Senior Commercial Operations Manager

A prestegious SME client of Selesca Solutions; Bengaluru; On-site; INR 2,000,000 - 3,200,000; Full time

Job summary

A prestegious SME client of Selesca Solutions in Bengaluru is seeking an experienced Senior Manager Commercial Operations to own the end-to-end commercial engine outside manufacturing and R&D. You will lead B2B sales growth, nurture strategic accounts, oversee order fulfillment, logistics, and CRM/ERP systems, and partner with founders to drive profitable growth and scalable processes.

This role requires strong business acumen, negotiation skills, and hands-on execution in a high ownership MSME

Qualifications

• 8–12 years of experience in commercial operations, B2B sales, or trading operations.
• Experience in managing end-to-end sales lifecycle, negotiations, and contract closing.
• Hands-on order management, logistics coordination, and use of CRM/ERP tools.

Responsibilities

• Drive domestic and international sales growth across current accounts and new segments.
• Own the full sales lifecycle from inquiry generation to contract closing and pricing discipline.
• Coordinate order-to-delivery with procurement, logistics, finance, and plant teams to ensure OTIF delivery.

Skills

Sales & Business Development

Account Management

B2B Selling

Negotiation

CRM/ERP

Education

Bachelor's degree in Business/Engineering

Tools

CRM/ERP software

Logistics coordination

Job description

Senior Manager Commercial Operations

Location: Peenya Industrial Area, Bengaluru

Work Mode: Work From Office (6 days/week)

Reports To: Founders / Managing Director

Function: Commercial Operations, B2B Sales, Key Account Management, Trading Operations & Systems

About the Company

We are a highly profitable, founder-led specialty chemicals and pharmaceutical ingredients company headquartered in Bengaluru. Founded by a scientist with deep technical expertise, we have built a reputation for high product quality, continuous innovation, and long-term customer trust across Indian and international markets.

While our chemistry, R&D, and plant manufacturing run seamlessly under scientific leadership, we are scaling our commercial and trading operations. We are seeking a high-ownership Senior Manager Commercial Operations to take end-to-end responsibility for our customer-facing business engine, B2B sales development, and commercial fulfillment.

Role Overview

The Senior Manager Commercial Operations will own and execute the company's commercial engine outside of manufacturing and R&D. Working directly with the founders, you will lead B2B sales growth, build long-term account value, manage order fulfillment, and institute systems and SOPs across commercial functions.

This role requires strong business acumen; combining commercial sharpness (pricing strategy, margin protection, negotiation, pipeline management) with operational discipline (order processing, logistics coordination, CRM/ERP discipline). We need your business judgment and execution muscle to deliver exceptional customer experiences, maximize profitability, and build scalable commercial workflows.

Scope & Key Responsibilities

1. Sales & Business Development

• Pipeline Management: Drive domestic and international sales growth across current customer accounts and new client segments.
• Commercial Execution: Own the full sales lifecyclefrom inquiry generation, quoting, and pricing discipline to contract negotiations and closing.
• Account Expansion: Identify cross-selling, repeat order, and strategic trading opportunities to maximize long-term account value.

2. Customer Relationship Management & Account Retention

• Primary Point of Contact: Serve as the trusted commercial partner for key B2B decision-makers and buyers.
• Account Growth: Understand client purchasing patterns, project future requirements, and deepen customer lifetime value (LTV).
• Escalations: Handle commercial discussions, credit negotiations, and customer service escalations with speed and diplomacy.

3. Commercial Operations & Fulfillment

• Order-to-Delivery Ownership: Coordinate the journey from order confirmation to dispatch, working across procurement, logistics, finance, and plant teams to ensure OTIF (On-Time, In-Full) delivery.
• Logistics & Partner Management: Coordinate with commercial vendors, freight forwarders, and logistics service providers to optimize costs and shipping timelines.
• Cash Flow Management: Oversee commercial payment terms, invoicing accuracy, credit limits, and collections follow-up.

4. Process Excellence, SOPs & Digital Systems

• CRM & ERP Adoption: Drive daily usage of business software (CRM/ERP) to ensure transparent commercial data, accurate pipeline tracking, and reliable reporting.
• Standardization: Design and enforce clear SOPs for inquiry turnarounds, order processing, vendor onboarding, and credit checks.
• Dashboards & KPIs: Establish operational dashboards to track sales velocity, customer retention, fulfillment efficiency, and commercial margins.

What This Role Does NOT Cover

Clear Boundary: Plant manufacturing, synthetic chemistry, R&D, product formulation, quality assurance, and technical compliance are fully managed by the scientific leadership team. Your focus is strictly on commercial strategy, sales growth, fulfillment, and business systems.

What We Are Looking For

Required Experience

• 8–12 years of progressive experience in commercial operations, B2B sales, account management, or trading operations in a structured or growing business environment.
• Proven track record in B2B customer relationship management, commercial negotiations, and deal closing.
• Strong hands‑on experience in order management, commercial fulfillment, and logistics coordination.
• Demonstrated ability to implement SOPs, build sales/ops workflows, and use CRM/ERP tools effectively.
• Executive maturity and adaptability needed to work effectively alongside founder‑led leadership in an MSME setup.
• Work Setup: 100% Work From Office (6 days/week) in Peenya Industrial Area, Bengaluru.

Preferred Industry Background

Candidates from any of the following B2B process or industrial product sectors are encouraged to apply:

• Specialty Chemicals / Industrial Chemicals
• Pharmaceutical Ingredients / APIs / Fine Chemicals
• Chemical Distribution & Trading
• B2B Manufacturing / Process Industries / Engineering Products
• Medical Devices / Industrial Products

Experience in specialty chemicals, pharma ingredients, or chemical trading is a strong advantage, but not mandatory.

Compensation & Benefits

• Competitive fixed salary commensurate with experience.
• Performance-linked incentives tied to revenue and operational outcomes.
• Standard statutory benefits (EPF, Gratuity, etc.).
• High autonomy, direct founder partnership, and clear ownership of the company's commercial growth engine.