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Head of Sales Controlling

vor 2 Wochen

Neumarkt in der Oberpfalz, Bayern, Deutschland The Barton Partnership | B Corp™ Vollzeit

Head of Sales Controlling

Location:
Neumarkt in der Oberpfalz, Germany

Industry:
Industrial / Manufacturing

Type:
Full-time, onsite with limited travel required

Role Purpose

The Head of Sales Controlling is responsible for leading all commercial finance activities across the sales organisation. This role ensures transparency of commercial performance, enforces pricing and margin discipline, and aligns sales forecasts with production capacity and financial planning. The position plays a central role in driving profitable growth, improving commercial decision-making, and supporting strategic initiatives across the business.

Key Responsibilities

1. Commercial Performance Management

  • Lead reporting and analysis for order intake, revenue, backlog, and gross margin.
  • Monitor performance against budget, forecast, and KPIs across regions, key accounts, and product groups.
  • Provide insights to senior leadership on volume/mix trends and commercial risks/opportunities.

2. Pricing & Margin Management

  • Develop and maintain pricing frameworks and approval processes.
  • Analyse and challenge pricing proposals, customer rebates, and tender submissions.
  • Ensure margin transparency at customer, product, and order level.
  • Support development of index-based pricing (raw materials, energy, logistics).

3. Sales Forecasting & S&OP Integration

  • Drive accurate rolling sales forecasts, partnering closely with Sales, Operations, and Planning.
  • Translate commercial forecasts into capacity requirements for production.
  • Identify supply-demand mismatches and initiate corrective actions.
  • Support S&OP meetings with commercial insights and demand scenarios.

4. Customer & Product Profitability

  • Lead profitability analysis by account, product group, and region.
  • Support strategic customer segmentation and portfolio optimisation.
  • Identify unprofitable customers or product lines and propose corrective strategies.

5. Reporting & Business Steering

  • Prepare monthly commercial dashboards, KPI packs, and performance reviews.
  • Present insights to the CFO, CEO, and senior leadership team.
  • Strengthen data quality and reporting processes across the commercial organisation.

6. Commercial Governance & Incentives

  • Design and manage sales incentive schemes aligned with profitability goals.
  • Oversee performance tracking and bonus calculations.
  • Enforce governance standards for deal approval, discounting, and contract renewals.

7. Strategic & Project Support

  • Support business cases for new product launches, market expansion, and key tenders.
  • Contribute to operational improvement initiatives and margin improvement programs.
  • Provide financial leadership for cross-functional strategic projects.

Qualifications & Experience

Essential

  • Chartered Accountant or Degree in Finance, Business Administration
  • 7+ years experience in
    commercial controlling, sales controlling, or business controlling
    .
  • Prior experience in
    industrial or manufacturing environments
  • Strong analytical and modelling skills.
  • Deep understanding of pricing, margin structures, costing, and sales processes.
  • Experience working with S&OP, forecasting, and production planning.

Preferred

  • Experience in a
    mid-to-large industrial business
    .
  • Leadership experience managing small controlling teams.
  • Familiarity with ERP environments (SAP or similar).
  • German & English required.

Competencies

  • Strong commercial acumen and business judgement
  • Excellent communication and stakeholder management
  • Ability to challenge constructively and influence decisions
  • Structured, detail-oriented approach with a hands-on mindset
  • Ability to operate in a fast-paced, performance-driven environment