / average bill rate, sold rate vs. rate card, win rate, and probability-weighted pipeline value.

•Analyse rate realisation, discount leakage, and win/loss patterns by service line, geography, client tier, and engagement model (T&M, fixed-price, outcome-based).

•Build benchmarks that inform pricing strategy and the shift from effort-based to outcome-based commercial models.

Pipeline-to-P&L Visibility

•Translate deal-level economics into firm-level P&L impact — connecting bookings, revenue phasing, and gross margin to the financial plan.

•Build margin bridges from pipeline to booked to delivered, explaining variances across rate, mix, utilisation, and cost.

•Support annual operating plans and forecasts with a bottoms-up, deal-informed view of revenue and margin.

C-Suite Commercial Reporting

•Design and present the commercial deck to the C-suite and Board, covering key KPIs — pipeline health, win rate, ADR / rate realisation, margin, and conversion trends.

•Turn commercial data into a clear narrative: what is driving performance, where the risks are, and what actions leadership should take.

•Own the recurring commercial governance dashboard and review rhythm.

Key Metrics Owned

Pipeline coverage ratio ·Win rate·Average Day Rate (ADR) / rate realization·Sold rate vs. rate ccard · Discount leakage ·Weighted pipeline conversion·Bookings-to-revenue conversion·Deal-level gross margin

Qualifications & Experience

•CA / MBA (Finance) or equivalent; 5–8 years in commercial finance, deal desk, pricing, or FP&A background.

•Prior experience in IT / analytics / consulting / professional services strongly preferred, with exposure to T&M, fixed-price, and outcome-based models.

•Demonstrated ownership of pricing, deal governance, or commercial and finance review in a services business.

Skills & Attributes

•Strong grasp of services-business economics (rate cards, utilisation, margin structures, revenue recognition).

•Advanced Excel and financial modelling; comfort with CRM (Salesforce or similar) and BI tools.

•Executive-grade communication and deck-building; able to influence Sales, Delivery, and Finance leaders.

•Governance mindset balanced with commercial pragmatism — protects margin without slowing the deal.